Vice President, Commercial Strategy & Enterprise Deals at Willow

Seattle, Washington, United States

Apply Now

Not SpecifiedCompensation

Senior (5 to 8 years), Expert & Leadership (9+ years)Experience Level

Full TimeJob Type

UnknownVisa

Real Estate, Healthcare, Aviation, EducationIndustries

Requirements

12+ years in commercial strategy, enterprise deal-making, SaaS monetization, and contract management
Direct experience leading C-suite negotiations on $5M+ enterprise or public sector contracts
Deep knowledge of SaaS pricing, SKU architecture, and packaging strategies
Hands-on expertise in contract law, procurement, and public sector compliance (federal, state, local)
Strong financial acumen; confident modeling P&L and long-term portfolio economics
Executive presence — credible across from Fortune 500 and public agency leadership
Bonus: experience in education, healthcare, airports, or real estate SaaS

Responsibilities

Represent Willow in C-suite negotiations with major universities, healthcare systems, airports, and real estate customers
Structure and close multi-year SaaS agreements that balance customer value with Willow’s growth and margin objectives
Serve as the commercial authority in strategic deals, alongside Sales and Growth leadership
Design pricing and packaging across our SaaS portfolio, including Software, Professional Services, AI add-ons, and maintenance
Model enterprise agreements for P&L impact, risk, and long-term value creation
Build repeatable playbooks that align Sales, Product, and Finance around scalable commercial structures
Draft, review, negotiate, and manage contracts with vendors, service providers, and public agencies
Ensure compliance with company policies, legal standards, and public sector procurement regulations (federal, state, and local)
Maintain a centralized contract repository, tracking expirations, renewals, and compliance obligations
Navigate procurement pathways specific to government and education clients (e.g., GSA schedules, state cooperative contracts, education sector vehicles, FAA compliance for aviation)
Develop expertise in government procurement rules, grants, and GASB/OMB standards

Skills

Key technologies and capabilities for this role

C-Suite NegotiationSaaS AgreementsPricing StrategyPackaging DesignP&L ModelingContract NegotiationPublic Sector ProcurementCompliance ManagementCommercial Strategy

Questions & Answers

Common questions about this position

What experience level is required for this Vice President role?

The role requires 12+ years in commercial strategy, enterprise deal-making, SaaS monetization, and contract management, plus direct experience leading C-suite negotiations on $5M+ enterprise or public sector contracts.

What are the key skills needed for this position?

Key skills include deep knowledge of SaaS pricing, SKU architecture, and packaging strategies; hands-on expertise in contract law, procurement, and public sector compliance; and strong financial acumen for modeling P&L and long-term portfolio economics.

Is this a remote position or does it require office work?

This information is not specified in the job description.

What is the salary or compensation for this role?

This information is not specified in the job description.

What makes a strong candidate stand out for this VP role?

A strong candidate has executive presence credible with Fortune 500 and public agency leaders, plus bonus experience in education, healthcare, airports, or real estate SaaS, alongside the core 12+ years of required expertise.

Willow

Digital twin solutions for built environment

About Willow

Willow creates digital twins for buildings and infrastructure, which are digital versions of physical assets that include real-time data to monitor and enhance their performance. Their platform allows clients to access and manage all relevant data throughout the lifecycle of a project, making it easier to improve efficiency and reduce costs. Willow primarily serves clients in the real estate and infrastructure sectors, partnering with companies like Multiplex and thyssenkrupp Elevator, and collaborates with Microsoft to enhance its offerings. Unlike competitors, Willow focuses on providing a centralized platform that acts as a single source of truth for asset management. The company's goal is to transform how physical assets are managed and optimized, enabling better interaction with the built environment.

Sydney, AustraliaHeadquarters

2017Year Founded

$62.9MTotal Funding

EARLY_VCCompany Stage

Data & Analytics, Enterprise Software, Real EstateIndustries

201-500Employees

Benefits

Flexible Work Hours

Remote Work Options

Parental Leave

Employee Discounts

Risks

Increased competition from tech giants like Siemens and IBM threatens Willow's market share.

Economic downturns in key markets could reduce investment in infrastructure projects.

Data privacy regulations in the EU could complicate operations and increase compliance costs.

Differentiation

Willow offers a unique digital twin platform for real estate and infrastructure.

Partnership with Microsoft enhances Willow's technological capabilities and market reach.

Willow provides a centralized platform for managing spatial, static, and live data.

Upsides

Global digital twin market is expected to grow at a CAGR of 42.7% until 2030.

Integration of AI and IoT enhances Willow's data analytics and predictive maintenance.

Construction industry's adoption of digital twins aligns with Willow's offerings.

Land your dream remote job 3x faster with AI

Try Jobo Free