Vice President, Commercial Growth & Strategy

AIS (Applied Information Sciences)•Reston, VA

About The Position

AIS is scaling its Commercial business and maturing its growth model. This role offers the opportunity to shape how growth actually works, not just this quarter, but over time by strengthening leadership, aligning sales and delivery, and building a commercial engine that clients and team’s trust. Acting as a senior member of the Commercial leadership team reporting to the President of Commercial and partnering closely with the Service Delivery, our Chief Technology Officer organization, and Shared Services to build a durable, high-performing growth engine. This is a hands-on role for a senior leader who can drive outcomes while building leaders and tightening cross-functional alignment. You bring both hard skills (pipeline, deal strategy, forecasting, and operating cadence) and soft skills (coaching, influence, and trust-building). Experience in the Microsoft ecosystem and co-sell motions is strongly valued.

Requirements

15+ years of experience in IT services, consulting, or technology‑enabled services
Proven track record owning and delivering meaningful revenue targets
Experience leading enterprise sales organizations and senior leaders
Demonstrated strength in coaching and elevating leaders, with a focus on long-term development and capability building.
Experience leading or closely partnering with services delivery teams, with accountability for outcomes
Hands-on experience shaping, pricing, and closing complex deals

Nice To Haves

Prior P&L ownership spanning both growth and delivery
Proven experience building and executing Microsoft co-sell motions (field alignment, partner-led pipeline, and joint account planning)
Experience building industry‑led or solution‑led go‑to‑market motions

Responsibilities

Own and deliver commercial revenue targets, with a strong focus on new logo acquisition
Build and maintain a healthy, high‑quality pipeline with consistent coverage
Drive deal progression, conversion, and expansion
Personally engage in strategic client conversations and critical deals when it matters
Lead Business Development Executives (hunters), Account Executives (farmers), and Sales Operations
Establish clear coverage models, quotas, and account strategies
Build a high‑performance sales culture grounded in accountability, clarity, and trust
Ensure consistent pipeline generation and disciplined execution across the team
Act as a coach and thought partner to sales and commercial leaders
Develop leaders who can operate independently and confidently, not just follow direction
Raise the bar on judgment, deal quality, and client strategy across the organization
Foster a culture of learning, ownership, and continuous improvement
Translate market opportunity into clear, executable GTM plays
Focus commercial effort on priority industries and target accounts
Continuously refine strategy based on pipeline data, delivery input, client feedback, and results
Bring prior delivery, P&L, or services leadership experience to growth decisions
Apply a practitioner’s understanding of how work is staffed, executed, and delivered
Shape solutions, pricing, and scope that set delivery teams up for success
Anticipate delivery risk early and help design sustainable, trust‑based client commitments
Partner closely with Service Delivery leadership to align growth, capacity, and quality
Help resolve tradeoffs between ambition and feasibility with shared accountability
Strengthen collaboration across sales, delivery, and the CTO’s horizontal technology solution teams
Lead with a “One AIS” mindset - driving collaboration, enabling team success, and ensuring growth is aligned with delivery excellence.
Establish strong pipeline management, forecasting, and deal review rigor (clear standards, inspection, and follow-through)
Drive weekly, monthly, and quarterly commercial pipeline cadence
Improve visibility, predictability, and execution consistency across the business
Coaching: Helping employees navigate challenges, strengthen relationships, and grow the skills that support success at AIS.
Career Development: Supporting employees in exploring growth opportunities at AIS and aligning development plans to reach their goals.
Performance Management: Creating clarity through clear expectations, regular feedback, and proactive support when performance concerns arise.
Accountability and Results: Holding employees accountable for meeting expectations, delivering results, and adhering to company policies and values.
Promotions and Compensation: Partnering with HR to evaluate and recommend promotions, salary adjustments, and rewards that reflect performance and potential.
Timecard Approval: Ensuring accurate and timely approval of timecards.