VP, Enterprise Sales & Commercial Strategy

Vice President, Enterprise Sales & Commercial Strategy

This is a build role. Retail Technology Group (RTG) is hiring a Vice President of Enterprise Sales & Commercial Strategy to construct and lead a professionally run enterprise sales organization — the team, the operating system, and the commercial strategy behind it. You will report directly to the CFO/COO, carry real authority over how RTG competes, and personally hunt a focused set of named enterprise accounts alongside the team you lead.

About RTG

Retail Technology Group (RTG) is a leading provider of point-of-sale technology, managed services, field technical services, and help desk solutions to enterprise restaurant, retail, and hospitality brands across the United States. An Advantech company — backed by one of the world's largest industrial computing manufacturers — RTG is executing an ambitious multi-year growth strategy anchored in recurring revenue, managed services, and channel expansion. This position is a cornerstone of that strategy.

About the Role

Pipeline management and forecast discipline are the baseline expectation here, not the definition of the job. We are hiring a commercial business leader: someone with market judgment on where to compete, fluency in deal and pricing architecture, and the ability to convert account-level wins into a repeatable go-to-market motion — with a point of view that stands up in front of executive leadership.

What You'll Own

• Sales team leadership. Direct line over the enterprise sales team — coaching cadence, quarterly business reviews, quota assignment, and forecast discipline.
• Commercial and go-to-market strategy. Shape RTG's pricing architecture, service and segment prioritization, and go-to-market model. Bring an independent view on where RTG should and shouldn't compete, tested against market feedback and results.
• Enterprise account hunting. Carry a personal quota on a focused set of named enterprise targets — alongside, never in place of, team leadership.
• Pipeline architecture. Own the CRM operating model (HubSpot), pipeline coverage standards, opportunity-stage discipline, and forecast accuracy.
• Channel partner sales. Design joint sales motions with RTG's strategic technology partners on partner-sourced opportunities.
• Demand generation. Integrate lead-generation programs into the sales playbook and own the resulting pipeline quality.
• The sales operating system. Compensation plan refinement, territory model, named-account assignment, and the annual go-to-market plan.

What You Bring

• 10+ years of B2B enterprise sales experience, including 3–5+ years leading a new-logo acquisition team.
• A sustained record of building and scaling sales teams and books of business over time.
• Recurring-revenue or managed-services selling background — not hardware transactions alone.
• Complex, multi-stakeholder enterprise deal experience: six- to seven-figure contracts, 6–12 month cycles, C-suite and procurement navigation.
• Verified quota history as both an individual contributor and a leader.
• A track record installing sales operating discipline: methodology, qualification framework, forecast cadence, CRM governance.
• Business leadership beyond sales administration — setting commercial direction, owning a P&L or business-unit result, and making pricing and portfolio judgments that held up over multiple cycles.
• New-account origination beyond a single legacy relationship ecosystem.

Strongly Preferred

• Restaurant, retail, or hospitality technology experience — POS, kitchen systems, field services, or systems integration.
• Portable executive relationships across multi-unit enterprise operators.
• Prior experience in a named-accounts or strategic-accounts leadership model.
• Experience in a matrixed or international parent-company environment.

Compensation: $150,000–$350,000, calibrated to experience, relationship leverage, and location. Competitive base salary, performance-based bonus, and commission incentive aligned with long-term company success