Job Specifications
I. Position Overview
The Vice President of Commercial Sales is responsible for the overall sales strategy, revenue growth, and sales organization management for the company's **commercial customers (Commercial Segment)**, typically covering SMB and Mid-Market clients, and in some companies, also managing the commercial channel for upgrading to Enterprise clients.
This position is one of the core executives responsible for the company's revenue growth, reporting directly to the Chief Revenue Officer (CRO) or Chief Sales Officer (CSO), and is responsible for translating the company's strategic objectives into scalable, repeatable, and predictable commercial sales results. II. Key Responsibilities
1. Commercial Sales Strategy and Revenue Growth
Develop and execute the overall commercial sales strategy, ensuring alignment with the company's annual and long-term revenue targets.
Break down annual/quarterly/monthly revenue targets and develop actionable execution plans.
Identify new business growth opportunities, industry verticals, and regional expansion strategies.
2. Sales Organization Building and Team Management
Lead and expand the commercial sales team (Account Executives, Regional Sales, Inside Sales, etc.).
Establish a high-performance sales culture, clearly defining goals, responsibilities, incentives, and accountability mechanisms.
Responsible for the recruitment, training, performance evaluation, and promotion of core sales management personnel.
3. Sales Execution and Performance Management
Comprehensively manage the sales pipeline, conversion rates, sales cycle, and forecast accuracy.
Drive standardized sales processes (Lead → Opportunity → Close → Expansion).
Regularly report sales progress, forecast results, risks, and improvement plans to management.
4. Customer Relationship and Key Deal Management
Directly participate in and lead negotiations for key commercial clients and major deals.
Build long-term relationships with senior client executives to improve customer retention and lifetime value (LTV).
Ensure that customer needs and feedback are effectively communicated to the product, operations, and customer success teams.
5. Pricing Strategy and Commercial Terms Management
Collaborate with product, finance, and legal teams to develop and optimize pricing models, discount policies, and contract terms.
Balance competitiveness, profitability, and risk control.
Approve major transactions, special pricing, and exceptional terms.
6. Cross-Departmental Collaboration and Commercialization Implementation
Collaborate with the marketing team to drive lead generation, go-to-market (GTM) strategies, and brand conversion.
Work with Sales Ops/RevOps teams to improve sales efficiency and data transparency.
Partner with the customer success team to drive renewals, upsells, and cross-sells.
7. Data-Driven and Sales System Development
Utilize CRM (such as Salesforce) and sales analytics tools for management and decision-making.
Continuously optimize sales KPIs, quota models, and forecasting systems.
Drive continuous upgrades of sales processes, systems, and tools.
III. Qualifications
Basic Requirements
Bachelor's degree or above in business, marketing, finance, or a related field.
20+ years of B2B sales experience, including 10+ years of sales management or regional leadership experience.
Experience in Commercial/Mid-Market sales. The candidate possesses a proven track record of verifiable revenue growth in the customer domain.
Professional Capabilities
Deep understanding of B2B commercial sales models and complex decision-making processes
Skilled in building reproducible and scalable sales systems
Familiar with modern sales technology stacks and CRM systems
Leadership and Qualities
Strong execution and results-oriented approach
Excellent communication, negotiation, and cross-functional influencing skills
Ability to maintain clear judgment in high-growth and complex environments
IV. Reporting Relationship and Scope of Influence
Direct Report: CRO / CSO / EVP Sales
Management Scope: Commercial Sales Team (by region/industry/customer type)
Key Metrics: Revenue Growth Rate, Conversion Rate, Customer Acquisition Cost (CAC), Customer Retention Rate
About the Company
At Novattare Ventures, we empower startups and businesses across Africa by connecting them with investors, providing mentorship, and offering strategic guidance. Our goal is to simplify the fundraising journey for founders while helping them focus on scaling and building their vision.
What We Offer:
Investor readiness: Refining your pitch deck, business model, and financials.
Market validation: Helping startups achieve product-market fit.
Strategic introductions: Connecting founders with relevant investors across Africa an...
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