Vice President of Commercial Sales

Proofpoint•Pittsburgh, PA

About The Position

The Vice President of Commercial Sales is a senior leader responsible for driving predictable, scalable revenue growth across the commercial segment for a SaaS organization. This role owns the commercial go-to-market strategy, leads and develops a high-performing sales organization, and partners cross-functionally to optimize the entire customer lifecycle—from acquisition through expansion and renewal. The VP of Commercial Sales combines strategic leadership with hands-on execution, leveraging data, customer insights, and best-in-class SaaS sales practices to accelerate ARR growth and improve revenue efficiency.

Requirements

Bachelor’s degree required; MBA or advanced degree preferred.
15+ years of SaaS sales experience with at least 5+ years in senior sales leadership roles.
Proven success building and scaling SaaS commercial sales teams in a recurring-revenue environment.
Strong understanding of SaaS metrics including ARR, ACV, LTV, CAC, churn, and NRR.
Experience selling mid-market or commercial SaaS solutions with complex or consultative sales cycles.
Demonstrated ability to partner effectively with Product, Marketing, Customer Success, and Finance.

Nice To Haves

Experience in high-growth or transformation environments strongly preferred.

Responsibilities

Own commercial segment revenue, including new ARR, expansion, and renewals.
Develop and execute a scalable SaaS sales strategy aligned to company growth goals.
Drive pipeline generation, forecasting accuracy, and predictable revenue outcomes.
Partner with Marketing on demand generation, ICP definition, and conversion optimization.
Establish pricing, packaging, and discounting frameworks aligned with SaaS unit economics.
Build, lead, and scale a commercial sales organization, including sales leaders, Account Executives, and SDR teams.
Define territories, quota models, and compensation plans that align with ARR, retention, and expansion goals.
Coach leaders and reps on modern SaaS sales motions (land, expand, multi-product, value-based selling).
Foster a culture of accountability, performance, and continuous improvement.
Partner with Customer Success to drive adoption, retention, expansion, and net revenue retention (NRR).
Serve as executive sponsor for key commercial accounts and strategic opportunities.
Ensure strong handoffs between Sales, Implementation, and Customer Success.
Work closely with Product to incorporate market and customer feedback into roadmap prioritization.
Partner with Finance on forecasting, bookings, ARR, and revenue modeling.
Collaborate with RevOps to optimize CRM usage, sales processes, and tooling.
Own sales KPIs including ARR growth, pipeline coverage, win rates, ACV, CAC efficiency, churn, and NRR.
Drive disciplined forecasting and pipeline hygiene using CRM and analytics tools.
Continuously optimize sales productivity, cycle times, and conversion rates.