Wiley
VP Sales
St Louis Park, MN, USA · Vp
Sponsorship not specifiedDetected 20 days ago
Computer VisionSalesforceCRMSalesAccount ManagementPerformance ManagementCustomer SuccessAccount RetentionCadenceLeadershipMentoring
About the role
- Reporting to the GM of Assessments and sitting on the leadership team, this role unifies direct sales, partnerships, enterprise account management, and revenue operations across five global brands including Everything DiSC ®, The Five Behaviors®, and more.
- Champion a customer-first commercial culture; ensure insights from the field are fed back into product and marketing decisions.
Responsibilities
- New ARR Ownership: Own and deliver the New ARR target across direct and partner channels
- Customer Acquisition: Drive customer acquisition, conversion, and deal velocity through disciplined sales process management and high-quality pipeline development.
- Forecast Disciplin e: Own the weekly forecast cadence with the GM
- Account Expansion: Manage account retention and expansion (NRR) in close partnership with Customer Success
- build upsell and cross-sell motions across the installed base.
- Channel Alignment: Identify and resolve channel conflicts quickly between direct and partner motions
- maintain clear rules of engagement across the commercial team.
- Partner & Channel Strategy
- Partner Activation: Build and manage a high-performing partner ecosystem including resellers, referral partners, and influencer programs
- drive partner-sourced revenue to 20%+ of total ARR.
Requirements
- 10+ years B2B SaaS commercial leadership, including 5+ years managing multi-functional teams (sales, partnerships, AM, rev ops).
- Proven track record owning and delivering $10M+ New ARR in a high-growth environment.
Skills
- Deep SaaS commercial fluency - ARR, NRR, CAC, win rate, quota attainment, churn.
- Strategic and operational - sets a commercial plan and executes it with discipline.
- Excellent cross-functional collaborator
- data-driven decision maker.
- Familiarity with Salesforce, SalesLoft, or equivalent rev ops tooling.
- Familiarity with Salesforce, Gong, or equivalent rev ops tooling.
- Key Metrics Owned
- Net Revenue Retention (NRR): Retained + expansion revenue minus churn, expressed as a %.
- Win Rate: Qualified opportunities resulting in a closed deal.
- Quota Attainment (%): Revenue-carrying reps hitting or exceeding individual quota.
Compensation
- 185,100 USD to 277,767 USD#LI-CW1
Benefits
- Own and deliver the New ARR target across direct and partner channels; maintain accurate, up-to-date pipeline health to deliver consistent and predictable revenue growth for the Assessments business
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