Varicent - Senior Vice President, North America Sales
Requirements
• 15+ years of progressive leadership experience in sales, revenue operations, or go-to-market functions, with at least 5+ years in an SVP or equivalent-level role. • Demonstrated success scaling SaaS or recurring revenue organizations from mid-stage to enterprise (e.g., $100M+ ARR). • Proven ability to build and lead high-performing, multi-layered revenue teams, including direct oversight of VP-level leaders. • Experience creating and implementing successful cross-sell or customer expansion strategies. • Track record of influencing company-wide decisions and partnering effectively with cross-functional peers (Product, Marketing, Customer Success, Finance). • Strong executive presence with experience in board-level or investor-facing interactions. • Deep understanding of SaaS metrics, customer lifecycle economics, and enterprise sales methodologies. • Bachelor's degree required; MBA or equivalent preferred. • Willingness to travel (~25%) to engage with customers, team members, and key stakeholders. • Success Factors: • Success Factors:
Responsibilities
• Enterprise Revenue Leadership • Co-lead revenue strategy alongside the CRO, defining long-term vision and execution across all customer segments and regions. • Ensure cross-functional alignment between Sales, Product, Marketing, Customer Success, Finance, and Operations to support growth objectives. • Design and optimize organizational structure, coverage models, segmentation, and incentive strategies to support a scalable go-to-market engine. • Strategic Accounts & Regional Sales Oversight • Lead and mentor the Strategic Accounts and Regional Sales leadership teams, providing unified direction and accountability for quota attainment and customer impact. • Drive consistency in sales methodologies, value-based selling, and pipeline management across geographies and verticals. • Serve as executive sponsor in high-stakes negotiations and top-tier client relationships. • Cross-Sell Strategy Ownership • Develop and lead a new company-wide Cross-Sell program focused on driving expansion within the existing customer base across all product lines. • Build and scale a dedicated cross-functional team to operationalize the program—including process design, enablement, reporting, and accountability. • Establish KPIs and feedback loops to continuously refine cross-sell performance and customer outcomes. • Forecasting, Performance, and Operational Excellence • Own enterprise-wide sales forecasting discipline in partnership with Revenue Operations. • Provide the CRO and executive leadership with insight into pipeline health, conversion rates, and growth opportunities. • Oversee implementation of scalable systems, tools, and analytics to support performance management. • Executive Representation & Thought Leadership • Act as a strategic representative of the CRO in internal leadership forums, board updates, and external-facing events. • Engage directly with strategic customers, prospects, partners, and industry influencers to advance Varicent’s position as a leader in Sales Performance Management. • Represent the revenue function in M&A diligence and integration planning as appropriate. • Talent, Culture & Leadership Development • Build and strengthen a high-performing, inclusive revenue leadership team with clear succession planning and development pathways. • Foster a culture rooted in Varicent’s values—Be Bold, Be Curious, Be Kind—while driving accountability, innovation, and measurable outcomes. • Be Bold, Be Curious, Be Kind • Lead organizational change management initiatives to evolve the revenue team structure as the business grows. • Establish trust with CRO and executive leadership team. • Assess current GTM and revenue operations maturity. • Design and begin implementation of the Cross-Sell program and define enterprise-level KPIs. • Deliver forecast accuracy and improved visibility across Strategic and Regional Sales segments. • Demonstrate early results and traction from Cross-Sell initiatives. • Launch integrated planning cycles with key stakeholders (Marketing, Product, Customer Success). • Beyond 6 months: • Beyond 6 months: • Deliver sustained growth through cross-sell, upsell, and new logo acquisition. • Create leadership continuity plans and strengthen organizational depth. • Lead ongoing evolution of revenue strategy to support Varicent’s long-term scale.
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