Vice President, Commercial Strategy

Fictiv

14h • $350,000 - $425,000 • Remote

About The Position

The VP of Commercial Strategy serves as the architect for our commercial engine, designing and scaling an operating model that ensures sustainable and predictable expansion. This role consolidates go-to-market strategy, revenue infrastructure, enablement, and organizational performance into a cohesive, high-impact function. As we accelerate our trajectory toward a $1B+ enterprise, this leader will build the strategic frameworks and AI-enabled systems necessary for the organization to move with startup speed while maintaining global scale and operational excellence.

Requirements

• Proven commercial systems leader with 12+ years of progressive experience across sales leadership, commercial operations, revenue operations, or GTM strategy in complex B2B environments
• Significant experience leading quota-carrying teams — understands what it means to carry a number and manage to one
• Direct ownership of Salesforce strategy, governance, and large-scale commercial systems initiatives — owned the data model, not just administered the platform
• Compensation plan design and full-cycle ownership — designed, launched, and iterated on plans for multiple selling roles across a complex commercial organization
• Sales enablement program design — built and delivered onboarding and value proposition training programs and measured their impact on ramp speed and productivity
• AI-native mindset — approaches process design with AI as a first principle; has reimagined commercial workflows using AI tools
• Demonstrated ability to influence executive stakeholders and drive organizational change at scale across a combined or matrixed organization
• Post-acquisition or commercial integration experience — led or played a senior role in the operational combination of two commercial organizations
• Multi-motion sales org experience — designed operating systems for organizations running enterprise named accounts, commercial territory, and inside sales motions simultaneously
• Builder mindset — has built or scaled something meaningfully, not just operated or advised; has the outcomes to show for it
• High say: do ratio — moves fast, holds commitments, operates with urgency and accuracy simultaneously

Nice To Haves

• Industrial technology, manufacturing, engineering, supply chain, or technically complex B2B environment — catalog, MRO, or custom manufacturing sales motions a meaningful advantage

Responsibilities

• Design and evolve the go-to-market structure, coverage model, territory strategy, and segmentation framework as the combined organization scales.
• Lead annual GTM planning quota design, headcount modeling, and territory allocation in partnership with the CRO.
• Drive scaling decisions at every revenue inflection point through $1B and beyond.
• Own Salesforce as the commercial system of record unified data model, object governance, and integration oversight across the combined org.
• Lead the Salesforce unification program to February 1, 2027 go-live.
• Own the BI and analytics stack.
• Drive tech stack governance across CPQ, sales engagement, and conversation intelligence tools.
• Design and administer five compensation plans covering all selling motions quota, OTE, accelerators, ramp structures, and variable mechanics.
• Lead the annual compensation planning cycle.
• Own attainment tracking and compensation governance.
• Ensure all plans are legally reviewed, clearly communicated, and consistently administered before April 1 go-live.
• Lead the commercial integration program master project plan across all workstreams, reported independently to CRO and CMO.
• Own the sales enablement framework: new hire onboarding, full-suite value proposition training, role-specific playbooks, and Sales Kickoff design and delivery.
• Drive cultural integration across the combined organization.
• Build and lead a commercial strategy organization of 12–15 across Revenue Operations, Revenue Performance, Compensation, Commercial Strategy, and Enablement.
• Assess and upgrade the team.
• Design the long-term evolution of the function as revenue scales toward $1B and beyond.

Benefits

• Competitive medical, dental, and vision insurance
• 401K plan
• Monthly Virtual Work stipend for things like food, internet, travel, pet care, health and wellness
• Annual Education stipend
• Parental leave programs
• Paid volunteer days
• Onboarding setup, including: standing desk, laptop, monitor, and chair, and a stipend for additional items such as headphones, blue light glasses, or any other ergonomic supplies you may want or need

What This Job Offers

• Job Type: Full-time
• Career Level: Executive
• Education Level: No Education Listed