Director of Commercial

Job DescriptionJob DescriptioniVueit – Director of Commercial

We are seeking a dynamic and experienced Commercial Leader to drive structured, repeatable revenue growth—spanning acquisition through expansion—across all customer stages; and establish robust commercial operations for our tech-enabled B2B services company. This leader will own revenue , while partnering closely with Account Management to ensure expansion success. The ideal candidate will be a builder and a leader, with a proven track record in using process rigor for scaling commercial functions within a similar-sized organization, and a keen understanding of leveraging technology, including AI, for strategic advantage. The role demands process rigor, tool adoption, and discipline in discovery and qualification to sell the full iVueit solution; not just chasing a quota, but ensuring customers achieve their full jobs-to-be-done outcomes.

Responsibilities:

Strategic Revenue Leadership:

• Lead, mentor, manage and coach a small but growing team of Account Executives (AEs) and Sales Development Representatives (SDRs), fostering a high-performance, accountable sales culture.
• Develop and implement a comprehensive sales/expansion strategy that expands beyond trade shows & other traditional methods, incorporating outbound prospecting, targeted outreach, and other innovative high-ROI demand channels.
• Partner with Account Management to co-own expansion goals, applying structured account planning and stage-gated progression criteria.
• Establish clear sales processes, methodologies, and a consistent weekly rhythm for sales activities, ensuring accountability and measurable outcomes.

Customer Understanding & Solution Selling:

• Champion a deep understanding of customer needs, pain points, and the "jobs to be done," moving beyond transactional sales to a consultative, solution-oriented approach - linking pain points to operational outcomes, measurable success metrics, and sustained adoption.
• Collaborate closely with the customer success function & (product) marketing to ensure a seamless customer journey and to articulate the full value proposition of our “Vues” surveys & product, including how customers can best utilize the data.
• Drive adoption of consultative discovery frameworks (e.g., SPICED) to deeply understand customer workflows, decision criteria, and success measures
• Develop strategies to enhance customer engagement, retention, and identify opportunities for upselling and cross-selling.

Operational Excellence & Structure:

• Implement robust commercial operations, including the establishment of key performance indicators (KPIs) that are relevant, actionable, and drive strategic decision-making across sales and customer engagement.
• Develop and enforce a consistent weekly rhythm for all commercial activities, including sales forecasting, pipeline reviews, and performance tracking.
• Help design, refine and monitor a pipeline management system that considers our varied deal types; SMB, Mid-Market, Enterprise, Pilots, Activation, Expansion - ensuring deals advance only when full-fit and readiness are validated.
• Enforce CRM hygiene and accurate capture of discovery data, use cases, stakeholder maps, and quantified value drivers.
• Bring a high level of professionalism and structure to the commercial function, ensuring clear communication, defined roles, and accountability.

Technology & AI Integration: 

• Develop and execute a modern strategy for commercial function, maximizing current tools like HubSpot, identifying and implementing new technologies to enhance sales efficiency, forecast accuracy, customer insights, talk tracks, and overall commercial performance.
• Stay abreast of emerging technologies and best practices in sales and customer engagement, particularly in the B2B services space.

Cross-functional Collaboration:

• Partner with Marketing to ensure campaigns and collateral target ICP-aligned prospects and expansion whitespace.
• Coordinate with Account Management for productive account research, seamless handoffs, and success of expansion deals.
• Work with Product to align roadmap and messaging to customer JTBDs and vertical-specific needs.

Qualifications:

• Proven experience (7+ years) in a commercial leadership role within a B2B services company of similar size. Experience in marketplaces, two-sided platforms, or facilities/property management a plus.
• Proven ability to scale sales functions, implement stage-based rigor, and enforce process discipline, including KPIs, and accountability frameworks
• Strong consultative selling skills with evidence of selling to full-solution outcomes across complex buying groups.
• A customer-centric mindset with a track record of understanding and addressing complex customer needs.
• Experience leveraging technology, including AI, to drive commercial outcomes. High data literacy and comfort with sales technology stacks.
• Excellent leadership, communication, change management, and interpersonal skills.

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