Senior Vice President, North America Sales

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.

Pay

The estimated annual base salary range is between $237,000 - $311,000 USD. In addition to base salary, our compensation package may include bonuses, commissions for eligible sales roles, and a comprehensive benefits package. The actual base salary will vary based on factors including individual qualifications and market data, as objectively assessed during the interview process.

Benefits

• Health & Wellness — Comprehensive medical, dental, and vision coverage tailored to your local needs
• Time Off — PTO and public holidays to rest, recharge, and do what matters most
• Volunteer Days — Dedicated time to give back and support the communities that matter to you
• Ignite Days — Dedicated learning days to support continuous growth, skill development, and professional learning
• Financial — Compensation that reflects your market and your value
• Retirement — Retirement plans designed to help you build long-term financial security
• Tuition Assistance — Invest in your growth with support for continuing education and professional development
• Flexibility — Work where you thrive, with remote and hybrid options available across most regions.