VP, Customer

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Full Time Senior Management Orlando, FL, US

6 days ago Requisition

Salary Range: $ To $ Annually

Department:
Sales/Business Development

Reports to:
Chief Commercial Officer

Location:
Remote

One Rail 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.

Customer growth and commercial performance

• Own account growth plans and renewal strategies, with clear revenue objectives, expansion opportunities, decision makers, milestones, and accountability for results.
• Build and manage a qualified expansion pipeline. Lead commercial strategy and negotiations in partnership 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 stakeholder support for conversion and growth.
• Serve as a strategic advisor on delivery transformation, fulfillment optimization, and customer experience. Translate customer priorities into joint business plans that connect One Rail capabilities to measurable 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 joint success plan with measurable outcomes, accountable owners, milestones, and a target SaaS decision date. 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, and overall 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 profitable growth, 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,and insights into credible business cases for Saa Sconversion 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, clear ownership, and coordinated execution. Present portfolio performance, risks, and investment recommendations to One…