QData - VP Of Commercials

Role Purpose

The Vice President of Commercial is responsible for defining, driving, and executing QData’s commercial strategy across all revenue-generating business lines. This includes monetization of AI and data platform services, professional services, embedded/managed services, advisory offerings, and long-term commercial partnerships with ADQ entities and external clients. The role leads all commercial planning, pricing, sales execution, account management, and revenue forecasting, ensuring that QData achieves sustainable growth, strong margins, and high client satisfaction.

This role functions as the commercial engine of QData, shaping go-to-market strategy, building commercial capabilities, developing scalable sales motions, and converting QData’s technology and solutions into revenue. The VP of Commercial acts as the primary business partner for CEOs, CFOs, CIOs, and senior leaders across government and regulated industries.

• Define QData’s commercial strategy across platform subscriptions, AI solutions, data products, professional services, embedded delivery, and managed service offerings.

• Translate company vision into clear revenue plans with measurable targets, growth objectives, and pricing/packaging models.

• Develop short-, mid-, and long-term revenue forecasts aligned with QData’s strategic priorities.

• Establish commercial frameworks that support scale across 60+ government and enterprise entities.
  

• Build and lead the commercial organization, covering sales, pre-sales, commercial operations, and account management.

• Develop and execute GTM strategies for AI and data solutions, including segmentation, value propositions, and multi-channel engagement.

• Oversee deal structuring, proposals, RFP responses, commercial negotiations, and contract closure.

• Implement a disciplined pipeline management framework with rigorous forecasting and opportunity qualification.
  

• Define pricing models for:

• AI platform and data platform services

• Federated data catalog subscriptions

• Professional & embedded services

• Advisory & consulting offerings

• Managed services and SLAs

• Enterprise AI product bundles

• Work with the VP of Data and VP Technology to commercialize new data products and platform features.
  

• Establish an account management function to drive retention, cross-sell, upsell, and long-term commercial growth.

• Personally lead executive engagement with priority government entities and ADQ OpCos.

• Ensure high customer satisfaction, predictable renewals, and value realization across all revenue lines.

• Build strategic partnerships with hyperscalers, global tech vendors, and channel partners where beneficial.
  

• Oversee commercial operations, including pricing governance, deal review, contracting standards, and margin analysis.

• Implement commercial KPIs, dashboards, metrics, and performance systems.

• Ensure compliance with procurement rules, PDPL, sovereign cloud requirements, and government contracting standards.

• Establish approval workflows and guardrails to ensure deals are profitable and aligned with QData’s mission.
  

• Build and scale a high-performing commercial organization with strong sales culture, accountability, and discipline.

• Mentor commercial directors, account leads, solution consultants, and pre-sales teams.

• Establish compensation models, incentives, and performance structures aligned with QData objectives.

• Foster a culture of collaboration with Product, Solutions, Data, and Technology teams.
  

• Commercial Strategy (CMST) – Level 7
  Ability to define commercial frameworks, pricing, GTM strategies, and monetization plans.

• Sales & Business Development (SABD) – Level 6
  Deep experience in enterprise sales, government sales, or strategic account management.

• Portfolio & Offering Management (POMG) – Level 6
  Skilled in packaging services and products into commercial offerings.

• Contract & Commercial Negotiation (CNEG) – Level 6
  Expertise in negotiating complex enterprise, public-sector, and multi-year contracts.

• Data & AI Market Understanding (DAIM) – Level 5
  Familiarity with AI platforms, data platforms, and enterprise technology solutions.

• Financial Acumen (FINM) – Level 6
  Strong capability in revenue forecasting, P&L understanding, margin analysis, and commercial governance.
  

• Government Relations & Public Sector Sales
  Experience engaging ministries, regulators, and government procurement.

• Partner Ecosystem Management
  Ability to structure alliances with hyperscalers, consulting firms, and technology providers.

• SaaS / Platform Commercial Models
  Understanding of subscription, consumption-based, and tiered pricing.

• AI & Data Monetization
  Ability to translate AI capabilities into clear commercial value propositions.
  

• Executive Communication & Influence
  Engages credibly with boards, CEOs, ministers, and senior executives.

• Strategic Thinking with Operational Discipline
  Balances long-term growth strategy with daily pipeline management and revenue execution.

• Relationship Builder & Trusted Advisor
  Builds long-term relationships that drive recurring revenue and retention.

• Commercial Drive & Accountability
  Strong results orientation; takes ownership of revenue performance and targets.

• Collaboration
  Works cross-functionally with Product, Solutions, Data, and Technology.

• Resilience & Adaptability
  Operates effectively in a fast-moving, high-visibility, government-backed environment.

• 15+ years in commercial leadership roles within enterprise technology, AI/data, digital transformation, or consulting.

• Proven track record of achieving significant annual revenue targets and leading commercial functions.

• Experience selling into government, regulated industries, or large enterprise accounts.

• Demonstrated success building commercial organizations (sales, account management, pre-sales, revenue operations).

• Strong experience in pricing, commercial modelling, negotiation, and contracting.

• Familiarity with sovereign cloud, data governance, AI platforms, or analytics products is a significant advantage.
  

• Bachelor’s degree in Business, Engineering, Computer Science, Economics, or related field (required).

• Master’s degree (MBA or equivalent) preferred.
• Certifications in sales methodologies (Miller Heiman, MEDDIC, Consultative Selling) are a plus.

Disclaimer:

This job posting is not open to recruitment agencies. Anycandidate profile submitted by a recruitment agency will be considered as beingreceived directly from an applicant. Contango reserves the rights to contactthe candidate directly, without incurring any obligations or liabilities forpayment of any fees to the recruitment agency.