Director, North America Growth Operations

MSD • San Diego, CA

2d • Hybrid

About The Position

Vence is redefining extensive beef cattle management through virtual fencing. We are hiring a Director of North America Growth Operations to build and run the commercial engine across the U.S. and Canada. This operational leader will own revenue growth, new customer acquisition, customer satisfaction, and churn management—integrating Sales, Rancher Success, and Deployment into a single, high-performing commercial motion. This leader will continuously iterate on pricing, sales, service and success models, and deployment practices to improve unit economics, customer outcomes, and scalable growth.

Requirements

• Bachelor's degree in related area of study.
• Minimum 8 years in sales, customer success, and/or field operations leadership, in agtech, IoT, or hardware-enabled SaaS.
• Experience in leading a sales organization.
• Proven track record of building commercial engines in emerging product categories and improving NRR/GRR while driving new logos.
• Hands-on expertise in pricing strategy, packaging, and support model iteration grounded in unit economics.
• Excellent cross-functional leadership and communication; adept at translating field insights into product and process changes.
• Must be willing to travel at least 50%
• Account Management
• Animal Health Sales
• Client Service Excellence
• Customer Rapport
• Customer Relationship Management (CRM)
• Financial Acumen
• Inbound Phone Sales
• Leadership
• Management Process
• Operations Management
• People Leadership
• Pricing Analysis
• Revenue Management
• Sales Strategy Development
• Stakeholder Influence
• Strategic Leadership
• Technical Product Sales
• Web Applications

Nice To Haves

• Familiarity with North American livestock operations and grazing practices preferred.
• Current Employees apply HERE
• Current Contingent Workers apply HERE
• US and Puerto Rico Residents Only

Responsibilities

• Commercial Leadership and Revenue Growth Own North America revenue targets, pipeline health, forecasting accuracy, and sales productivity.
• Refine the end-to-end commercial motion (prospecting, qualification, pilot-to-close conversion, expansion, and retention).
• Establish sales incentive plans, territory plans, and customer segment strategies.
• Sales Management Lead and coach the sales team on discovery-driven selling, solution value articulation, and pilot-to-deal conversion.
• Implement sales playbooks, stages, qualification frameworks, and win/loss reviews.
• Iterate with a discovery mindset.
• Rancher Success (Customer Success) Own post-sale outcomes: time-to-value, adoption, net revenue retention (NRR), and churn reduction.
• Define success plans, health scoring, and proactive engagement cadences (onboarding, QBRs, seasonal check-ins).
• Build rancher education and enablement programs (training, best-practice guides, knowledge base), coordinating with Product and Support.
• Deployment and Field Operations Manage the Deployment team responsible for base station setup, device activation, and in-field troubleshooting.
• Standardize installation protocols, SLAs, safety practices, inventory controls, and escalation paths.
• Instrument deployments for data capture (coverage, reliability, animal behavior outcomes) to feed continuous improvement.
• Pricing, Sales, and Support Model Iteration Lead ongoing experiments to refine pricing models (subscription vs. hardware mix, bundles, tiers) and service constructs (support levels, deployment fees).
• Run structured tests to optimize conversion and retention.
• Translate findings into clear commercial policies and playbooks; coordinate updates across Sales, CS, Finance, and Product.
• Operational Excellence and Systems Own Vence North America commercial operations, including CRM hygiene, funnel analytics, capacity planning, and KPI dashboards.
• Define and track performance metrics: CAC, LTV, NRR, GRR, ARPA, install lead times, first-time-right rate, resolution time, and CSAT/NPS.
• Implement stage gates for pilots and launches, ensuring rapid learning cycles and scalable processes.
• Cross-Functional Collaboration Partner with Product, Engineering, and Ops to channel field feedback into roadmap decisions and reliability improvements.
• Coordinate with Marketing on demand generation, messaging, case studies, and regional campaigns.
• Work with Finance and Legal on commercial terms, risk management, compliance, and contracting.
• Team Leadership and Culture Recruit, develop, and mentor a high-performing team across Sales, Rancher Success, and Deployment.
• Foster a culture of customer-centricity, safety, evidence-based decisions, and operational rigor.
• Establish clear goals, coaching rhythms, and performance management practices; recognize and scale what works.

Benefits

• The successful candidate will be eligible for annual bonus and long-term incentive, if applicable.
• We offer a comprehensive package of benefits.
• Available benefits include medical, dental, vision healthcare and other insurance benefits (for employee and family), retirement benefits, including 401(k), paid holidays, vacation, and compassionate and sick days.
• More information about benefits is available at https://jobs.merck.com/us/en/compensation-and-benefits.

What This Job Offers

• Job Type: Full-time
• Career Level: Director