Vice President - Commercial Excellence

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POSITION SUMMARY:

The Vice President of Commercial Excellence is responsible for leading all aspects of sales operations, including sales enablement tools, sales incentive programs (SIP), sales training, pricing strategy, and quota setting. This executive role serves as the operational backbone of the commercial organization, driving scalable growth, sales effectiveness, and strategic alignment across functions.

ESSENTIAL FUNCTION:

Sales Enablement & Tools

• Lead strategy and optimization of sales tools and CRM platforms (e.g., DCRM).

• Streamline sales workflows and processes to enhance rep productivity and customer engagement.

• Ensure high adoption of tools through governance, training, and continuous improvement.

Sales Incentive Programs (SIP)

• Design, implement, and manage commission and bonus structures that drive performance and align with business goals.

• Ensure accurate plan modeling, tracking, and timely payouts in partnership with Finance and HR.

• Continuously evaluate and adjust SIP structures for competitiveness and effectiveness.

Quota Setting & Territory Management

• Develop and execute a data-driven quota setting methodology for all sales roles and geographies.

• Partner with Finance and Sales Leadership to align quotas with market opportunity, historical performance, and strategic objectives.

• Maintain consistency and fairness in territory design, workload balancing, and performance expectations.

Training & Development

• Build and oversee onboarding and ongoing training programs to support seller ramp-up and productivity.

• Align training content with go-to-market strategy, new product launches, and sales methodology.

• Track training effectiveness through KPIs like time-to-quota and sales cycle duration.

Pricing & Commercial Strategy

• Own pricing governance, margin review processes, and deal desk functions.

• Support development of pricing models and customer segmentation frameworks.

• Ensure pricing aligns with market dynamics, product value, and financial goals.

Business Planning & Sales Analytics

• Lead annual sales planning, including headcount planning, coverage modeling, and resource allocation.

• Deliver actionable insights through dashboards, sales performance reporting, and pipeline analytics.

• Drive continuous improvement through operational reviews and process optimization.

MINIMUM POSITION QUALIFICATIONS:

• Bachelor’s degree in Business, Finance, Marketing or related field (MBA preferred).

• 12+ years of progressive experience in Sales Operations or Commercial Strategy, with at least 5 years in a senior leadership role.

• Deep expertise in quota setting, SIP, sales enablement technologies, and pricing strategy.

• Demonstrated ability to lead cross-functional teams, influence executive stakeholders, and scale commercial processes.

• Strong analytical, organizational, and leadership capabilities.

DuBois provides equal employment opportunities to all employees and applicants for employment without regard to race, color, ancestry, national origin, gender, sexual orientation, marital status, religion, age, disability, gender identity, gender expression, genetic information, service in the military, veteran status, or any other protected status in accordance with applicable federal, state, and/or local law and/or regulation.