Senior Vice President, North America Sales

About the role

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.

Responsibilities

• 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.
• 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.
• 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.
• 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.
• 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.
• 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.

Requirements

• 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.

Qualifications

• Bachelor's degree required; MBA or equivalent preferred.
• Willingness to travel (~25%) to engage with customers, team members, and key stakeholders.

Skills

• Strategic thinking and execution.
• Leadership and team building.
• Customer relationship management.
• Revenue operations and forecasting.
• Market analysis and competitive positioning.
• Collaboration and cross-functional teamwork.
• Change management and organizational development.

Benefits

The estimated annual base salary range for this role 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.

Overview Of 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.

Varicent is committed to creating a diverse environment and is proud to be an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status. If you require accommodation at any time during the recruitment process please email accomodations@varicent.com

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