Director, North America Growth Operations

Job Description

Vence is redefining extensive beef cattle management through virtual fencing. We are hiring a Director of North America Growth Operations to build and run the commercial engine across the U.S. and Canada. This operational leader will own revenue growth, new customer acquisition, customer satisfaction, and churn management-integrating Sales, Rancher Success, and Deployment into a single, high-performing commercial motion . This leader will continuously iterate on pricing, sales, service and success models, and deployment practices to improve unit economics, customer outcomes, and scalable growth.

Key Responsibilities

• Commercial Leadership and Revenue Growth
  • Own North America revenue targets, pipeline health, forecasting accuracy, and sales productivity.
  • Refine the end-to-end commercial motion (prospecting, qualification, pilot-to-close conversion, expansion, and retention).
  • Establish sales incentive plans, territory plans, and customer segment strategies.
• Sales Management
  • Lead and coach the sales team on discovery-driven selling, solution value articulation, and pilot-to-deal conversion.
  • Implement sales playbooks, stages, qualification frameworks, and win/loss reviews.
  • Iterate with a discovery mindset.
• Rancher Success (Customer Success)
  • Own post-sale outcomes: time-to-value, adoption, net revenue retention (NRR), and churn reduction.
  • Define success plans, health scoring, and proactive engagement cadences (onboarding, QBRs, seasonal check-ins).
  • Build rancher education and enablement programs (training, best-practice guides, knowledge base), coordinating with Product and Support.
• Deployment and Field Operations
  • Manage the Deployment team responsible for base station setup, device activation, and in-field troubleshooting.
  • Standardize installation protocols, SLAs, safety practices, inventory controls, and escalation paths.
  • Instrument deployments for data capture (coverage, reliability, animal behavior outcomes) to feed continuous improvement.
• Pricing, Sales, and Support Model Iteration
  • Lead ongoing experiments to refine pricing models (subscription vs. hardware mix, bundles, tiers) and service constructs (support levels, deployment fees).
  • Run structured tests to optimize conversion and retention.
  • Translate findings into clear commercial policies and playbooks; coordinate updates across Sales, CS, Finance, and Product.
• Operational Excellence and Systems
  • Own Vence North America commercial operations, including CRM hygiene, funnel analytics, capacity planning, and KPI dashboards.
  • Define and track performance metrics: CAC, LTV, NRR, GRR, ARPA, install lead times, first-time-right rate, resolution time, and CSAT/NPS.
  • Implement stage gates for pilots and launches, ensuring rapid learning cycles and scalable processes.
• Cross-Functional Collaboration
  • Partner with Product, Engineering, and Ops to channel field feedback into roadmap decisions and reliability improvements.
  • Coordinate with Marketing on demand generation, messaging, case studies, and regional campaigns.
  • Work with Finance and Legal on commercial terms, risk management, compliance, and contracting.
• Team Leadership and Culture
  • Recruit, develop, and mentor a high-performing team across Sales, Rancher Success, and Deployment.
  • Foster a culture of customer-centricity, safety, evidence-based decisions, and operational rigor.
  • Establish clear goals, coaching rhythms, and performance management practices; recognize and scale what works.

Qualifications

• Bachelor's degree in related area of study.
• Minimum 8 years in sales, customer success, and/or field operations leadership, in agtech, IoT, or hardware-enabled SaaS.
• Experience in leading a sales organization.
• Proven track record of building commercial engines in emerging product categories and improving NRR/GRR while driving new logos.
• Hands-on expertise in pricing strategy, packaging, and support model iteration grounded in unit economics.
• Excellent cross-functional leadership and communication; adept at translating field insights into product and process changes.
• Familiarity with North American livestock operations and grazing practices preferred.
• Must be willing to travel at least 50%

Key Competencies

• Customer discovery and value-based selling
• Operational excellence and process design
• Data-driven decision-making and commercial acumen
• Continuous improvement and experimentation mindset
• Influential leadership and talent development

Required Skills:
Account Management, Animal Health Sales, Client Service Excellence, Customer Rapport, Customer Relationship Management (CRM), Financial Acumen, Inbound Phone Sales, Leadership, Management Process, Operations Management, People Leadership, Pricing Analysis, Revenue Management, Sales Strategy Development, Stakeholder Influence, Strategic Leadership, Technical Product Sales, Web Applications

Preferred Skills:

Current Employees apply HERE

Current Contingent Workers apply HERE

US and Puerto Rico Residents Only:

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As an Equal Employment Opportunity Employer, we provide equal opportunities to all employees and applicants for employment and prohibit discrimination on the basis of race, color, age, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability status, or other applicable legally protected characteristics. As a federal contractor, we comply with all affirmative action requirements for protected veterans and individuals with disabilities. For more information about personal rights under the U.S. Equal Opportunity Employment laws, visit:

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We are proud to be a company that embraces the value of bringing together, talented, and committed people with diverse experiences, perspectives, skills and backgrounds. The fastest way to breakthrough innovation is when people with diverse ideas, broad experiences, backgrounds, and skills come together in an inclusive environment. We encourage our colleagues to respectfully challenge one another's thinking and approach problems collectively.

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U.S. Hybrid Work Model

Effective September 5, 2023, employees in office-based positions in the U.S. will be working a Hybrid work consisting of three total days on-site per week, Monday - Thursday, although the specific days may vary by site or organization, with Friday designated as a remote-working day, unless business critical tasks require an on-site presence.This Hybrid work model does not apply to, and daily in-person attendance is required for, field-based positions; facility-based, manufacturing-based, or research-based positions where the work to be performed is located at a Company site; positions covered by a collective-bargaining agreement (unless the agreement provides for hybrid work); or any other position for which the Company has determined the job requirements cannot be reasonably met working remotely. Please note, this Hybrid work model guidance also does not apply to roles that have been designated as remote".

The salary range for this role is
$190,800.00 - $300,300.00

This is the lowest to highest salary we in good faith believe we would pay for this role at the time of this posting. An employee's position within the salary range will be based on several factors including, but not limited to relevant education, qualifications, certifications, experience, skills, geographic location, government requirements, and business or organizational needs.

The successful candidate will be eligible for annual bonus and long-term incentive, if applicable.

We offer a comprehensive package of benefits. Available benefits include medical, dental, vision healthcare and other insurance benefits (for employee and family), retirement benefits, including 401(k), paid holidays, vacation, and compassionate and sick days. More information about benefits is available at https://jobs.merck.com/us/en/compensation-and-benefits .

You can apply for this role through https://jobs.merck.com/us/en (or via the Workday Jobs Hub if you are a current employee). The application deadline for this position is stated on this posting.

San Francisco Residents Only: We will consider qualified applicants with arrest and conviction records for employment in compliance with the San Francisco Fair Chance Ordinance

Los Angeles Residents Only: We will consider for employment all qualified applicants, including those with criminal histories, in a manner consistent with the requirements of applicable state and local laws, including the City of Los Angeles' Fair Chance Initiative for Hiring Ordinance

Search Firm Representatives Please Read Carefully
Merck & Co., Inc., Rahway, NJ, USA, also known as Merck Sharp & Dohme LLC, Rahway, NJ, USA, does not accept unsolicited assistance from search firms for employment opportunities. All CVs / resumes submitted by search firms to any employee at our company without a valid written search agreement in place for this position will be deemed the sole property of our company. No fee will be paid in the event a candidate is hired by our company as a result of an agency referral where no pre-existing agreement is in place. Where agency agreements are in place, introductions are position specific. Please, no phone calls or emails.

Employee Status:
Regular

Relocation:
No relocation

VISA Sponsorship:
No

Travel Requirements:
50%

Flexible Work Arrangements:
Remote

Shift:
Not Indicated

Valid Driving License:
No

Hazardous Material(s):
N/A

Job Posting End Date:
03/13/2026
*A job posting is effective until 11:59:59PM on the day BEFORE the listed job posting end date. Please ensure you apply to a job posting no later than the day BEFORE the job posting end date.

Requisition ID:R386593