Vice President, Strategic Accounts (B2B Software)

Esko, a Veralto company, is a global provider of software and hardware for packaging design and print workflow, trusted by the brand owners, retailers and converters behind everyday packaged goods. We are hiring a VP, Strategic Account (B2B Software) to move our most important customers from transactional, product-led deals to consultative, value-based partnerships.
You will lead a newly formed and geographically dispersed team of 12 senior level strategic account managers across roughly 90 global tier-1 accounts, with a mandate to deliver significant new ARR alongside renewals. It is a rare chance to put your own stamp on structure, methods and talent, in a fast-evolving technology market leader aiming to scale ~200% to $1B annual revenues by 2031.

Based remotely in Europe or the US (50-75% global travel) and reporting directly to the Chief Revenue Officer, you will build and lead Esko’s global Tier 1 Strategic Account organisation. The VP, Strategic Accounts Sales will own commercial performance across new-customer acquisition, retention, expansion, recurring-revenue growth, profitability, pipeline and forecast accuracy. Each strategic account has a single global commercial owner, and you will lead the people who play that role.

We won’t pretend this brand-new role is straightforward. Esko is undertaking significant growth and transformation, with active M&A, rapid adoption of AI and a shift from on-premise licensing to cloud-based SaaS, and its commercial organisation is still maturing. You will work at pace, through real complexity and some ambiguity. If you find that energising, we would genuinely like to meet you.

•             Build the team and operating model. Set the structure, performance standards and governance for the Tier 1 portfolio, and coach and develop talent

•             Own the number. Be accountable for bookings, ARR, new logos, retention, expansion, profitability, pipeline and forecast accuracy across around ~90 parent accounts.

•             Change how Esko sells. Move from product pitches to consultative, value-based selling: executive discovery workshops, quantified business-value readouts and outcome-based proposals.

•             Make it repeatable. Introduce one common approach to account and pursuit planning, MEDDPICC-style qualification, opportunity management and CRM discipline.

•             Shape bigger deals. Develop multi-year agreements, Enterprise License Agreements and portfolio-based commercial models.

•             Be the executive face of Esko. Act as sponsor and deal strategist on major opportunities, run peer-to-peer executive sessions, and bring customer leadership into roadmap conversations.

•             Orchestrate across Esko. Align Presales, Customer Success, Product, Services, Marketing, partners and Esko executives around one plan per account, and bring the customer’s voice into product and go-to-market priorities.

•             Open new doors. Expand into new buying centres, business units and regions, and target white space in consumer packaged goods and life sciences.

A global tier 1 strategic accounts sales leader who has sold software/services to the largest companies in an industry, and who has turned that experience into a repeatable system for a team.

•             Led global sales teams in a recurring-revenue B2B software & services environment, with measurable ARR growth from acquisition, expansion and retention.

•             Built and transformed a strategic account function within a medium or large software organization on a global/multi-regional scale

•             Created and embedded modern go-to-market and a consistent strategic-selling process: value selling, MEDDPICC or similar qualification, account planning and documented best practice.

•             Designed multi-year strategies for complex multinational customers, led executive-level negotiation and closed complex strategic accounts sales.

•             Credible with customer leadership on business strategy and roadmaps.

•             Disciplined with CRM (SFDC), forecasting and pipeline management.

•             Collaborative, inspiring leader who engages and aligns geographically dispersed, remote-based teams and influences Product, Finance and Customer Experience.

•             Flexible to travel globally 50-75%

•             Experience in packaging, branding, print technology, pre-media, digital workflow software, life sciences or consumer goods, is useful but not essential

•             Bachelor’s degree in Business, Marketing or a related field.

•             A genuine transformation mandate. Shape the structure, methods and talent of a commercial organisation that is modernising.

•             Scale and ambition. Esko is aiming for $1B in scale by 2031, and the commercial foundation you build will support faster integration of acquisitions. You will gain visibility of M&A as deals progress.

•             Room to grow. You report directly to the CRO, with a route to broader commercial leadership over time.

•             Executive-level work. Engage the senior leadership of the world’s best-known brands, and help connect their strategy with Esko’s roadmap, services and solutions.

•             A long-term home. Esko is part of Veralto, with a long-term horizon rather than a short private-equity exit cycle. Expect real support for people, training, and career development.

Esko provides software, hardware and services that help brands, retailers, pre-media and trade shops, manufacturers and converters produce better packaging for billions of consumers. Founded in Belgium in 2002 and headquartered in Ghent, Esko touches 90% of the world’s retail packaging, serves over 25,000 customers across 140 countries, with ~ 1800 associates.

Its portfolio spans end-to-end software for packaging design, prepress and workflow automation, complemented by hardware that ensures quality and consistency. Esko offers the resources of a global enterprise with the focus of a specialist technology business, and we welcome applicants from all backgrounds.

Veralto (NYSE: VLTO) is a publicly listed global enterprise with about $5.5B in annual sales, spun out of Danaher in 2023, with 14 operating companies and over 17,000 associates. Its purpose is Safeguarding the World’s Most Vital Resources™, from clean drinking water to the traceability, colour accuracy and packaging of everyday essentials. Esko benefits from Veralto’s strategic resources, global reach, process discipline and investment capacity, while keeping the agility to deliver for the packaging industry.
For Italy only:

Salary from 200,000 € to 220,000, €, paid over 14 months and consisting of both a fixed and a variable component.
For US only:
Salary from $200k to $225k. This is the range that we in good faith believe is the range of possible compensation for this role at the time of this posting. We may ultimately pay more or less than the posted range. This range may be modified in the future. This job is also eligible for sales bonus pay.

US ONLY: 

The below range reflects the range of possible compensation for this role at the time of this posting. We may ultimately pay more or less than the posted range. This range may be modified in the future. An associate’s position within the salary range will be based on several factors, including, but not limited to, relevant education, qualifications, certifications, experience, skills, seniority, geographic location, performance, shift, travel requirements, sales or revenue-based metrics, any collective bargaining agreements, and business or organizational needs.

We offer a comprehensive package of benefits including paid time off, medical/dental/vision insurance and 401(k) to eligible employees.

Note: No amount of pay is considered to be wages or compensation until such amount is earned, vested, and determinable. The amount and availability of any bonus, commission, benefits, or any other form of compensation and benefits that are allocable to a particular employee remains in the Company's sole discretion unless and until paid and may be modified at the Company’s sole discretion, consistent with the law. 

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