Vice President, Commercial Growth & Strategy

Applied Information Sciences, Inc

Reston (VA)

On-site

USD 192,000 - 289,000

Full time

14 days+

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Benefits offered by this job

Competitive Salaries

PTO and Flexible Holiday Leave

Employee Stock Ownership Plan

401(k) Retirement Plan

Tuition Reimbursement

Job summary

Applied Information Sciences, Inc is seeking a Senior Commercial Director to lead growth initiatives and strengthen sales leadership. The ideal candidate will own revenue targets, manage a high-performance sales culture, and align services delivery for optimal outcomes.

Responsibilities include driving new logo acquisition, coaching sales leaders, and executing go-to-market strategies within priority industries. A successful candidate will have significant experience in IT services and proven success in revenue generation.

Qualifications

15+ years of experience in IT services, consulting, or technology-enabled services.
Proven track record owning and delivering meaningful revenue targets.
Experience leading enterprise sales organizations and senior leaders.
Demonstrated strength in coaching and elevating leaders.

Responsibilities

Own and deliver commercial revenue targets with a focus on new logo acquisition.
Lead Business Development Executives and Sales Operations.
Coach and develop sales leaders for independent operations.
Translate market opportunity into GTM strategies.

Skills

Sales leadership

Coaching and mentoring

Pipeline management

Strategic planning

Cross-functional collaboration

Job description

Why AIS? When you join AIS, you’re joining a mission‑driven team that’s passionate about making a difference. You’ll work on projects that matter, alongside industry‑leading experts, in an environment that fosters innovation, driving client success, and empowering our team to make a lasting impact. As an employee‑owned company, we value collaboration, inclusivity, continuous growth, and shared success.

Employee Ownership: Your contributions directly impact the company’s success, and you share in its achievements.

Continuous Learning: Access to resources, training, and mentorship to support your professional growth.

Inclusive Culture: A workplace where diversity is celebrated, and everyone’s voice is valued.

Mission‑Driven Work: Engage in projects that make a meaningful difference for our clients and communities.

Job Overview

AIS is scaling its Commercial business and maturing its growth model. This role offers the opportunity to shape how growth actually works, not just this quarter, but over time by strengthening leadership, aligning sales and delivery, and building a commercial engine that clients and team’s trust. Acting as a senior member of the Commercial leadership team reporting to the President of Commercial and partnering closely with the Service Delivery, our Chief Technology Officer organization, and Shared Services to build a durable, high-performing growth engine. This is a hands‑on role for a senior leader who can drive outcomes while building leaders and tightening cross‑functional alignment. You bring both hard skills (pipeline, deal strategy, forecasting, and operating cadence) and soft skills (coaching, influence, and trust‑building). Experience in the Microsoft ecosystem and co‑sell motions is strongly valued.

Key Responsibilities

Revenue & Pipeline: Own and deliver commercial revenue targets, with a strong focus on new logo acquisition; build and maintain a healthy, high‑quality pipeline with consistent coverage; drive deal progression, conversion, and expansion; personally engage in strategic client conversations and critical deals when it matters.
Sales Leadership: Lead Business Development Executives (hunters), Account Executives (farmers), and Sales Operations; establish clear coverage models, quotas, and account strategies; build a high‑performance sales culture grounded in accountability, clarity, and trust; ensure consistent pipeline generation and disciplined execution across the team.
Leadership, Coaching & Team Development: Act as a coach and thought partner to sales and commercial leaders; develop leaders who can operate independently and confidently, not just follow direction; raise the bar on judgment, deal quality, and client strategy; foster a culture of learning, ownership, and continuous improvement.
Go‑To‑Market & Strategy: Translate market opportunity into clear, executable GTM plays; focus commercial effort on priority industries and target accounts; continuously refine strategy based on pipeline data, delivery input, client feedback, and results.
Delivery‑Informed Growth Leadership: Bring prior delivery, P&L, or services leadership experience to growth decisions; apply a practitioner’s understanding of how work is staffed, executed, and delivered; shape solutions, pricing, and scope that set delivery teams up for success; anticipate delivery risk early and help design sustainable, trust‑based client commitments.
Enterprise & Cross‑Functional Leadership: Partner closely with Service Delivery leadership to align growth, capacity, and quality; help resolve tradeoffs between ambition and feasibility with shared accountability; strengthen collaboration across sales, delivery, and the CTO’s horizontal technology solution teams; lead with a “One AIS” mindset.
Operating Discipline: Establish strong pipeline management, forecasting, and deal review rigor (clear standards, inspection, and follow‑through); drive weekly, monthly, and quarterly commercial pipeline cadence; improve visibility, predictability, and execution consistency across the business.

What Success Looks Like (First 12 Months)

Strong, consistent pipeline coverage with improved deal quality.
Measurable revenue growth with meaningful new‑logo contribution.
Improved win rates, deal velocity, and forecast accuracy.
A stronger commercial sales leadership bench with clearer judgment and confidence.
Better alignment between sales commitments and delivery outcomes.
Repeatable GTM plays taking hold in priority industries.

Required For This Opportunity

15+ years of experience in IT services, consulting, or technology-enabled services.
Proven track record owning and delivering meaningful revenue targets.
Experience leading enterprise sales organizations and senior leaders.
Demonstrated strength in coaching and elevating leaders, with a focus on long‑term development and capability building.
Experience leading or closely partnering with services delivery teams, with accountability for outcomes.
Hands‑on experience shaping, pricing, and closing complex deals.
Strongly preferred: Prior P&L ownership spanning both growth and delivery.
Proven experience building and executing Microsoft co‑sell motions (field alignment, partner‑led pipeline, and joint account planning).
Experience building industry‑led or solution‑led go‑to‑market motions.

Managing@AIS

Coaching: Helping employees navigate challenges, strengthen relationships, and grow the skills that support success at AIS.
Career Development: Supporting employees in exploring growth opportunities at AIS and aligning development plans to reach their goals.
Performance Management: Creating clarity through clear expectations, regular feedback, and proactive support when performance concerns arise.
Accountability and Results: Holding employees accountable for meeting expectations, delivering results, and adhering to company policies and values.
Promotions and Compensation: Partnering with HR to evaluate and recommend promotions, salary adjustments, and rewards that reflect performance and potential.
Timecard Approval: Ensuring accurate and timely approval of timecards.

At AIS, we are committed to offering competitive and fair compensation that reflects the skills, experience, and contributions of each team member. The targeted base salary range for this role is $192,000-$289,000 per year. Please note that this range is provided as a guideline and the final offer will be based on several factors, including but not limited to skillset and competencies, level of experience, education, certifications, and location.

Applied Information Sciences does not discriminate on the basis of race, national origin, religion, color, gender, sexual orientation, age, disability, protected veteran status, or any other basis. Employment decisions are based solely on qualifications, merit, and business needs.

Benefits