Vice President of Commercial Strategy, Fictiv
$350-425k
OTE
Global manufacturing and supply chain company
Open for applications
Global manufacturing and supply chain company
201-500 employees
Open for applications
$350-425k
OTE
201-500 employees
Company mission
To simplify sourcing for customer manufacturing.
Role
Who you are
- Successful candidates may come from Revenue Operations, Revenue Strategy, Commercial Operations, Sales Leadership, or Commercial Transformation backgrounds. The strongest candidates will have both led revenue organizations and built the systems that enable them to scale
- Proven commercial systems leader with 12+ years of progressive experience across sales leadership, commercial operations, revenue operations, or GTM strategy in complex B2B environments
- Significant experience leading quota-carrying teams — understands what it means to carry a number and manage to one
- Direct ownership of Salesforce strategy, governance, and large-scale commercial systems initiatives — owned the data model, not just administered the platform
- Compensation plan design and full-cycle ownership — designed, launched, and iterated on plans for multiple selling roles across a complex commercial organization
- Sales enablement program design — built and delivered onboarding and value proposition training programs and measured their impact on ramp speed and productivity
- AI-native mindset — approaches process design with AI as a first principle; has reimagined commercial workflows using AI tools
- Demonstrated ability to influence executive stakeholders and drive organizational change at scale across a combined or matrixed organization
- Post-acquisition or commercial integration experience — led or played a senior role in the operational combination of two commercial organizations
- Industrial technology, manufacturing, engineering, supply chain, or technically complex B2B environment — catalog, MRO, or custom manufacturing sales motions a meaningful advantage
- Multi-motion sales org experience — designed operating systems for organizations running enterprise named accounts, commercial territory, and inside sales motions simultaneously
- Builder mindset — has built or scaled something meaningfully, not just operated or advised; has the outcomes to show for it
- High say: do ratio — moves fast, holds commitments, operates with urgency and accuracy simultaneously
What the job involves
- The VP of Commercial Strategy serves as the architect for our commercial engine, designing and scaling an operating model that ensures sustainable and predictable expansion
- This role consolidates go-to-market strategy, revenue infrastructure, enablement, and organizational performance into a cohesive, high-impact function
- As we accelerate our trajectory toward a $1B+ enterprise, this leader will build the strategic frameworks and AI-enabled systems necessary for the organization to move with startup speed while maintaining global scale and operational excellence
- You will report to the Chief Revenue Officer
- Own the Commercial Architecture
- Design and evolve the go-to-market structure, coverage model, territory strategy, and segmentation framework as the combined organization scales. Lead annual GTM planning quota design, headcount modeling, and territory allocation in partnership with the CRO. Drive scaling decisions at every revenue inflection point through $1B and beyond
- Build the Revenue Operating System
- Own Salesforce as the commercial system of record unified data model, object governance, and integration oversight across the combined org. Lead the Salesforce unification program to February 1, 2027 go-live. Own the BI and analytics stack. Drive tech stack governance across CPQ, sales engagement, and conversation intelligence tools
- Design and Administer Compensation
- Design and administer five compensation plans covering all selling motions quota, OTE, accelerators, ramp structures, and variable mechanics. Lead the annual compensation planning cycle. Own attainment tracking and compensation governance. Ensure all plans are legally reviewed, clearly communicated, and consistently administered before April 1 go-live
- Drive Commercial Transformation
- Lead the commercial integration program master project plan across all workstreams, reported independently to CRO and CMO. Own the sales enablement framework: new hire onboarding, full-suite value proposition training, role-specific playbooks, and Sales Kickoff design and delivery. Drive cultural integration across the combined organization
- Scale the Team and the Function
- Build and lead a commercial strategy organization of 12–15 across Revenue Operations, Revenue Performance, Compensation, Commercial Strategy, and Enablement. Assess and upgrade the team. Design the long-term evolution of the function as revenue scales toward $1B and beyond
Our take
Fictiv is a digital manufacturing ecosystem that enables companies all over the world to acquire parts and components quickly. Its digital platform and global partner network provide a powerful palette of features, with the company positioning itself as the Amazon Web Services of hardware.
Also on offer from Fictiv is 3D printing, with the platform taking advantage of a range of technologies in this area. This makes it possible for businesses to obtain production-quality parts, without having to invest in tools and expertise.
The company has also leveraged technology in order to provide customers with access to a wide range of capabilities through components. With the 3D printed materials market set to reach $18 billion by 2030, Fictiv is well-placed to benefit from this significant growth, especially following its significant investment in accelerating product innovation.
Steph
Company Specialist at Welcome to the Jungle
Insights
6% employee growth in 12 months
Company
Funding (last 2 of 5 rounds)
May 2022
$100m
SERIES E
Feb 2021
$35m
SERIES D
Total funding: $193m
Company benefits
- Monthly virtual work stipend
- Wellness perks
- Paid volunteer days
- Learning and development stipend
- Paid parental leave
- Equity options
Company HQ
West Oakland, Oakland, CA
Leadership
Dave Evans
(Co-Founder & CEO)Alongside serving as Fictiv's CEO, Dave is also the CEO of MISUMI USA. He is also an Executive Board Member at Fast Company, a Manufacturing Industry Contributor at Forbes Technology Council, and a Member of the Advanced Manufacturing Group at the World Economic Forum. Previously, he served as a Lead Hardware Engineer at Ford Motor Company.
Nathan Evans
(Co-Founder & Head of Climate/AI)Nathan earned a BA in International Relations and an MA in Chinese from Stanford University. He then worked briefly at Microsoft as an Area Marketing Manager. He also founded Citizens of Wine and worked as an Associate at Seven Hills before co-founding Fictiv in 2013.
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