Vice President, Director CPG Business Development

About the role

Drive net new revenue by selling retailer-focused, AI-driven enterprise analytics, decisioning platforms, and intelligent agents to CPG partners. This leader will translate advanced data and AI capabilities into clear, ROI-driven business outcomes, positioning our solutions as strategic growth investments. This role is central to retailer-CPG collaboration, aligning commercial priorities across pricing, promotion, assortment, and retail media to unlock measurable value. Success will be defined by new client acquisition, consistent quota overachievement, and the establishment of a scalable, repeatable sales engine. This is a unique opportunity to define and scale a next-generation retailer-CPG collaboration model—leveraging AI, analytics, and unique relationships to create a durable, high-growth revenue stream in a rapidly evolving market.

Responsibilities

• Own new logo acquisition and quota delivery across targeted CPG accounts, aiming for $20MM+ incremental new growth annually.
• Lead, coach, and scale a high-performing team of six.
• Sell AI-driven data, analytics, and decisioning platforms, including agents and assistants, to senior CPG stakeholders.
• Develop and execute account strategies aligned to retailer priorities, including pricing, promotion, assortment, and retail media.
• Lead complex, multi-stakeholder enterprise deals ranging from $500K to $2M+ from prospecting through close.
• Build and present ROI-driven business cases to shift clients from cost-based to investment-based decision-making.
• Establish and scale repeatable sales processes, including pipeline discipline, forecasting, and playbooks.
• Build and leverage C-suite relationships across CPG and retail ecosystems, focusing on roles such as CMO, CRO, Chief Merchant, and Chief Insights.
• Deliver monthly/quarterly business reviews, provide forecast and pipeline insights, and offer customer/market feedback to the executive team. Influence GTM and product roadmaps.
• Represent the company externally with senior leadership visibility, lead executive briefings with client C-suites, present at industry forums, and engage with strategic partners and analyst communities.
• Partner with product, analytics, and customer success teams to ensure successful activation and value realization.

Requirements

• 12–15+ years in CPG, retail, retail media, or enterprise analytics/technology sales.
• 5+ years leading and developing enterprise sales teams (5–10 sellers), with a track record of building high-performing teams and achieving consistent quota attainment.
• Familiarity with CRM tools such as Salesforce and HubSpot, and the ability to quickly learn new platforms.
• Proven success in selling complex, enterprise solutions ($500K–$2M+) with consistent quota overachievement.
• Deep experience in retailer-CPG collaboration, covering joint business planning, category management, trade, and retail media.
• Strong value-based selling skills with the ability to quantify ROI and business impact.
• Established senior executive relationships across CPG and/or retail organizations.
• Demonstrated ability to build and scale repeatable sales processes.
• Strong commercial storytelling skills for translating analytics into clear growth narratives.
• Comfort in operating in high-growth, ambiguous environments and aligning cross-functional leaders on priorities.

Benefits

• Health, life, and disability insurance
• 401(k) with employer match
• Paid holidays and self-care days
• Flexible time off policy