Global Vice President, Commercial Execution | Industrial AI - Loops

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The Global Vice President of Commercial Execution for Loops owns the global commercial execution of the IFS Loops portfolio. Working to the sales plays and commercial strategy set with the SVP Industrial AI, this role is the execution arm of that strategy: it converts plays into field motion, runs the operating cadences that drive them, and is accountable for a reliable global Loops revenue forecast.

The role's centre of gravity is the scale engine — demand generation and volume execution through the Core sales organisation, and the larger-deal motion run at scale across regions. Alongside this, the GTM Lead works closely with the Strategic Seller – Global Loops to drive the most strategic pursuits, ensuring they are properly resourced, represented in the global forecast, and that the capability built in those deals flows back into the wider field.

This is an operational, commercially accountable, globally focused role. Success is measured on pipeline created, pipeline progressed, deals closed, forecast accuracy, and the growth of the larger-deal tier as a repeatable motion.

Key Responsibilities

Sales Play Execution & the Scale Engine

• Operationalise the Loops sales plays agreed with the SVP Industrial AI — launch them by region, sequence them across the fiscal year, and drive adoption to a measurable standard of use.
• Own the Core attach and standalone motions at volume: ensure every Core seller and AI seller knows the play in front of them, the target accounts, the qualification bar, and the next action.
• Build and run the larger-deal motion at scale — the tier above transactional landing. This is the role's primary growth lever.
• Instrument each play: entry criteria, expected conversion, cycle time, and the signals that say a play is working or needs to be pulled.
• Retire or rework plays that are not converting, and feed the evidence back into strategy with the SVP Industrial AI.

Operating Cadences

• Own the RVP cadence: a standing rhythm per region covering pipeline created, pipeline progressed, deals at risk, and committed close. Regional gaps are surfaced with a named recovery plan, not a status update.
• Own the seller-level cadence: direct working sessions with individual AEs and AI AEs on live opportunities — qualification, value case, competitive position, and close plan.
• Drive alignment of Core and AI seller activity where deals are jointly held, escalating comp, ownership, or access blockers to the SVP Industrial AI and regional leadership.
• Run a disciplined deal-inspection rhythm against the agreed qualification gates, keeping speculative or unqualified opportunities out of the forecast.

Demand Generation, Progression & Close

• Own global Loops pipeline creation to the agreed coverage multiple against the revenue target, by region and by motion.
• Partner with Marketing to convert plays into campaigns, and hold the loop closed from campaign to qualified opportunity to first meeting.
• Drive pipeline progression as a managed discipline — stage conversion, cycle time, and stalled-deal intervention.
• Provide hands-on deal shaping and closing support on larger pursuits: commercial construct, pricing and packaging, value case, and executive engagement.
• Improve win rate and reduce cycle time in the larger-deal tier as an explicit objective.

Strategic Deals — Working with the Strategic Seller

• Partner with the Strategic Seller – Global Loops to build and progress the portfolio's most strategic pursuits, bringing regional coverage, campaign support, and field mobilisation behind them.
• Apply the agreed strategic qualification criteria consistently, identifying and referring qualifying accounts into the strategic motion early rather than letting them land small.
• Represent strategic pursuits in the RVP and leadership cadences and carry them in the global forecast, with the deal narrative provided jointly.
• Absorb the capability downward: take the executive value frameworking, commercial constructs, and win/loss learning generated in strategic pursuits and embed them into the wider plays, so more of the field can run larger deals independently.
• Jointly manage the qualification threshold over time — as field capability rises, more pursuits move into the scale motion.

Forecast Ownership

• Own the global IFS Loops revenue forecast — accuracy, cadence, and the narrative behind it — across all motions including strategic pursuits.
• Maintain a defensible view of committed, in-call, and upside revenue by region and by motion, with the risk explicitly stated.
• Report commercial performance and required interventions to the SVP Industrial AI and senior leadership on a fixed rhythm.
• Track and manage the deal-mix target across strategic, larger-deal, and standalone-and-attach motions as a leading indicator of future predictability.

Enablement & Cross-Functional Execution

• Work with Sales Enablement to turn plays into usable field assets — playbooks, qualification guides, value calculators, objection handling — and to close the enablement gaps the cadences expose.
• Partner with Presales to ensure coverage and readiness are aligned to where the plays are being run, and to protect capacity for the largest pursuits.
• Feed structured field and customer evidence to Product Management to influence roadmap priority.
• Support Partner teams in extending the scale motions through the ecosystem where that adds reach or delivery capacity.
• Maintain a consistent global Loops narrative and competitive position in the field, in step with Marketing and Product Marketing.

Success Measures

• Delivery of the global Loops revenue number, with forecast accuracy at the agreed tolerance by quarter.
• Pipeline coverage sustained at the agreed multiple against target, by region and by motion.
• Measurable growth in the larger-deal tier — volume, win rate, and cycle time — as a repeatable motion rather than exceptions.
• Sales play adoption and conversion at the agreed standard across all regions, with underperforming regions on active, tracked recovery plans.
• Deal mix moving to the agreed balance across strategic, larger-deal, and standalone-and-attach motions.
• Pipeline hygiene: unqualified opportunities removed, stage conversion improving, stalled-deal intervention working.
• Core and AI seller engagement operating without escalation on ownership or access.
• Effective partnership with the Strategic Seller — qualifying accounts identified early, field mobilized behind strategic pursuits, capability transferred back into the scale plays.

What We’re Offering

• Salary Range: $200,000 - $215,000 annually + bonus
• Flexible paid time off, including sick and holiday
• Medical, dental, & vision insurance
• 401K with Company contribution
• Flexible spending accounts
• Life insurance and disability benefits
• Tuition assistance
• Community involvement and volunteering events

Qualifications

• 7+ years in enterprise software or SaaS across sales management, GTM execution, sales strategy, or business development, with direct accountability for a revenue number.
• Demonstrated ownership of a sales forecast at regional or global level, including the operating cadence and inspection discipline behind it.
• Proven track record running operating cadences with sales leadership and individual sellers — pipeline reviews, deal inspection, recovery planning.
• Experience building and scaling a repeatable mid-to-large deal motion, not solely enterprise strategic pursuits.
• Hands-on deal shaping and closing experience: commercial construct, pricing and packaging, value case, executive engagement.
• Experience driving demand generation and pipeline creation in partnership with Marketing, with accountability for qualified output.
• Track record influencing a global, matrixed sales organisation without direct authority, including alignment of core and specialist sellers.
• Strong understanding of AI-driven enterprise software — agentic platforms, optimisation, simulation, decision intelligence, or autonomous operations.

Skills & Competencies

• Operator first: comfortable in the weekly detail of pipeline, deals, and forecast, with the judgement to know which deals to touch.
• Strong commercial and revenue acumen; fluent in deal construct, pricing mechanics, and value selling.
• Ability to execute an agreed strategy faithfully and improve it with evidence — this is an execution role, not a strategy role.
• Exceptional stakeholder management; credible with regional sales leaders, individual sellers, and executives alike.
• Data-driven: converts pipeline and conversion data into specific, named interventions.
• Strong programme and cadence discipline — makes rhythms stick across time zones and competing priorities.
• Direct and constructive under pressure; able to hold regions to account without breaking the relationship.
• Committed to building scalable, repeatable motions rather than closing deals personally.

We embrace flexibility and hybrid work opportunities to support diverse needs and lifestyles, while also valuing inclusive workplace experiences. By fostering a sense of community, we drive innovation, strengthen connections, and nurture belonging. Our commitment ensures you can work in a way that suits you best, while also engaging with colleagues to share ideas and build meaningful relationships.

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or status as a protected veteran. VEVRAA Federal Contractor, Equal Opportunity Employer