The Role
Lead commercial strategy and enterprise negotiations, structure SaaS agreements, ensure compliance with procurement regulations, and collaborate with C-suite leaders.
Summary Generated by Built In
Willow is the leader in Operational AI for the Built World. Our SaaS platform connects live, spatial, and static building data into a digital twin knowledge graph, helping campuses, healthcare systems, airports, and real estate portfolios reduce costs, improve energy efficiency, and operate smarter. Backed by Microsoft and major global institutions, Willow is scaling rapidly across North America and internationally.
We’re looking for a Vice President, Commercial Strategy & Enterprise Deals — a senior leader who can both architect our monetization model and negotiate directly with customer C-suites.
This role combines commercial strategy, enterprise negotiation, and public sector contracting expertise. You’ll be Willow’s commercial architect and deal leader: designing pricing and packaging, modeling complex SaaS agreements, managing procurement pathways, and ensuring contracts meet the high standards of enterprise and public sector compliance.
What You'll Do
- 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.
About You
- 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.
At Willow, you’ll help define how the world’s most critical institutions operate in the era of AI. You’ll work directly with our CEO, CFO, CPO, CTO, and CGO, and you’ll have a direct hand in shaping Willow’s commercial backbone, contract strategy, and public sector compliance during a pivotal stage of growth.
This is your chance to design, negotiate, and defend the economics of a high-growth SaaS company transforming the built world.
Top Skills
AI
Contract Law
SaaS
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The Company
What We Do
Willow is a global technology company that delivers the oversight, insight, and foresight needed to change the way buildings and infrastructures are managed. We enable clients to understand, respond to, and anticipate complex facility conditions – in real time and over time – on one integrated platform. More than digitization, our approach breaks down silos to fuse data and skills. Whether for one building or an entire portfolio, Willow activates the potential of the built world to operate more securely, sustainably and efficiently.
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