VP of Commercial Excellence

VP of Commercial Excellence - Milan - Motork

Seniority Level: Director

MotorK is Europe's leading sales and marketing technology company for the automotive sector. We build AI-powered tools — from CRM and inventory management to predictive analytics and digital advertising — that help manufacturers and dealerships sell smarter and deliver better customer experiences. 90% of European automotive manufacturers run on our SparK Platform, alongside 6,000+ dealerships across the continent.

We move fast, we think big, and AI is at the core of everything we do — not as a buzzword, but as the engine behind every product decision we make. We're building a team of people who are genuinely curious about AI, who experiment with it, push it, and find new ways to use it to solve real problems.

If you want to be at the forefront of one of the world's largest industries going through a full AI revolution, and you're excited to help drive it, this is where you want to be.

The role

We are looking for a VP of Commercial Excellence to lead and scale the team responsible for commercial performance across both Sales and Customer Success. This is a senior, high-impact role that combines deep operational rigour with strategic ownership — sitting at the intersection of revenue operations, customer lifecycle management, go-to-market execution, and enablement. The VP of Commercial Excellence will work closely with the CRO and Country Managers to drive structure, consistency, and accountability across the commercial organisation. This person will be empowered — and expected — to enforce standards, challenge the status quo, and build scalable systems that allow MotorK to grow efficiently across markets. The key responsibilities will involve:

- Revenue Operations & CRM

• Own data quality standards across Salesforce — initial cleanup and ongoing enforcement
• Optimise CRM architecture: field governance, pipeline hygiene, enterprise reporting
• Drive sales forecasting accuracy and pipeline review cadences
• Oversee CRM and commercial tool administration
• Own the strategic architecture and ongoing optimisation of commercial systems — continuously auditing field necessity, custom objects, and the full tool stack including sequencing tools, conversational intelligence, and AI-assisted reporting

- Enablement & Knowledge Management

• Lead product and commercial enablement through the internal Academy — curriculum design, content development, and adoption
• Build and maintain a centralised RFQ repository, developing institutional know-how for complex bids
• Introduce AI-assisted approaches to reporting on projects, customers, and performance

- Customer Lifecycle & Customer Success

• Own the full customer lifecycle framework: onboarding, adoption, health scoring, renewals, and churn risk management
• Define and execute the upsell and cross-sell framework across the retail customer base
• Drive standardised CSM delivery through ChurnZero — consistent roles, responsibilities, and customer segmentation
• Build structured enterprise customer ownership models, including OEM HQ and European-level engagement

- Enterprise Go-To-Market

• Partner with Country Managers to define white space, prioritise target accounts, and drive enterprise pipeline
• Develop the enterprise deal playbook: materials, demos, term sheet templates, stakeholder maps, and kick-off documentation
• Lead competitive analysis and assess product-market readiness for new segments
• Manage and improve registration and engagement within purchasing organisations
• Lead the coordination, customer scoping, and operational execution of targeted cross-sell and upsell campaigns — including segmentation, sequencing, and performance tracking. Excludes development of marketing collateral, creative work, and upper-funnel marketing activities

- Sales Performance & Pricing

• Design and optimise compensation plans, quota frameworks, and target-setting processes
• Drive sales productivity initiatives and campaign execution (segmentation, targeting, rollout)
• Own pricing strategy, discount policies, and commercial analysis

Requirements

The ideal candidate has run commercial excellence or revenue operations functions in a B2B SaaS business with a large customer base (3,000–5,000+ accounts), ideally in retail-focused software. Experience in the automotive sector is a plus but not a requirement. What matters most is a proven ability to standardise selling and success motions at scale, and a leadership style that is both credible with senior stakeholders and effective at driving operational change.

• Proven track record in a commercial excellence, revenue operations, or senior GTM role in B2B SaaS — ideally with a large, distributed customer base (3,000+ accounts)
• Experience standardising and scaling selling and customer success processes across multiple markets or teams
• Strong command of Salesforce and modern revenue tech stacks (experience with ChurnZero or similar CSP platforms is a plus)
• Ability to work at both a strategic and operational level — from pricing strategy to CRM hygiene
• Demonstrated ability to influence and align senior stakeholders including Country Managers and C-level executives
• Experience in retail-focused software strongly preferred; automotive sector exposure is a bonus
• Data-driven mindset with comfort leveraging AI-assisted tooling for reporting and insights
• Fluent in English; Italian or other European languages are an advantage

Work pattern and location

• 40 hours a week, permanent role
• Monday to Friday 
• Hybrid role - 10 days smart working allowance
• Office based in Milan (near Lambrate station)