Vice President of Sales at CommerceIQ
Mountain View, CA, US

Company Overview 

CommerceIQ is used by leading consumer goods companies and brands including Kimberly Clark (US and UK), Bayer Healthcare, Kellogg’s, Kraft Heinz, The J.M. Smucker Company, Hill’s Pet Nutrition (a subsidiary of Colgate-Palmolive), Reckitt Benckiser, Avery Dennison, Nestlé Skin Health, Hamilton Beach, Goodbaby, and Flexsteel Homestyles to drive incremental ROI and top line growth on Amazon. CommerceIQ is now generally available and has been recognized by customers and the industry as the first and only solution that unifies sales, marketing and operations — from retail POS, to campaign performance, to inventory and promotion data — to enable brands to increase market share and sales through end-to-end automation of their Amazon business.

CommerceIQ™ unifies Amazon sales,advertising, operations, and competitor data on one platform, applies machine learning to surface latent inefficiencies and growth opportunities, and automates actions to realize the benefits from these opportunities. Leading consumer brands that utilize CommerceIQ’s automation capabilities have reduced out of stock rates by up to 32%, increased conversion rates by at least +15%, and generated on average a +12% incremental sales lift in the first quarter after launch.

With the general availability of CommerceIQ, the CommerceIQ Advertising module has been launched and is the industry’s first solution that unifies AMS campaign performance with Amazon vendors’ retail POS, inventory and promotion data (AVC) while anticipating competitor activities to drive incremental top line growth and share of search on Amazon.

The Role 

The VP of Sales will be located in the corporate headquarters in Mountain View, CA, and will report directly to the Chief Executive Officer and Co-founder.

The VP of Sales will be an executive with a demonstrated track record of success working for organizations that have a reputation for outstanding performance. This individual will be someone who has consistently overachieved in high growth environments and has actively contributed to building high-performance selling organizations. It will be critical that this individual has been a part of scaling a rapidly growing subscription business by developing a field sales team. The role will require an individual to establish a results and performance based culture while infusing an appropriate level of process and prioritization. 

The candidate will be a proven executive and a strategic business thinker who can build upon CommerceIQ’s current strength to drive an integrated sales organization to new levels of success. This individual will have a strong appreciation for driving and delivering a repeatable sales process, detail-oriented standards and pipeline management and a culture of accountability with a focus on results. Given CommerceIQ’s unique market and integrated sales model, the successful candidate will have a structured and analytical sales approach in a similar or adjacent sector. This person must develop the best practices and metrics necessary to aggressively scale both revenue and teams.

The VP of Sales will be a strong sales leader and developer of sales talent. This person should also have a demonstrated track record of recruiting and fielding an "A" team of sales executives. In addition to hiring, training, motivating and leading the sales organization, the VP of Sales will be a professional "relationship developer", an executive with a proven track record in developing and driving high quality customer relationships. The role will also require a business-oriented executive who recognizes changing market dynamics and will contribute to CommerceIQ’s overall strategy in a collaborative way.

Responsibilities 

Ensure successful execution of the sales model to meet or exceed bookings and revenue goals in alignment with the company’s core values 

Manage overall sales process, set and manage to appropriate metrics for sales funnel management. 

Define and improve a sales workflow to achieve repeatable success 

Accurately forecast monthly and quarterly bookings and manage a tight pipeline 

Oversee the hiring and development of field/direct sales  organization including sales executives, sales management, account management, pre-sales and sales operations 

Create a hands on consultative enterprise sales team that couples with solution consulting like activity for key prospects to close new accounts and drive revenue 

Establish compensation, training, and sales incentive programs. 

Develop and maintain key customer relationships and develop and implement strategies for expanding the company’s customer base 

Collaboratively work with other internal organizations, especially marketing and customer success, to achieve a common goal – bringing focused and prioritized feedback from the field to help shape strategy and business practices 

Experience

Proven leader and motivator. Entrepreneurial, unafraid to roll-up sleeves, get it done and "lead from the front” 

At least 10 years sales experience in software and/or SaaS industry, with 5 years in a senior sales leadership position 

Proven success in growing an outbound, enterprise, mid market, and inside sales teams

Focused on building a salable and repeatable sales model and process.  

Established contacts and relationships with potential customers in key markets 

Proven evangelical sales track record in a new product/new market environment. 

Experience managing and scaling a large, field sales organization with a specific sales methodology & sales funnel management 

Experience managing an inside sales organization with specific high velocity playbooks

Past delivery of an iterative approach to refining and building an analytically driven organization 

Personal Characteristics 

The successful candidate must bring intellectual, professional and personal values that complement the team.  Certain characteristics will be vital:

An extremely smart and dynamic individual with outstanding communication skills and a balanced ego.

Unquestionable integrity.

Intellectually curious.

Team-oriented. Focused on what’s right for the business, not what’s right for the individual or function; ability to build deep relationships and earn the respect of other teams.

Organizational tolerance: able to work with ambiguity and constant change.