VP, Existing Business Sales

TrueCommerce is a global supply chain SaaS leader with a scaled customer base, meaningful market opportunity, and a strong PE-backed commitment to growth. This role leads one of the company's most consequential revenue functions: protecting and growing the existing customer base across SMB through Enterprise.

The VP, Existing Business Sales owns retention, renewal execution, expansion, and overall customer value realization. This is not a steady-state role. The team is in transformation. The leader who takes this position will build the operating discipline, leadership bench, and customer engagement model that drives durable revenue performance for years to come.

The right candidate brings a customer-centric, data-driven approach and a track record of leading account management organizations through growth and change in fast-paced B2B SaaS environments.

This role is a remote opportunity or hybrid (1 day a week in office if located 30 miles of Cranberry, PA).

Travel: 15%, as business requires

Key Responsibilities:

Customer Retention & Revenue Growth

• Build and sustain a culture of high performance that consistently exceeds retention and growth targets.
• Establish proactive customer engagement models that strengthen renewals, expansion, and advocacy.
• Define and implement data-driven routines to monitor customer health, satisfaction, and risk, mitigating churn through proactive engagement and action plans.
• Ensure renewal processes begin early, are transparent, and center on customer value and pricing fairness.
• Champion a customer-first mindset that delivers exceptional experiences and measurable outcomes.

Team Leadership, Coaching & Development

• Lead and develop 3 managers and 30 account management professionals, building clarity, confidence, and accountability at every level.
• Invest in strong leadership rhythms including team meetings, one-on-one coaching, and ongoing development.
• Coach leaders and teams on consultative selling, customer engagement, and account growth strategies.
• Develop and scale tools, playbooks, and training materials that improve team effectiveness and customer experience.
• Foster an environment where leaders coach to outcomes, celebrate wins, and learn from challenges.
• Design incentive and recognition programs that reward both retention and expansion outcomes.

Operational Excellence

• Build a consistent operating rhythm that drives forecast accuracy, accountability, and data transparency.
• Establish consistent discipline around portfolio reviews, opportunity management, renewal risk, and expansion execution.
• Partner with Finance, RevOps, and Enablement to strengthen forecasting precision, capacity planning, and productivity metrics.
• Drive adoption of AI tools and solutions to improve efficiency, generate actionable insights, and strengthen results.
• Lead implementation and adoption of sales enablement methodologies and best practices.
• Adapt priorities and processes as business needs evolve while maintaining focus on results.

Cross-Functional Partnership

• Partner closely with Sales, Services, Support, and Product teams to align on go-to-market strategy and customer outcomes.
• Work with Product and Marketing to identify cross-sell and upsell opportunities that align with customer needs.
• Represent the customer's voice internally to inform pricing, process improvement, and product innovation.
• Drive collaboration to remove roadblocks, resolve escalations, and improve end-to-end customer experiences.

What Year One Looks Like

• A transformed account management organization with clear role definition, operating cadence, and strong leadership accountability.
• Measurable improvement in upsell and cross-sell pipeline, conversion, and quota attainment across the account management team.
• Stronger revenue retention through earlier risk identification, tighter renewal discipline, and proactive account intervention.
• Forecast accuracy and retention discipline ranked among the top tier of SaaS benchmarks.
• Development of future leaders and strengthened customer relationships across all segments.

Who You Are

• This leader combines commercial precision with curiosity, empathy, and the ability to lead through influence at scale.
• Results-oriented. You consistently meet and exceed goals through disciplined execution.
• Customer-committed. You deliver exceptional experiences and build long-term relationships.
• Natural collaborator. You help others win and build cross-functional trust.
• You define the path forward and inspire teams to deliver.
• Talent developer. You attract, develop, and retain high-performing people.
• Analytical and disciplined. You connect data to outcomes and coach teams to measurable success.
• Clear communicator. You build confidence with customers, peers, and senior leadership.Continuous learner. You value feedback, seek improvement, and operate with integrity and humility.

Requirements for Success:

• 5+ years of B2B SaaS sales experience, including 7+ years in leadership roles managing renewals, account management, or existing business sales.
• Proven record of driving predictable renewal attainment and strategic expansion across large, distributed teams.
• Track record of transforming account management organizations, including role clarity, coverage models, operating cadence, and performance management.
• Strong command of upsell, cross-sell, renewal, churn risk, retention, and quota-based revenue motions.
• Skilled at building scalable renewal operations and forecasting systems that deliver accuracy and insight.
• Executive presence and cross-functional leadership skills, with the ability to influence strategy and align teams around customer growth priorities.
• Strong analytical judgment, coaching capability, and the instincts of a builder who raises the bar for leaders, teams, and outcomes.
• Experience with SaaS, EDI, B2B commerce, eCommerce, or supply chain solutions, ERPs preferred.
• Bachelor's degree in Business or equivalent experience preferred.

Perks & Benefits

• Remote-first and casual work environment
• 401(k) with 3.5% company match, vested after 2 years
• 20 PTO days + 1 birthday day off + 1 volunteer day + 10 company holidays
• Medical, dental, vision, and other life/health insurance plans
• Paid parental leave
• Wellness reimbursement program

Who is TrueCommerce?

TrueCommerce is a high-performing global supply chain network that provides fully integrated, end-to-end supply chain visibility and management. We’ve empowered some of the biggest brands in the world to improve their supply chain performance: Schneider Electric, DanoneWave, Siemen’s, Ocean Spray, and many more.

For additional information, visit our website