VP Sales, Commercial

Job Description

VP Sales, Commercial (Mid-Market)

Location: Boston Seaport (Hybrid and 50% Travel)
Department: Commercial Sales | Executive Leadership
Employment Type: Full-Time

Role Overview

Nasuni is seeking a VP of Sales, Commercial to lead and scale our mid-market revenue business. This leader owns the Commercial segment’s performance across a defined geography, driving predictable revenue growth through disciplined execution, strong pipeline generation, and consistent deal conversion.

This role is designed for a hands-on VP who operates close to the business—coaching leaders, inspecting pipeline, and actively shaping deal outcomes—while also contributing to segment strategy and go-to-market alignment.

This is not a purely executive oversight role. It is best suited for a leader who:

• Thrives in high-growth SaaS environments
• Balances strategy with execution
• Leads from the front in forecasting, hiring, and deal leadership

Level & Scope Definition

• Owns end-to-end Commercial segment revenue performance within a defined region (US assumed)
• Leads 2+ front-line managers and 10–15 Account Executives
• Accountable for:
• ARR bookings
• Pipeline coverage and quality
• Forecast accuracy
• Operates with high autonomy, aligned to CRO strategy
• Directly influences:
• Segment GTM execution
• Pipeline generation strategy
• Hiring and organizational design
• Acts as a cross-functional leader across:
• Marketing (pipeline quality)
• Channel & Alliances (partner leverage)
• Sales Engineering (deal execution)
• Customer Success (expansion and retention)

Responsibilities

• Lead and develop front-line sales managers to drive consistent performance and accountability
• Own and deliver Commercial segment revenue targets (ARR bookings)
• Establish and enforce pipeline discipline (≥3x coverage across team)
• Drive forecast accuracy and inspection rigor using Salesforce and forecasting tools
• Actively engage in late-stage deal strategy, including executive alignment and negotiation
• Shape and execute segment-level GTM plans in partnership with CRO and Marketing
• Build and scale a partner-influenced sales motion across VARs and cloud alliances
• Recruit, hire, and onboard high-performing sales managers and AEs
• Implement structured coaching and performance management systems
• Partner with Marketing to improve pipeline conversion and efficiency
• Leverage AI-enabled sales tools to:
• Improve forecast accuracy
• Prioritize pipeline
• Increase rep productivity
• Drive continuous improvement in:
• Win rates
• Sales cycle time
• Deal quality
• Present forecasts, performance insights, and strategic recommendations to executive leadership

Qualifications

Must-Have Qualifications

• 10–15+ years of B2B SaaS sales experience
• 4–7+ years leading front-line managers
• Proven ownership of $20M–$60M+ annual team revenue targets
• Experience leading Commercial / Mid-Market sales segments
• Demonstrated ability to:
• Build and scale pipeline
• Improve forecast accuracy
• Drive consistent quota attainment
• Strong experience in partner-influenced sales environments
• Hands-on leadership style with direct deal involvement
• Deep experience with CRM and forecasting tools (e.g., Salesforce)
• Demonstrated ability to lead adoption of AI-enabled sales tools to improve team performance and forecasting quality

Preferred Qualifications

• Experience in data infrastructure, cloud, or hybrid SaaS
• Background in high-growth or private equity-backed companies
• Familiarity with tools such as Clari, Gong, or similar platforms
• Experience scaling teams through rapid growth phases

Ideal Qualifications

• Track record of building high-performing, consistently overachieving teams
• Experience where teams generate a majority of pipeline (not inbound-reliant)
• Proven success hiring and developing top-tier sales managers
• Experience expanding regional scope or integrating new teams
• Strong executive presence with ability to influence CRO-level decisions

Experience Guidelines

• 10–15+ years total B2B SaaS sales experience
• 4–7+ years managing managers
• Experience leading teams of 10–20 quota carriers
• Typical deal sizes: $25K–$150K+ ACV

About Nasuni

Nasuni is the unstructured data foundation for enterprise teams—and the AI that supports them. We manage, protect, and activate the world’s unstructured data so organizations can work smarter, spend wisely, and create safely without limits. Our AI-ready platform helps enterprises modernize file infrastructure—supporting secure collaboration, resilience, and intelligent automation across global environments.

Why Work at Nasuni (Boston Seaport) 

Based in the Greater Boston area, Nasuni brings together teams building modern cloud and data infrastructure used by enterprises worldwide. In our Boston role you’ll collaborate closely with cross-functional partners to drive meaningful customer and revenue outcomes. If you value ownership, operational rigor, and building scalable revenue engines in a high-growth SaaS environment, Nasuni offers a strong platform for impact.

Nasuni delivers a unified data platform for enterprises facing an explosion of unstructured data, combining storage and data services into a single hybrid cloud solution. Nasuni’s approach enables business resiliency and better data management, while providing solutions that drive IT efficiency. Its best-in-class solution also eliminates the need for additional cybersecurity measures or separate backup and disaster recovery. The Nasuni File Data Platform replaces the friction associated with legacy infrastructure with optimized infrastructure flow, supporting modern enterprise expectations for data analytics and business insights. Nasuni helps businesses transform data from an obstacle into an opportunity. Guided by our leadership principles—Unify to Win, Innovate to Lead, and Level Up to Scale—Nasuni is creating the foundation for how modern businesses store, use, and unlock the value of their data in the age of AI.  #LI-Remote #BI-Remote

Why work at Nasuni?     

As part of our commitment to your well-being, we are pleased to offer comprehensive benefits packages to employees across the US.  Benefits packages generally include:     

• Best in class employee onboarding and training 
• “Take What You Need” paid time off policy 
• Comprehensive health, dental and vision plans 
• Company-paid life and disability insurance 
• 401(k) and Roth IRA retirement plan 
• Generous employee referral bonuses 
• Flexible remote work policy 
• 10 Paid Holidays 
• Wide array of wellbeing offerings 
• Pre-tax savings accounts with company contributions 
• Great team culture and social activities 
• Collaborative workspaces 
• Free on-site fitness centers and stocked kitchens in select office locations 
• Professional development resources 

Compensation Transparency: 

In accordance with U.S. pay transparency laws, Nasuni is committed to providing visibility into compensation for all U.S.-based roles. Click HERE to view our compensation ranges by job grade. Actual compensation will be based on a variety of factors, including a candidate’s experience, skills, education, and work location.

To all recruitment agencies: Nasuni does not accept agency resumes. Please do not forward resumes to our job boards, Nasuni employees or any other company location. Nasuni is not responsible for any fees related to unsolicited resumes.

Nasuni is an equal opportunity employer. The equal employment opportunity policy at Nasuni protects employees and job applicants from discrimination on the bases of race, religion, color, sex (including pregnancy, gender identity, and sexual orientation), parental status, national origin, age, disability, family medical history or genetic information, political affiliation, military service, or other non-merit based factors. These protections extend to all management practices and decisions, including recruitment and hiring practices, appraisal systems, promotions, and training and career development programs.