VP, Sales Systems
WillScot, Scottsdale, AZ, United States
ABOUT THE JOB:
The VP, Sales Systems is the functional owner for WillScot’s core selling and incentive platforms, including Salesforce CRM, Salesforce CPQ, Omni‑Channel/Telephony, Variable Compensation systems, and sales reporting and dashboards. This role ensures that selling and incentive systems reinforce disciplined execution, increase seller productivity, and enable effective sales management. The VP will partner closely with Sales Leadership, IT, Finance, HR, Operations, and Commercial Learning to define strategy, set requirements, drive adoption, and deliver measurable business impact.
WHAT YOU'LL BE DOING:
Own the commercial vision, roadmap, and prioritization for Salesforce CRM
Standardize sales processes, pipeline stages, activity expectations, and data requirements
Drive seller and sales manager adoption, usability, and data quality
Ensure CRM supports consistent execution and scalable growth across sales roles
Own functional business requirements for CPQ, including: Guided selling
Quote configuration and accuracy
Approval workflows
Speed and ease of quoting
Partner closely with Pricing, Finance, and Operations to ensure CPQ enables effective deal execution
Ensure CPQ solutions are scalable, operationally effective, and aligned to commercial objectives
Own commercial requirements and ongoing optimization for: Inbound phone routing and lead distribution
Outbound dialing capabilities
Ensure call activity, insights, and performance data meaningfully support seller effectiveness and sales manager coaching
Partner with IT and Commercial Learning to support adoption and field readiness
Variable Compensation Systems & Governance Partnership
Act as a strategic thought partner with the Compensation department to shape incentive plans that reinforce desired sales behaviors while remaining operationally sound, executable, auditable, and scalable
Serve as the primary sales advisor and functional liaison for WillScot’s Variable Compensation Administration tool (SPIFF), working in close partnership with Compensation to align design, governance, and execution
Influence and guide the system roadmap and business requirements, while supporting adoption and delivering insights that help sellers and managers understand and optimize incentive outcomes
Partner with Finance, HR, and Sales Leadership on governance and system feasibility (excluding payroll processing)
Sales Reporting & Dashboards
Set strategy, requirements, and KPI definitions for sales reporting and dashboards, including:
Role‑based dashboards for ISR, TSM, PSM, AM, and Sales Managers
Enforce “single source of truth” standards across metrics and definitions
Partner with BI / Analytics teams responsible for building and maintaining reports
Ensure reporting supports sales manager operating rhythms and performance management
What Success Looks Like
Sales systems are simplified, well‑adopted, and trusted
Sellers spend more time selling and less time navigating tools
Sales managers have clear, consistent insights to coach and manage performance
Incentive plans are easier to administer and clearly understood by the field
Commercial platforms scale with growth and evolving business needs
EDUCATION AND QUALIFICATIONS:
10-15 years of experience in Sales, Sales Leadership, Sales Enablement, Commercial Systems, Sales Operations, or Revenue Enablement Technology.
Over 10 years of leadership experience.
Deep experience with Salesforce CRM and Salesforce CPQ in a complex sales environment as a user or owner. Experience supporting telephony / omni‑channel sales environments.
Experience with variable compensation systems and incentive plan administration enablement.
Proven ability to partner cross‑functionally with Sales, IT, Finance, HR, and Operations.
Strong executive presence with the ability to influence change and drive adoption at scale.
Strong collaboration skills as well as ability to communicate complex strategies across different levels.
All regular WillScot positions offer a generous benefits package to help our employees and their families Be Well. This includes medical, dental, vision, disability, life insurance, paid time off (including Company holidays), tuition reimbursement, a retirement savings plan with company match, and more! More information about benefits may be found here. Many positions also have variable pay opportunities including commission, bonus, performance rewards, or other incentive programs.
We are an Equal Opportunity Employer. Veterans and individuals with disabilities are encouraged to apply.
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WHAT YOU'LL BE DOING:
Own the commercial vision, roadmap, and prioritization for Salesforce CRM
Standardize sales processes, pipeline stages, activity expectations, and data requirements
Drive seller and sales manager adoption, usability, and data quality
Ensure CRM supports consistent execution and scalable growth across sales roles
Own functional business requirements for CPQ, including: Guided selling
Quote configuration and accuracy
Approval workflows
Speed and ease of quoting
Partner closely with Pricing, Finance, and Operations to ensure CPQ enables effective deal execution
Ensure CPQ solutions are scalable, operationally effective, and aligned to commercial objectives
Own commercial requirements and ongoing optimization for: Inbound phone routing and lead distribution
Outbound dialing capabilities
Ensure call activity, insights, and performance data meaningfully support seller effectiveness and sales manager coaching
Partner with IT and Commercial Learning to support adoption and field readiness
Variable Compensation Systems & Governance Partnership
Act as a strategic thought partner with the Compensation department to shape incentive plans that reinforce desired sales behaviors while remaining operationally sound, executable, auditable, and scalable
Serve as the primary sales advisor and functional liaison for WillScot’s Variable Compensation Administration tool (SPIFF), working in close partnership with Compensation to align design, governance, and execution
Influence and guide the system roadmap and business requirements, while supporting adoption and delivering insights that help sellers and managers understand and optimize incentive outcomes
Partner with Finance, HR, and Sales Leadership on governance and system feasibility (excluding payroll processing)
Sales Reporting & Dashboards
Set strategy, requirements, and KPI definitions for sales reporting and dashboards, including:
Role‑based dashboards for ISR, TSM, PSM, AM, and Sales Managers
Enforce “single source of truth” standards across metrics and definitions
Partner with BI / Analytics teams responsible for building and maintaining reports
Ensure reporting supports sales manager operating rhythms and performance management
What Success Looks Like
Sales systems are simplified, well‑adopted, and trusted
Sellers spend more time selling and less time navigating tools
Sales managers have clear, consistent insights to coach and manage performance
Incentive plans are easier to administer and clearly understood by the field
Commercial platforms scale with growth and evolving business needs
EDUCATION AND QUALIFICATIONS:
10-15 years of experience in Sales, Sales Leadership, Sales Enablement, Commercial Systems, Sales Operations, or Revenue Enablement Technology.
Over 10 years of leadership experience.
Deep experience with Salesforce CRM and Salesforce CPQ in a complex sales environment as a user or owner. Experience supporting telephony / omni‑channel sales environments.
Experience with variable compensation systems and incentive plan administration enablement.
Proven ability to partner cross‑functionally with Sales, IT, Finance, HR, and Operations.
Strong executive presence with the ability to influence change and drive adoption at scale.
Strong collaboration skills as well as ability to communicate complex strategies across different levels.
All regular WillScot positions offer a generous benefits package to help our employees and their families Be Well. This includes medical, dental, vision, disability, life insurance, paid time off (including Company holidays), tuition reimbursement, a retirement savings plan with company match, and more! More information about benefits may be found here. Many positions also have variable pay opportunities including commission, bonus, performance rewards, or other incentive programs.
We are an Equal Opportunity Employer. Veterans and individuals with disabilities are encouraged to apply.
#J-18808-Ljbffr