VP, Sales Systems

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.

#J-18808-Ljbffr