Willow Inc.
Vice President, Commercial Strategy & Enterprise Deals
Willow Inc., Seattle, Washington, us, 98127
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.
#J-18808-Ljbffr
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.
#J-18808-Ljbffr