Full-Time

Vice President

Commercial Strategy & Enterprise Deals

Posted on 9/25/2025

Willow

Willow

201-500 employees

Creates digital twins for built assets

No salary listed

Seattle, WA, USA

Hybrid

Hybrid role; on-site in Seattle required.

Category
Business & Strategy (2)
,
Requirements
  • 12+ years in commercial strategy, enterprise deal-making, SaaS monetization, and contract management
  • Direct experience leading C-suite negotiations on $5M+ enterprise or public sector contracts
  • Deep knowledge of SaaS pricing, SKU architecture, and packaging strategies
  • Hands-on expertise in contract law, procurement, and public sector compliance (federal, state, local)
  • Strong financial acumen; confident modeling P&L and long-term portfolio economics
  • Executive presence — credible across from Fortune 500 and public agency leadership
Responsibilities
  • Represent Willow in C-suite negotiations with major universities, healthcare systems, airports, and real estate customers
  • Structure and close multi-year SaaS agreements that balance customer value with Willow’s growth and margin objectives
  • Serve as the commercial authority in strategic deals, alongside Sales and Growth leadership
  • Design pricing and packaging across our SaaS portfolio, including Software, Professional Services, AI add-ons, and maintenance
  • Model enterprise agreements for P&L impact, risk, and long-term value creation
  • Build repeatable playbooks that align Sales, Product, and Finance around scalable commercial structures
  • Draft, review, negotiate, and manage contracts with vendors, service providers, and public agencies
  • Ensure compliance with company policies, legal standards, and public sector procurement regulations (federal, state, and local)
  • Maintain a centralized contract repository, tracking expirations, renewals, and compliance obligations
  • Navigate procurement pathways specific to government and education clients (e.g., GSA schedules, state cooperative contracts, education sector vehicles, FAA compliance for aviation)
  • Develop expertise in government procurement rules, grants, and GASB/OMB standards
Desired Qualifications
  • Bonus: experience in education, healthcare, airports, or real estate SaaS

Willow creates and manages digital twins for real estate and infrastructure by building a centralized platform that combines spatial, static, and live data to model assets. It provides a single source of truth to visualize, validate, and act on data across an asset’s lifecycle, improving performance and cost management. The company differentiates itself with an authoritative data model, real-time monitoring, and partnerships (such as with Microsoft) to deliver integrated, scalable solutions for the built environment. Its goal is to help users manage and optimize physical assets more efficiently and cost-effectively by turning real-world assets into actionable digital representations.

Company Size

201-500

Company Stage

Early VC

Total Funding

$64.7M

Headquarters

Sydney, Australia

Founded

2017

Simplify Jobs

Simplify's Take

What believers are saying

  • Johnson Controls 2023 partnership expands into HVAC optimization markets.
  • Walmart case saved $1.4M in six months across 20 stores.
  • $58M 2021 pre-Series B from Nicholas Moore fuels global expansion.

What critics are saying

  • Microsoft Azure erodes differentiation, commoditizing twins in 6-12 months.
  • Siemens Xcelerator captures infrastructure share in 12-18 months.
  • No Series B since 2021 causes insolvency in 6-12 months.

What makes Willow unique

  • WillowTwin re-imagines digital twins with Knowledge Graph unifying asset data.
  • 3D visualization layer combines geometry with live data for situational awareness.
  • WillowDigital provides engineering services accelerating smart building adoption.

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Benefits

Flexible Work Hours

Remote Work Options

Parental Leave

Employee Discounts

Growth & Insights and Company News

Headcount

6 month growth

0%

1 year growth

-1%

2 year growth

-1%
iTWire
Nov 13th, 2025
Willow recognised as a finalist for 2025 Microsoft Education Partner of the Year Award

Willow recognised as a finalist for 2025 Microsoft Education Partner of the Year Award. By Willow Technology COMPANY NEWS: Willow Technology Corporation Ltd. ("Willow"), a leading Operational AI company, has announced it has been named a finalist for the 2025 Microsoft Education Partner of the Year Award. The company was honoured among a global field of top Microsoft partners for demonstrating excellence in innovation and implementation of customer solutions based on Microsoft technology. The recognition highlights Willow's role in helping educational institutions transform how their buildings and campuses operate, making them more responsive, sustainable and human-centred. Powered by Microsoft Azure and Willow's Operational AI platform, schools and universities can now understand and adapt to real-time conditions, from classroom occupancy and energy usage to equipment performance and carbon emissions. "We are deeply honoured to receive this recognition from Microsoft, a partner that has been foundational to Willow since our inception," said Bert Van Hoof, Willow's CEO. "Buildings are no longer static assets. They are becoming intelligent participants in our operations, energy systems and even climate strategies. Together with Microsoft, we are helping educational institutions lead this transformation, creating campuses that sense, learn, and improve for the benefit of the students, teachers and staff they serve." As buildings evolve from automated systems to self-optimising ecosystems, Willow's Operational AI platform represents a new category of intelligence - one that connects energy, operations, and people into a shared digital fabric. By enabling data interoperability across HVAC systems, lighting, sensors and IoT devices, Willow helps educational campuses reduce emissions, lower costs and enhance the learning environment. This recognition commemorates Willow's leadership at the intersection of AI, energy, and the built world, shaping a future where every building responds to the people, purpose and environments it serves. "Congratulations to all the winners and finalists of the 2025 Microsoft Partner of the Year Awards," said Nicole Dezen, chief partner officer and corporate vice president at Microsoft. "This year, our partners harnessed the transformative power of Microsoft's Cloud and AI platforms to deliver transformative solutions that redefine the boundaries of innovation. The energy and ingenuity across our ecosystem continue to inspire us. The 2025 honourees exemplify what's possible when technology and vision unite to empower customers around the world." The Microsoft Partner of the Year Awards recognise Microsoft partners that have developed and delivered outstanding Microsoft Cloud applications, services, devices and AI innovation over the past year. Awards were classified into various categories, with honourees chosen from more than 4,600 nominations across the globe. The award recognised Willow for providing outstanding solutions and services in education. The 2025 Microsoft Partner of the Year Awards are announced ahead of Microsoft Ignite, which will be held in San Francisco from Nov. 18-21. Additional details on the 2025 awards are available on the Microsoft Partner blog: https://aka.ms/2025POTYA_Announcement. The complete list of categories, winners and finalists can be found at https://aka.ms/2025POTYAWinnersFinalists. About Willow. Willow, a leading Operational AI company, brings AI to the systems and teams that keep the physical world running. Turning scattered data into real-time insight, Willow empowers organisations to make smarter decisions, boost operational efficiency and achieve measurable cost savings and sustainability. Trusted by Fortune 100 companies and built on Microsoft Azure, Willow drives safer, smarter and more efficient operations across education, healthcare, transportation and enterprise environments. Visit www.willowinc.com to learn more about how Willow is redefining the way we manage and interact with the built world. Maximising cloud efficiency - LUMEN WEBINAR 23 april 2025. According to KPMG, companies typically spend 35% more on cloud than is required to deliver business objectives The rush to the cloud has led to insufficient oversight, with many organisations struggling to balance the value of cloud agility and innovation against the need for guardrails to control costs. Join us for an exclusive webinar on Cloud Optimisation. In this event, the team from Lumen will explain how you can maximise cloud efficiency while reducing cost. The session will reveal how to implement key steps for effective cloud optimisation. Register for the event now! Promote your webinar on itwire. It's all about Webinars. Marketing budgets are now focused on Webinars combined with Lead Generation. If you wish to promote a Webinar we recommend at least a 3 to 4 week campaign prior to your event. The iTWire campaign will include extensive adverts on our News Site itwire.com and prominent Newsletter promotion https://itwire.com/itwire-update.html and Promotional News & Editorial. Plus a video interview of the key speaker on iTWire TV https://www.youtube.com/c/iTWireTV/videos which will be used in Promotional Posts on the iTWire Home Page. Now we are coming out of Lockdown iTWire will be focussed to assisting with your webinars and campaigns and assistance via part payments and extended terms, a Webinar Business Booster Pack and other supportive programs. We can also create your adverts and written content plus coordinate your video interview. We look forward to discussing your campaign goals with you. Please click the button below.

SmartCompany
Dec 16th, 2022
14 Aussie startups that scored $260 million right before Christmas

Digital Twin startup Willow has secured $42.3 million, led by existing backers from its 2021 pre-Series B round.

Startup Daily
Sep 10th, 2021
Digital twins startup Willow builds $58 million pre-series B backed by former Macquarie boss Nicholas Moore 

Existing shareholders, including Willow Chairman Nicholas Moore, the former Macquarie Group CEO, and Willow director Jim Cooney, doubled down on their investment along with institutional investor Perennial Value Management.

Firestarters
Apr 26th, 2021
Willowinc hires Marc Maathuis as head of Europe

Willow, the provider of digital twin solutions for modern, efficient smart infrastructure and real estate, has announced the appointment of Marc Maathuis as head of Europe.

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