Vice President, Strategic Accounts (B2B Software)

Esko, a Veralto company

7d•$215,000 - $240,000•Remote

About The Position

Esko, a Veralto company, is hiring a Vice President of Strategic Accounts to build and lead its first global Tier 1 Strategic Account sales organization. The role leads a newly formed, geographically dispersed team of 12 senior strategic account managers responsible for roughly 90 global Tier 1 accounts. Its mandate is to shift major customers from transactional, product-led deals to consultative, value-based partnerships while delivering new ARR alongside renewals. Based remotely in Europe or the US, the VP reports directly to the Chief Revenue Officer and owns commercial performance across new-customer acquisition, retention, expansion, recurring-revenue growth, profitability, pipeline, and forecast accuracy. The VP will establish the organization’s structure, operating model, standards, and talent approach, and will act as executive sponsor and deal strategist on major opportunities. The position operates amid significant growth and transformation, including active M&A, rapid AI adoption, a transition from on-premise licensing to cloud-based SaaS, and a commercial organization that is still maturing. Global travel of 50–75% is expected. Esko is aiming to scale to $1 billion in annual revenue by 2031.

Requirements

Experience leading global sales teams in recurring-revenue B2B software and services, with measurable ARR growth from acquisition, expansion, and retention.
Experience building and transforming a strategic account function within a medium or large software organization on a global or multi-regional scale.
Experience creating and embedding a modern go-to-market approach and consistent strategic-selling process, including value selling, MEDDPICC or similar qualification, account planning, and documented best practices.
Experience designing multi-year strategies for complex multinational customers, leading executive-level negotiations, and closing complex strategic account sales.
Ability to engage credibly with customer leadership on business strategy and roadmaps.
Discipline in CRM (SFDC), forecasting, and pipeline management.
Collaborative, inspiring leadership, with the ability to align geographically dispersed, remote-based teams and influence Product, Finance, and Customer Experience.
Ability and willingness to travel globally 50–75%.
Bachelor’s degree in Business, Marketing, or a related field.

Nice To Haves

Experience in packaging, branding, print technology, pre-media, digital workflow software, life sciences, or consumer goods.

Responsibilities

Build the Tier 1 account team and operating model, including portfolio structure, performance standards, governance, coaching, and talent development.
Own bookings, ARR, new-customer acquisition, retention, expansion, profitability, pipeline, and forecast accuracy across approximately 90 parent accounts.
Move sales from product pitches to consultative, value-based selling using executive discovery workshops, quantified business-value readouts, and outcome-based proposals.
Establish a common approach to account and pursuit planning, MEDDPICC-style qualification, opportunity management, and CRM discipline.
Develop multi-year agreements, Enterprise License Agreements, and portfolio-based commercial models.
Serve as Esko’s executive representative and sponsor on major opportunities, lead peer-to-peer executive sessions, and involve customer leaders in roadmap discussions.
Coordinate Presales, Customer Success, Product, Services, Marketing, partners, and Esko executives around account plans, while bringing customer perspectives into product and go-to-market priorities.
Expand into new buying centers, business units, and regions, and pursue whitespace in consumer packaged goods and life sciences.