VP, Customer Growth

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VP, Customer Growth

Full Time Senior Management Orlando, FL, US

6 days ago Requisition ID: 1011

Salary Range: $205,000.00 To $230,000.00 Annually

Department: Sales/Business Development

Reports to: Chief Commercial Officer

Location: Remote

Overview

OneRail combines delivery orchestration technology, a connected logistics network, and operational expertise to help enterprises improve fulfillment and last mile delivery. As Vice President, Customer Growth, you will turn that capability into durable customer partnerships and profitable growth across our existing enterprise customer base.

Responsibilities

Customer growth and commercial performance

• Own account growth plans and renewal strategies, with clear revenue objectives, expansionopportunities, decision makers, milestones, and accountability for results.
• Build and manage a qualified expansion pipeline. Lead commercial strategy and negotiations inpartnership with Sales, balancing growth, pricing discipline, customer value, and account profitability.
• Establish a rigorous operating cadence for renewal readiness, revenue forecasting, account health, andchurn risk. Surface risks early and mobilize focused retention and recovery plans.

Executive relationships and customer strategy

• Build trusted relationships with C-level executives and senior leaders across operations, supply chain,technology, finance, and digital commerce. Establish executive sponsorship and broad stakeholdersupport for conversion and growth.
• Serve as a strategic advisor on delivery transformation, fulfillment optimization, and customerexperience. Translate customer priorities into joint business plans that connect OneRail capabilities tomeasurable business outcomes.
• Lead quarterly business reviews (QBRs) and executive strategy sessions that demonstrate results,address barriers, and secure alignment on investment priorities and expansion decisions.

Pilot to SaaS conversion

• Quarterback the conversion journey from pilot signature, translating customer commitments into a jointsuccess plan with measurable outcomes, accountable owners, milestones, and a target SaaS decisiondate. Align Implementation, Product, Technology, and Customer Success on launch readiness,adoption, and customer-validated value.
• Lead Customer Growth’s participation in the weekly Pilot-to-SaaS Conversion Council. Use the Ops-managed scorecard to assess implementation, technology, adoption, value, commercial readiness, andoverall conversion confidence; turn every risk into an issue, owner, action, and due date.

Adoption and value realization

• Expand adoption across business units, locations, fulfillment nodes, and geographies. Translate newuse cases and delivery volume opportunities into successful launches, sustained usage, and profitablegrowth, aligned with operational capacity and service quality.
• Define success measures with customers and establish a consistent approach to documenting value,including delivery cost savings, margin improvement, operational efficiency, service performance,revenue enablement, and end-customer satisfaction.
• Translate adoption, delivery, financial data,andinsights into credible business cases for SaaSconversion and expansion.
• Champion the end-to-end customer experience and serve as an executive escalation leader whenissues threaten trust or retention. Align teams on resolution, communication, and prevention.

Cross-functional leadership and customer influence

• Align Sales, Customer Success, Product, Marketing, and Finance around shared account priorities, clearownership, and coordinated execution. Present portfolio performance, risks, and investmentrecommendations to OneRail’s executive leadership.
• Bring a structured voice of the customer into product roadmap and service decisions. Distinguishindividual requests from scalable market opportunities, and prioritize recommendations based oncustomer impact, commercial potential, and delivery feasibility.
• Build a repeatable customer growth discipline through executive engagement standards, value reviews,and coaching. Partner with Marketing to develop customer advocacy, references, and evidence ofbusiness impact.

Qualifications

• A demonstrated record of leading customer growth, strategic account management, customer success,or business development in complex B2B enterprise environments, with direct accountability forretention and revenue expansion.
• Success converting enterprise pilots or proofs of value into recurring SaaS agreements, navigatingcomplex buying processes, and partnering with Sales on negotiation and close.
• Strong financial and analytical judgment, including account economics, forecasting, return oninvestment, and the ability to translate operational performance into an executive business case.
• Experience driving adoption and growth for technology platforms, technology-enabled services, ornetwork-based businesses. Experience in logistics, supply chain, retail, distribution, or omnichannelfulfillment is strongly preferred.
• The ability to lead across functions, coach others, and influence priorities without relying on reportingauthority. Clear communication, executive presence, and sound judgment in complex customersituations are essential.
• A strategic perspective paired with hands-on execution, high emotional intelligence, and a strong senseof ownership for customer outcomes and commercial commitments.

How success will be measured

Success will be measured through pilot-to-SaaS conversion rate, time to conversion, converted recurringrevenue, and milestone attainment, alongside gross and net revenue retention, renewal performance,profitable expansion, adoption, and documented customer value. Forecast accuracy and timely resolution ofconversion risks will be central to execution.