Vice President, Sales Strategy & Commercial Operations

Responsibilities

The Vice President of Sales Strategy & Commercial Operations leads the design and execution of the Sales operating model. Reporting to the Chief Sales Officer, this role translates enterprise growth strategy into scalable commercial infrastructure, disciplined execution, and measurable performance outcomes. 

The VP owns the systems, processes, and performance frameworks that enable Sales to operate with rigor, predictability, and productivity. In close partnership with FP&A, this role aligns commercial execution with financial planning while building and maturing a scalable commercial operations function to support the company’s next stage of growth. 

This role directly leads and is responsible for scaling the following functions over time: 

• Sales Operations 
• Sales Enablement 
• Commission & Incentive Operations 
• Sales Analytics & Performance Governance 

Work Arrangement: ​Remote​ in the United States 

This role requires the individual in ​Flexible across U.S. time zones​.  

Responsibilities

Sales Strategy & Commercial Execution 

• Translate the CSO’s growth strategy into executable commercial plans, including segmentation, territory design, coverage models, and capacity planning aligned to both new and expansion revenue. 
• Drive clarity in sales roles, accountability, and performance expectations while identifying and removing structural friction within the commercial engine. 

Pipeline Governance & Forecast Discipline 

• Own the operating cadence for weekly, monthly, and quarterly sales inspection. 
• Establish and enforce pipeline standards, stage definitions, and CRM discipline to improve forecast accuracy and execution visibility. 
• Lead the evolution of the sales technology stack, identifying automation, AI, and system optimization opportunities that improve inspection quality, forecasting accuracy, and field productivity. 
• Ensure transparency of pipeline health and execution risk across regions and segments.  

Sales Operations Leadership 

• Lead and evolve the Sales Operations function to support continued revenue growth and operational scale. 
• Oversee territory design, systems administration, analytics, and process governance, including structured deal inspection and discount oversight to protect margin and improve win probability. 
• Standardize global processes and improve productivity and quota attainment consistency.  

Commission & Incentive Operations 

• Lead Commission and Incentive Operations, partnering with FP&A and the CSO on sales incentive plan design and quota frameworks. 
• Ensure accurate commission execution, audit integrity, transparent reporting, and alignment between compensation mechanics and strategic priorities. 
• Partner cross-functionally with HR and Legal to ensure effective policy governance and resolution of related matters.  

Sales Enablement & Productivity  

• Evolve Sales Enablement into a scalable revenue productivity engine aligned to measurable improvements in win rates, deal velocity, ramp time, and quota attainment. 
• Standardize onboarding, enterprise selling methodology, competitive positioning, and value-based selling programs. 
• Assess skill gaps and implement targeted capability interventions that drive measurable commercial impact. 
• Design and implement a structured sales manager enablement framework, equipping frontline leaders with standardized coaching models, deal inspection discipline, and performance conversation tools to drive consistent execution quality. 
• Establish coaching standards and inspection expectations across regions, ensuring sales managers are trained and measured on their ability to develop talent, improve win rates, and increase forecast accuracy. 
• Partner with Sales leadership to integrate enablement programs directly into weekly inspection cadence and performance management rhythms. 
• Operationalize revenue messaging in partnership with Marketing and Product, ensuring consistent value articulation, competitive positioning, and enterprise storytelling across all sales segments. 
• Establish standardized competitive enablement frameworks, including battlecards, objection handling models, and deal-specific preparation processes that improve win probability in complex sales cycles.  

Commercial Performance Management 

• Partner with FP&A to align core sales KPIs with company financial reporting standards. 
• Drive operational inspection across pipeline coverage, win rates, deal velocity, quota attainment, and forecast variance. 
• Surface execution risk early and provide performance insights to executive leadership. 

Leadership Expectations 

• Design and evolve the organizational structure to ensure the commercial operations function scales appropriately with company growth. 
• Create a culture grounded in operational discipline, commercial accountability, and data fluency. 
• Operate as a trusted advisor to the CSO. 
• Influence cross-functional partners without formal authority. 
• Balance strategic thinking with hands-on operational execution. 
• ​​Perform other duties as assigned to support departmental and company objectives.​ 

Qualifications

• ​​Bachelor's Degree​ in Business, Finance, Accounting, Marketing, or equivalent experience.  
• ​​9–12 years​ of progressive leadership experience in Sales Operations, Commercial Strategy, Revenue Operations, Finance, Analytics, or related commercial leadership roles within SaaS or enterprise software. 
• Demonstrated experience designing in incentive plan framework, quota methodologies, headcount planning, and revenue modeling. 
• Experience partnering closely with FP&A on revenue models and revenue performance analytics governance 
• Strong background aligning Sales strategy and execution with Marketing, Product, and Customer Success to ensure commercial effectiveness. 
• Proven experience partnering with executive leadership on annual planning and long-range growth strategy. 
• Demonstrated ability to lead cross-functional initiatives and influence outcomes at the ELT and board levels. 
• High executive presence with exceptional communication skills, capable of simplifying complex concepts for diverse audiences. 
• Strong track record leading and developing high-performing teams across Sales, operations, or strategy disciplines. 
• Comfortable operating in high-growth, transformation, or PE-backed environments with evolving priorities. 
• Ability to navigate ambiguity, drive clarity, and make data-informed decisions under pressure. 
• Ability to travel up ​25–50%​ as business needs require 
• ​​Role requires the following physical capacity:​ ​Sedentary: primarily desk/computer work​  
• ​​Must be legally authorized to work in​ ​United States​ ​Elite does not provide employment sponsorship for this position​ 

Benefits:

• Competitive Compensation Package ($203,000 - $290,000 base salary + variable component)
• Comprehensive Healthcare Coverage (Health, Dental, Vision)
• Retirement Savings Plan with an Employer Contribution
• Professional Development Opportunities
• Time Off
• Wellness Initiatives
• Employee Assistance Program
• Generous Global Parental Leave
• Calm, free premium subscription
• Employee Discount Program