Vice President, Commercial Strategy & Enterprise Deals at Willow in Seattle, WA | Kablio

Role

Description

procurement compliance

saas agreements

playbook development

enterprise modeling

pricing design

contract management

Develop expertise in government procurement rules, grants, and GASB/OMB standards.
Ensure compliance with company policies, legal standards, and public sector procurement regulations (federal, state, and local).
Structure and close multi-year SaaS agreements that balance customer value with Willow’s growth and margin objectives.
Build repeatable playbooks that align Sales, Product, and Finance around scalable commercial structures.
Model enterprise agreements for P&L impact, risk, and long-term value creation.
Represent Willow in C-suite negotiations with major universities, healthcare systems, airports, and real estate customers.
Draft, review, negotiate, and manage contracts with vendors, service providers, and public agencies.
Navigate procurement pathways specific to government and education clients (e.g., GSA schedules, state cooperative contracts, education sector vehicles, FAA compliance for aviation).
Serve as the commercial authority in strategic deals, alongside Sales and Growth leadership.
Maintain a centralized contract repository, tracking expirations, renewals, and compliance obligations.
Design pricing and packaging across our SaaS portfolio, including Software, Professional Services, AI add-ons, and maintenance.

Requirements

12+ years

financial acumen

c-suite negotiations

executive presence

contract law

saas pricing

12+ years in commercial strategy, enterprise deal-making, SaaS monetization, and contract management.
Strong financial acumen; confident modeling P&L and long-term portfolio economics.
Direct experience leading C-suite negotiations on $5M+ enterprise or public sector contracts.
Executive presence — credible across from Fortune 500 and public agency leadership.
Hands-on expertise in contract law, procurement, and public sector compliance (federal, state, local).
Deep knowledge of SaaS pricing, SKU architecture, and packaging strategies.

Benefits

Bonus: experience in education, healthcare, airports, or real estate SaaS.

Training + Development

Information not given or found

Interview process

Information not given or found

Visa Sponsorship

Information not given or found

Security clearance

Information not given or found

Company

Overview

Founded with a vision to revolutionize asset management, Willow leverages digital twin technology to create dynamic, data-driven models of physical assets.
The company focuses on optimizing the lifecycle management of assets, from design to operation, improving efficiency and reducing costs.
Willow's projects span multiple sectors, including infrastructure, transport, energy, and utilities, offering tailored solutions for each industry's needs.
The team works closely with clients to digitize assets, creating virtual representations that facilitate real-time monitoring, maintenance, and future planning.
One of the company's standout projects includes transforming large-scale infrastructure and urban assets, enabling smarter, more sustainable cities.
With a growing presence in the digital solutions space, Willow continues to innovate and shape the future of asset management technology.

Culture + Values

Complete visibility across systems, spaces, and shared infrastructure—harmonized at scale.
Clarity that creates action; uncover hidden connections and insights.
The power to predict, adapt, and prevent—anticipate and respond before issues occur.
Seamless integration of facility data into a dynamic digital twin.
AI‑driven optimization: cut costs, energy, utilities, repair, maintenance, and labor.
Real‑time diagnostics to reduce downtime and accelerate issue resolution.
Enterprise‑grade security and global scalability via Azure, ISO 27001 and SOC 2 Type 2 certified.

Environment + Sustainability

76% Electricity

Electricity Usage Breakdown

A significant portion of electricity consumption is attributed to the built environment, highlighting a key focus area for energy reduction efforts.

7% Reduction

Emission Reduction Achieved

A notable decrease in carbon emissions has been achieved through the use of an advanced platform, demonstrating measurable progress in sustainability efforts.

Cut carbon emissions via monitoring energy trends and AI insights
Optimize energy, water and utilities based on occupancy and usage patterns
Track energy intensity, carbon intensity and emissions over time
Integration with Microsoft Cloud for Sustainability enables accurate emissions reporting
Connector provides real‑time insights to drive emissions‑reducing actions
Facilitates compliance with aggressive climate regulations and ESG goals

Inclusion & Diversity

Articles

Careers at Willow

Willow in the News

Willow Projects

Role

Description

procurement compliance

saas agreements

playbook development

enterprise modeling

pricing design

contract management

Develop expertise in government procurement rules, grants, and GASB/OMB standards.
Ensure compliance with company policies, legal standards, and public sector procurement regulations (federal, state, and local).
Structure and close multi-year SaaS agreements that balance customer value with Willow’s growth and margin objectives.
Build repeatable playbooks that align Sales, Product, and Finance around scalable commercial structures.
Model enterprise agreements for P&L impact, risk, and long-term value creation.
Represent Willow in C-suite negotiations with major universities, healthcare systems, airports, and real estate customers.
Draft, review, negotiate, and manage contracts with vendors, service providers, and public agencies.
Navigate procurement pathways specific to government and education clients (e.g., GSA schedules, state cooperative contracts, education sector vehicles, FAA compliance for aviation).
Serve as the commercial authority in strategic deals, alongside Sales and Growth leadership.
Maintain a centralized contract repository, tracking expirations, renewals, and compliance obligations.
Design pricing and packaging across our SaaS portfolio, including Software, Professional Services, AI add-ons, and maintenance.

Requirements

12+ years

financial acumen

c-suite negotiations

executive presence

contract law

saas pricing

12+ years in commercial strategy, enterprise deal-making, SaaS monetization, and contract management.
Strong financial acumen; confident modeling P&L and long-term portfolio economics.
Direct experience leading C-suite negotiations on $5M+ enterprise or public sector contracts.
Executive presence — credible across from Fortune 500 and public agency leadership.
Hands-on expertise in contract law, procurement, and public sector compliance (federal, state, local).
Deep knowledge of SaaS pricing, SKU architecture, and packaging strategies.

Benefits

Bonus: experience in education, healthcare, airports, or real estate SaaS.

Training + Development

Information not given or found

Interview process

Information not given or found

Visa Sponsorship

Information not given or found

Security clearance

Information not given or found

Company

Overview

Founded with a vision to revolutionize asset management, Willow leverages digital twin technology to create dynamic, data-driven models of physical assets.
The company focuses on optimizing the lifecycle management of assets, from design to operation, improving efficiency and reducing costs.
Willow's projects span multiple sectors, including infrastructure, transport, energy, and utilities, offering tailored solutions for each industry's needs.
The team works closely with clients to digitize assets, creating virtual representations that facilitate real-time monitoring, maintenance, and future planning.
One of the company's standout projects includes transforming large-scale infrastructure and urban assets, enabling smarter, more sustainable cities.
With a growing presence in the digital solutions space, Willow continues to innovate and shape the future of asset management technology.

Culture + Values

Complete visibility across systems, spaces, and shared infrastructure—harmonized at scale.
Clarity that creates action; uncover hidden connections and insights.
The power to predict, adapt, and prevent—anticipate and respond before issues occur.
Seamless integration of facility data into a dynamic digital twin.
AI‑driven optimization: cut costs, energy, utilities, repair, maintenance, and labor.
Real‑time diagnostics to reduce downtime and accelerate issue resolution.
Enterprise‑grade security and global scalability via Azure, ISO 27001 and SOC 2 Type 2 certified.

Environment + Sustainability

76% Electricity

Electricity Usage Breakdown

A significant portion of electricity consumption is attributed to the built environment, highlighting a key focus area for energy reduction efforts.

7% Reduction

Emission Reduction Achieved

A notable decrease in carbon emissions has been achieved through the use of an advanced platform, demonstrating measurable progress in sustainability efforts.

Cut carbon emissions via monitoring energy trends and AI insights
Optimize energy, water and utilities based on occupancy and usage patterns
Track energy intensity, carbon intensity and emissions over time
Integration with Microsoft Cloud for Sustainability enables accurate emissions reporting
Connector provides real‑time insights to drive emissions‑reducing actions
Facilitates compliance with aggressive climate regulations and ESG goals

Inclusion & Diversity

Articles

Careers at Willow

Willow in the News

Willow Projects