iVueit – Director of Commercial Sales We are seeking a dynamic and experienced Commercial Sales 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 generation, 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 generation 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. Powered by JazzHR