VP Sales

Job Description: We believe in bold ideas, diverse perspectives, and the drive to transform knowledge into impact. Here, your curiosity fuels progress, your voice shapes innovation, and your ambition helps redefine what’s possible within science and learning. We are a culture that obsesses over impact, challenges, and drives what’s next to power infinite possibilities for our customers, colleagues and society at large. About the Role: The VP of Sales owns the full revenue engine for the Assessments business — winning new logos, expanding accounts, and activating partners into a consistent source of pipeline and revenue. Reporting to the GM of Assessments and sitting on the leadership team, this role unifies direct sales, partnerships, enterprise account management, and revenue operations across five global brands including Everything DiSC®, The Five Behaviors®, and more. This is a builder's role for a high-ownership operator who thrives at the intersection of strategy and execution — shaping go-to-market strategy while partnering closely with Product, Marketing, and Customer Success to drive sustained ARR growth. Key Responsibilities Revenue & Pipeline Leadership New ARR Ownership: Own and deliver the New ARR target across direct and partner channels; maintain accurate, up-to-date pipeline health to deliver consistent and predictable revenue growth for the Assessments business Customer Acquisition: Drive customer acquisition, conversion, and deal velocity through disciplined sales process management and high-quality pipeline development. Forecast Discipline: Own the weekly forecast cadence with the GM; ensure SaaS metrics (ARR, churn, CAC) are accurate and reported with clarity. Account Expansion: Manage account retention and expansion (NRR) in close partnership with Customer Success; build upsell and cross-sell motions across the installed base. Channel Alignment: Identify and resolve channel conflicts quickly between direct and partner motions; maintain clear rules of engagement across the commercial team. Partner & Channel Strategy Partner Activation: Build and manage a high-performing partner ecosystem including resellers, referral partners, and influencer programs; drive partner-sourced revenue to 20%+ of total ARR. Tier & Compliance Management: Manage partner performance, tier compliance, and channel growth; hold partners to clear standards and invest in the highest-potential relationships. Partner GTM: Collaborate with Product Marketing to develop partner-specific go-to-market programs, co-marketing assets, and enablement resources. Team Leadership & Culture Build, lead, and develop a high-performing team and establish a strong team culture focused on accountability, coaching, and continuous improvement. Provide clear performance management frameworks; set goals, hold regular reviews, and develop the next generation of commercial leaders. Revenue Operations & Strategic Planning Own the CRM, sales tooling, data infrastructure, and enablement frameworks that allow the commercial team to operate at scale. Drive agile commercial processes and continuous improvement in sales methodology, qualification standards, and deal execution. Partner with the Assessments leadership team to align commercial strategy with business goals and present updates to senior stakeholders. Develop and manage commercial budgets, resource allocation, and vendor relationships within the growth function. Customer & Market Focus Champion a customer-first commercial culture; ensure insights from the field are fed back into product and marketing decisions. Monitor industry trends in talent development, assessments, and HR technology to maintain competitive positioning. Partner with Product Marketing to refine ICP targeting, messaging, and competitive differentiation across the commercial team. Required Qualifications Experience 10+ years B2B SaaS commercial leadership, including 5+ years managing multi-functional teams (sales, partnerships, AM, rev ops). Proven track record owning and delivering $10M+ New ARR in a high-growth environment. Experience building a partner/channel program alongside a direct sales motion. Skills Deep SaaS commercial fluency — ARR, NRR, CAC, win rate, quota attainment, churn. Strong people leader who builds high-trust teams and manages performance with clarity. Strategic and operational — sets a commercial plan and executes it with discipline. Excellent cross-functional collaborator; data-driven decision maker. Familiarity with Salesforce, SalesLoft, or equivalent rev ops tooling. Familiarity with Salesforce, Gong, or equivalent rev ops tooling. Key Metrics Owned New ARR: New annual recurring revenue closed across direct and partner channels. Net Revenue Retention (NRR): Retained + expansion revenue minus churn, expressed as a %. Win Rate: Qualified opportunities resulting in a closed deal. Partner-Sourced Revenue (%): Share of New ARR from partner and influencer channels. Quota Attainment (%): Revenue-carrying reps hitting or exceeding individual quota. We power infinite possibilities. For more than 200 years, we've transformed knowledge into discoveries that shape the world. Today, our global team of innovators, creators, and experts is driving what's next in science, education, and publishing—creating impact that reaches everywhere. We're not just observers of progress. We're the ones accelerating scientific breakthroughs, advancing learning, and sparking innovation that redefines entire fields and improves lives. Here, your talent matters. Your ideas have room to grow. And your work creates breakthroughs that can change everything. Wiley is an equal opportunity/affirmative action employer. We evaluate all qualified applicants and treat all qualified applicants and employees without regard to race, color, religion, sex, sexual orientation, gender identity or expression, national origin, disability, protected veteran status, genetic information, or based on any individual's status in any group or class protected by applicable federal, state or local laws. Wiley is also committed to providing reasonable accommodation to applicants and employees with disabilities. Applicants who require accommodation to participate in the job application process may contact View email address on click.appcast.io for assistance. We are proud that our workplace promotes continual learning and internal mobility. Our values support courageous teammates, needle movers, and learning champions all while striving to support the health and well-being of all employees. We offer meeting-free Friday afternoons allowing more time for heads down work and professional development, and through a robust body of employee programing we facilitate a wide range of opportunities to foster community, learn, and grow. We are committed to fair, transparent pay, and we strive to provide competitive compensation in addition to a comprehensive benefits package. The range below represents Wiley's good faith and reasonable estimate of the base pay for this role at the time of posting roles in the United Kingdom, Canada, USA, Austria, Czechia, Denmark, France, Greece, Italy, Netherlands, Romania, or Spain. It is anticipated that most qualified candidates will fall within the range, however the ultimate salary offered for this role may be higher or lower and will be set based on a variety of non-discriminatory factors, including but not limited to, geographic location, skills, and competencies. When applying, please attach your resume/CV to be considered. Salary Range: 185,100 USD to 277,767 USD #LI-CW1 If you like wild growth and working with happy, enthusiastic over-achievers, you'll enjoy your career with us! Introduce yourself to our recruiters and we'll get in touch if there's a role that seems like a good match. We're a forward-thinking organization dedicated to innovation and growth. Our success is built on the diverse talents and perspectives of our team members, who work together to solve complex challenges and create meaningful impact. We foster a culture of continuous learning, collaboration, and professional development. Applicants who have any questions about the job application process may contact Talent Acquisition Support for assistance.