pavilion.io
VP, Sales & Success
The Pavilion Story: From Spark to Global Movement
Pavilion began as a bold experiment to solve a personal problem. In the early 2010s, founder Sam Jacobs realized that the higher he climbed in go-to-market leadership, the lonelier the journey became. Those peer conversations—equal parts therapy, strategy, and camaraderie—sparked a global community of GTM professionals united by shared learning and support.
Today, Pavilion serves nearly 10,000 members worldwide with industry-leading retention and profitability. At over $10M ARR, the brand is synonymous with excellence in GTM leadership. Our next chapter: strengthen the Pavilion brand, deepen the member experience, and ensure every professional who joins not only finds value but thrives.
About the Role We0re seeking an exceptional VP, Revenue & Member Growth to own Pavilion's complete revenue lifecycle—from acquisition to long-term retention. This is a high-impact leadership role where you'll drive new member acquisition, member retention and B2B sales, managing a team of 6-8 revenue professionals including sellers and member success managers. You'll be responsible for delivering on ambitious growth targets while maintaining industry-leading retention rates, leveraging cutting-edge AI tools to maximize team productivity and effectiveness.
Reporting to the President, you'll partner closely with the VP of Marketing (driving inbound leads) and VP of RevOps (optimizing systems, processes, and enablement) to create a seamless, high-performing revenue engine. You'll bring operational rigor, strategic thinking, and inspirational leadership to help scale Pavilion while preserving what makes our community beloved.
Key Responsibilities Revenue Leadership & Strategy
Own end-to-end revenue performance including new ARR, Gross Retained Revenue (GRR), churn rate, and B2B/sponsorship sales
Develop and execute integrated acquisition and retention strategies that drive sustainable, capital-efficient growth
Set quarterly and annual targets for the revenue team, allocating resources to maximize both growth and retention
Partner with Marketing, Member Experience, and RevOps to optimize the full member journey from first touch through renewal and expansion
Champion the adoption of AI-powered sales and success tools to drive productivity gains and competitive advantage across the revenue organization
Team Leadership & Development
Build, lead, and mentor a team of 6-8 revenue professionals including new member sellers and member success managers
Foster a culture of accountability, collaboration, and continuous improvement within a lean, high-impact environment
Establish clear performance metrics, coaching rhythms, and development pathways for team members
Balance individual accountability with team collaboration—ensuring acquisition and retention teams work as one revenue organization
Recruit, onboard, and retain top talent as the team scales alongside company growth
Train and enable team members on AI tool adoption, ensuring they leverage technology to maximize their effectiveness
Acquisition Excellence
Lead new member sales efforts, ensuring consistent pipeline generation, conversion, and quality
Collaborate closely with VP, RevOps to implement AI-powered sales tools for lead scoring, conversation intelligence, pipeline forecasting, and sales engagement to improve win rates and cycle times
Develop and refine sales playbooks, positioning, and objection handling for selling to GTM executives
Optimize sales processes, cycle times, and win rates through data-driven experimentation
Work closely with Marketing to maximize lead quality, conversion rates, and campaign ROI
Leverage AI conversation intelligence tools to identify best practices, coach sellers, and continuously improve sales effectiveness
Retention & Member Success
Drive world-class retention by ensuring members experience value, engagement, and ROI from Pavilion
Deploy AI-powered customer success tools to predict churn risk, identify expansion opportunities, and personalize member engagement at scale
Develop proactive member success strategies including onboarding, engagement milestones, and renewal processes
Identify and address churn risks early, implementing intervention strategies to save at-risk members
Partner with the Member Experience team to ensure Pavilion is delivering delight to members throughout their journey with us
Operations & Analytics
Own and report on key revenue metrics: new ARR, GRR, churn rate, CAC payback, LTV:CAC ratio
Work closely with VP of RevOps to optimize CRM usage, forecasting accuracy, and process efficiency
Implement data-driven decision making across the team, using insights to continuously improve performance
Maintain accurate forecasting and pipeline visibility for leadership and board reporting
Cross-Functional Partnership
Serve as a core member of the leadership team, contributing to overall company strategy and decision-making
Partner with VP of Marketing to align on messaging, campaigns, and lead quality expectations
Collaborate with VP of RevOps on tooling, data infrastructure, and process optimization
Work with the Member Experience team to ensure member-facing offerings drive retention and expansion
Required Qualifications:
8-12+ years of revenue experience with at least 4-5 years in leadership roles managing acquisition and/or retention teams
Demonstrated experience implementing and leveraging AI tools across sales and customer success functions to drive team productivity and performance improvements
Proven track record leading B2C or hybrid B2C/B2B sales in membership, subscription, or community-based businesses
Deep understanding of member lifecycle management, retention strategies, and expansion motions
Experience driving GRR improvements and building high-performing customer success or member success organizations
Preferred Qualifications:
Experience selling or serving GTM executives (CROs, CMOs, VPs of Sales, etc.)
Background in professional development, learning, or membership organizations
Hands-on experience with AI-powered sales and customer success platforms such as Gong, Chorus, Clari, Gainsight, ChurnZero, or similar conversation intelligence and predictive analytics tools
Key Performance Indicators: You'll be measured on your ability to deliver against these core metrics:
Growth Metrics:
New ARR: Drive consistent new member acquisition aligned with company growth targets
Pipeline generation and conversion: Maintain healthy pipeline coverage and improve win rates
Retention Metrics:
Gross Retained Revenue (GRR): Maintain and improve upon our retention rate
Churn rate: Minimize churn through proactive member success and early intervention
Efficiency Metrics:
CAC payback period: Optimize acquisition efficiency and speed to payback
LTV:CAC ratio: Ensure healthy unit economics across all member segments
Sales productivity: Improve revenue per rep through process optimization and AI-enabled workflows
Quality Metrics:
New member quality: Ensure acquired members fit ideal profile and have high retention potential
Member satisfaction: Maintain high NPS and member satisfaction scores
Forecast accuracy: Deliver reliable forecasting and pipeline visibility
Team Leadership:
Time to productivity for new hires
Employee NPS
AI tool adoption and measured productivity gains
What Success Looks Like: Note:
Text continues with milestones and expectations including the 90-day and 1-year plans, then compensation and benefits and closing remarks.
First 90 Days:
Deep understanding of current acquisition and retention performance, including key drivers and gaps
Assessment of current tech stack and identification of AI tool opportunities to improve sales and success effectiveness
Relationships built with team members, cross-functional partners, and key stakeholders
Clear assessment of team capabilities, process maturity, and tooling needs
Initial recommendations for quick wins and strategic improvements
Aligned on goals, metrics, and operating rhythm with President and leadership team
First Year:
New ARR targets consistently met or exceeded with healthy pipeline coverage
GRR improved through enhanced member success strategies and AI-powered early intervention
AI-powered tools implemented across sales and success teams with measurable productivity improvements (15-30% gains in key efficiency metrics)
High-performing revenue team culture established with clear accountability and strong morale
Improved sales and retention processes that drive efficiency and predictability
Strong partnership with Marketing and RevOps creating integrated, scalable go-to-market motion
Foundation built for scaling to $50M+ ARR with repeatable, efficient growth
Compensation & Benefits:
Competitive salary + performance bonus tied to acquisition, retention, and engagement
Stock options in a profitable, mission-driven company
Comprehensive health benefits and professional development budget
Flexible, remote-friendly work environment
Access to Pavilion membership and education
Why Join Pavilion Now? This is a rare opportunity to join a company at an inflection point—where brand strength, community trust, and market position create extraordinary leverage for the right revenue leader. You\'ll have the resources, mandate, and support to make an immediate impact, working alongside a passionate team and a CEO who built this from a personal mission into a global movement.
You\'ll be joining at the perfect time: strong foundation, proven product-market fit, clear path to scale, and a team that values both performance and purpose.
Interested? Email vpsalesandsuccessrole@joinpavilion.com
#J-18808-Ljbffr
Pavilion began as a bold experiment to solve a personal problem. In the early 2010s, founder Sam Jacobs realized that the higher he climbed in go-to-market leadership, the lonelier the journey became. Those peer conversations—equal parts therapy, strategy, and camaraderie—sparked a global community of GTM professionals united by shared learning and support.
Today, Pavilion serves nearly 10,000 members worldwide with industry-leading retention and profitability. At over $10M ARR, the brand is synonymous with excellence in GTM leadership. Our next chapter: strengthen the Pavilion brand, deepen the member experience, and ensure every professional who joins not only finds value but thrives.
About the Role We0re seeking an exceptional VP, Revenue & Member Growth to own Pavilion's complete revenue lifecycle—from acquisition to long-term retention. This is a high-impact leadership role where you'll drive new member acquisition, member retention and B2B sales, managing a team of 6-8 revenue professionals including sellers and member success managers. You'll be responsible for delivering on ambitious growth targets while maintaining industry-leading retention rates, leveraging cutting-edge AI tools to maximize team productivity and effectiveness.
Reporting to the President, you'll partner closely with the VP of Marketing (driving inbound leads) and VP of RevOps (optimizing systems, processes, and enablement) to create a seamless, high-performing revenue engine. You'll bring operational rigor, strategic thinking, and inspirational leadership to help scale Pavilion while preserving what makes our community beloved.
Key Responsibilities Revenue Leadership & Strategy
Own end-to-end revenue performance including new ARR, Gross Retained Revenue (GRR), churn rate, and B2B/sponsorship sales
Develop and execute integrated acquisition and retention strategies that drive sustainable, capital-efficient growth
Set quarterly and annual targets for the revenue team, allocating resources to maximize both growth and retention
Partner with Marketing, Member Experience, and RevOps to optimize the full member journey from first touch through renewal and expansion
Champion the adoption of AI-powered sales and success tools to drive productivity gains and competitive advantage across the revenue organization
Team Leadership & Development
Build, lead, and mentor a team of 6-8 revenue professionals including new member sellers and member success managers
Foster a culture of accountability, collaboration, and continuous improvement within a lean, high-impact environment
Establish clear performance metrics, coaching rhythms, and development pathways for team members
Balance individual accountability with team collaboration—ensuring acquisition and retention teams work as one revenue organization
Recruit, onboard, and retain top talent as the team scales alongside company growth
Train and enable team members on AI tool adoption, ensuring they leverage technology to maximize their effectiveness
Acquisition Excellence
Lead new member sales efforts, ensuring consistent pipeline generation, conversion, and quality
Collaborate closely with VP, RevOps to implement AI-powered sales tools for lead scoring, conversation intelligence, pipeline forecasting, and sales engagement to improve win rates and cycle times
Develop and refine sales playbooks, positioning, and objection handling for selling to GTM executives
Optimize sales processes, cycle times, and win rates through data-driven experimentation
Work closely with Marketing to maximize lead quality, conversion rates, and campaign ROI
Leverage AI conversation intelligence tools to identify best practices, coach sellers, and continuously improve sales effectiveness
Retention & Member Success
Drive world-class retention by ensuring members experience value, engagement, and ROI from Pavilion
Deploy AI-powered customer success tools to predict churn risk, identify expansion opportunities, and personalize member engagement at scale
Develop proactive member success strategies including onboarding, engagement milestones, and renewal processes
Identify and address churn risks early, implementing intervention strategies to save at-risk members
Partner with the Member Experience team to ensure Pavilion is delivering delight to members throughout their journey with us
Operations & Analytics
Own and report on key revenue metrics: new ARR, GRR, churn rate, CAC payback, LTV:CAC ratio
Work closely with VP of RevOps to optimize CRM usage, forecasting accuracy, and process efficiency
Implement data-driven decision making across the team, using insights to continuously improve performance
Maintain accurate forecasting and pipeline visibility for leadership and board reporting
Cross-Functional Partnership
Serve as a core member of the leadership team, contributing to overall company strategy and decision-making
Partner with VP of Marketing to align on messaging, campaigns, and lead quality expectations
Collaborate with VP of RevOps on tooling, data infrastructure, and process optimization
Work with the Member Experience team to ensure member-facing offerings drive retention and expansion
Required Qualifications:
8-12+ years of revenue experience with at least 4-5 years in leadership roles managing acquisition and/or retention teams
Demonstrated experience implementing and leveraging AI tools across sales and customer success functions to drive team productivity and performance improvements
Proven track record leading B2C or hybrid B2C/B2B sales in membership, subscription, or community-based businesses
Deep understanding of member lifecycle management, retention strategies, and expansion motions
Experience driving GRR improvements and building high-performing customer success or member success organizations
Preferred Qualifications:
Experience selling or serving GTM executives (CROs, CMOs, VPs of Sales, etc.)
Background in professional development, learning, or membership organizations
Hands-on experience with AI-powered sales and customer success platforms such as Gong, Chorus, Clari, Gainsight, ChurnZero, or similar conversation intelligence and predictive analytics tools
Key Performance Indicators: You'll be measured on your ability to deliver against these core metrics:
Growth Metrics:
New ARR: Drive consistent new member acquisition aligned with company growth targets
Pipeline generation and conversion: Maintain healthy pipeline coverage and improve win rates
Retention Metrics:
Gross Retained Revenue (GRR): Maintain and improve upon our retention rate
Churn rate: Minimize churn through proactive member success and early intervention
Efficiency Metrics:
CAC payback period: Optimize acquisition efficiency and speed to payback
LTV:CAC ratio: Ensure healthy unit economics across all member segments
Sales productivity: Improve revenue per rep through process optimization and AI-enabled workflows
Quality Metrics:
New member quality: Ensure acquired members fit ideal profile and have high retention potential
Member satisfaction: Maintain high NPS and member satisfaction scores
Forecast accuracy: Deliver reliable forecasting and pipeline visibility
Team Leadership:
Time to productivity for new hires
Employee NPS
AI tool adoption and measured productivity gains
What Success Looks Like: Note:
Text continues with milestones and expectations including the 90-day and 1-year plans, then compensation and benefits and closing remarks.
First 90 Days:
Deep understanding of current acquisition and retention performance, including key drivers and gaps
Assessment of current tech stack and identification of AI tool opportunities to improve sales and success effectiveness
Relationships built with team members, cross-functional partners, and key stakeholders
Clear assessment of team capabilities, process maturity, and tooling needs
Initial recommendations for quick wins and strategic improvements
Aligned on goals, metrics, and operating rhythm with President and leadership team
First Year:
New ARR targets consistently met or exceeded with healthy pipeline coverage
GRR improved through enhanced member success strategies and AI-powered early intervention
AI-powered tools implemented across sales and success teams with measurable productivity improvements (15-30% gains in key efficiency metrics)
High-performing revenue team culture established with clear accountability and strong morale
Improved sales and retention processes that drive efficiency and predictability
Strong partnership with Marketing and RevOps creating integrated, scalable go-to-market motion
Foundation built for scaling to $50M+ ARR with repeatable, efficient growth
Compensation & Benefits:
Competitive salary + performance bonus tied to acquisition, retention, and engagement
Stock options in a profitable, mission-driven company
Comprehensive health benefits and professional development budget
Flexible, remote-friendly work environment
Access to Pavilion membership and education
Why Join Pavilion Now? This is a rare opportunity to join a company at an inflection point—where brand strength, community trust, and market position create extraordinary leverage for the right revenue leader. You\'ll have the resources, mandate, and support to make an immediate impact, working alongside a passionate team and a CEO who built this from a personal mission into a global movement.
You\'ll be joining at the perfect time: strong foundation, proven product-market fit, clear path to scale, and a team that values both performance and purpose.
Interested? Email vpsalesandsuccessrole@joinpavilion.com
#J-18808-Ljbffr