As the Senior Vice President, Revenue Strategy, you will act as a key executive leader and strategic advisor to the Chief Revenue Officer. You will oversee Strategic Accounts, Regional Sales, and lead the creation and execution of a company-wide Cross-Sell strategy. In this role, you will be responsible for shaping Varicent’s overall revenue model and go-to-market effectiveness, driving cohesion across teams, and establishing the foundation for scalable, repeatable growth. This role serves as a unifying force across Sales, Marketing, Product, and Customer Success—ensuring every part of the customer journey is optimized to deliver value, retention, and expansion.

What You'll Do:

Enterprise Revenue Leadership

• Co-lead revenue strategy alongside the CRO, defining long-term vision and execution across all customer segments and regions.

• Ensure cross-functional alignment between Sales, Product, Marketing, Customer Success, Finance, and Operations to support growth objectives.

• Design and optimize organizational structure, coverage models, segmentation, and incentive strategies to support a scalable go-to-market engine.

Strategic Accounts & Regional Sales Oversight

• Lead and mentor the Strategic Accounts and Regional Sales leadership teams, providing unified direction and accountability for quota attainment and customer impact.

• Drive consistency in sales methodologies, value-based selling, and pipeline management across geographies and verticals.

• Serve as executive sponsor in high-stakes negotiations and top-tier client relationships.

Cross-Sell Strategy Ownership

• Develop and lead a new company-wide Cross-Sell program focused on driving expansion within the existing customer base across all product lines.

• Build and scale a dedicated cross-functional team to operationalize the program—including process design, enablement, reporting, and accountability.

• Establish KPIs and feedback loops to continuously refine cross-sell performance and customer outcomes.

Forecasting, Performance, and Operational Excellence

• Own enterprise-wide sales forecasting discipline in partnership with Revenue Operations.

• Provide the CRO and executive leadership with insight into pipeline health, conversion rates, and growth opportunities.

• Oversee implementation of scalable systems, tools, and analytics to support performance management.

Executive Representation & Thought Leadership

• Act as a strategic representative of the CRO in internal leadership forums, board updates, and external-facing events.

• Engage directly with strategic customers, prospects, partners, and industry influencers to advance Varicent’s position as a leader in Sales Performance Management.

• Represent the revenue function in M&A diligence and integration planning as appropriate.

Talent, Culture & Leadership Development

• Build and strengthen a high-performing, inclusive revenue leadership team with clear succession planning and development pathways.

• Foster a culture rooted in Varicent’s values—Be Bold, Be Curious, Be Kind—while driving accountability, innovation, and measurable outcomes.

• Lead organizational change management initiatives to evolve the revenue team structure as the business grows.

What You'll Bring:

• 15+ years of progressive leadership experience in sales, revenue operations, or go-to-market functions, with at least 5+ years in an SVP or equivalent-level role.

• Demonstrated success scaling SaaS or recurring revenue organizations from mid-stage to enterprise (e.g., $100M+ ARR).

• Proven ability to build and lead high-performing, multi-layered revenue teams, including direct oversight of VP-level leaders.

• Experience creating and implementing successful cross-sell or customer expansion strategies.

• Track record of influencing company-wide decisions and partnering effectively with cross-functional peers (Product, Marketing, Customer Success, Finance).

• Strong executive presence with experience in board-level or investor-facing interactions.

• Deep understanding of SaaS metrics, customer lifecycle economics, and enterprise sales methodologies.

• Bachelor's degree required; MBA or equivalent preferred.

• Willingness to travel (~25%) to engage with customers, team members, and key stakeholders.

Success Factors:

In the first 3 months:

• Establish trust with CRO and executive leadership team.

• Assess current GTM and revenue operations maturity.

• Design and begin implementation of the Cross-Sell program and define enterprise-level KPIs.

By 6 months:

• Deliver forecast accuracy and improved visibility across Strategic and Regional Sales segments.

• Demonstrate early results and traction from Cross-Sell initiatives.

• Launch integrated planning cycles with key stakeholders (Marketing, Product, Customer Success).

Beyond 6 months:

• Deliver sustained growth through cross-sell, upsell, and new logo acquisition.

• Create leadership continuity plans and strengthen organizational depth.

• Lead ongoing evolution of revenue strategy to support Varicent’s long-term scale.