VP of Commercial Excellence

Experteer Overview

As VP of Commercial Excellence, you will scale and optimize the revenue engine across Sales and Customer Success. You’ll own data quality, CRM strategy, forecasting, and enterprise go‑to‑market, partnering with senior leadership to standardize motions at scale. You’ll lead enablement, knowledge management, and lifecycle governance to maximize retention, upsell, and cross‑sell across markets. This role anchors performance culture, leveraging AI‑assisted insights to drive efficient growth and cross‑functional alignment. You’ll operate at strategic and hands‑on levels to shape how MotorK competes in a fast‑moving, AI‑driven automotive software landscape.

Retribuzione / Benefits

• Own data quality standards across Salesforce and enforce them continually
• Optimize CRM architecture, field governance, pipeline hygiene, and enterprise reporting
• Drive sales forecasting accuracy and pipeline review cadences
• Oversee CRM and commercial tool administration and the full tool stack
• Lead enablement via the internal Academy, including curriculum design and adoption
• Build centralised RFQ repository and develop know‑how for complex bids
• Introduce AI‑assisted reporting for projects, customers, and performance
• Own the full customer lifecycle framework: onboarding, adoption, health scoring, renewals, churn risk
• Define and execute upsell/cross‑sell framework for retail customers
• Standardise CSM delivery using ChurnZero with clear roles and segmentation
• Develop enterprise go‑to‑market with Country Managers, prioritising target accounts and enterprise pipeline
• Create an enterprise deal playbook and support materials for stakeholders
• Lead competitive analysis and assess readiness for new segments
• Coordinate cross‑sell/upsell campaigns with segmentation, sequencing, and performance tracking
• Design and optimise compensation plans, quotas, and target‑setting processes
• Drive sales productivity initiatives and pricing strategy and policy

Responsabilità

• Proven track record in commercial excellence or revenue operations in B2B SaaS with 3,000+ accounts
• Experience standardising and scaling selling and customer success across multiple markets
• Strong command of Salesforce; CSP tools like ChurnZero a plus
• Ability to operate strategically and operationally, including pricing and CRM hygiene
• Influence and alignment with senior stakeholders including Country Managers and C‑level executives
• Retail‑focused software experience preferred; automotive exposure a bonus
• Data‑driven mindset with comfort using AI‑assisted tooling for reporting and insights
• Fluent in English; Italian or other European languages a plus

Requisiti fondamentali

• CCNL Commercio
• Meal Vouchers
• Work from abroad policy
• Individual training paths
• National and international mobility options
• Yearly team activities