Vice President, Pathfinder Adoption

Position Title: Vice President, Pathfinder Adoption

Department: AVANT Sales Strategy

Reporting To: Senior Vice President of Sales Strategy + Vendor Strategy

Location: Remote USA - Chicago or Dallas preferred

Purpose of the Position:

The Vice President of Pathfinder Adoption is responsible for driving enterprise-wide adoption, utilization, and evangelism of Pathfinder (PF) across internal sales teams, and the Trusted Advisor (TA) and Vendor ecosystem. This role sits at the intersection of strategy, execution, enablement, and product, influenced by PF adoption outcomes, while serving as the primary voice of Sales and TAs back to Product and Development.

This leader defines and executes the overall Pathfinder adoption strategy, ensures measurable utilization and ROI, and acts as the executive evangelist for PF both internally and externally. The role blends strategic leadership, training, and enablement, ownership, stakeholder influence, and strong executive presence.

Essential Functions:

Strategy, Adoption & Executive Leadership

• Own the overall Pathfinder adoption strategy, goals, and success metrics across all business units.
• Establish clear adoption KPIs, utilization benchmarks, and reporting cadences to track impact and progress.
• Lead cross-functional collaboration with Sales, Product, Marketing, Training, and Trusted Advisor leadership to ensure alignment and execution.
• Act as the primary “Voice of Sales and TAs” back to the Product and Development teams.
• Co-facilitate the Pathfinder Syndicate (Advisory Board) to gather insights, validate strategy, and guide evolution.
• Lead PF internal sales training including new hire onboarding and annual certification process
• Aligns and attends RVP meetings regularly
• Own budget accountability related to Pathfinder adoption, training, incentives, and travel & engagement.
• Influence prioritization and resourcing decisions related to PF adoption across the organization.
• Ensure consistent, scalable processes, documentation, and enablement assets (playbooks, slide decks, demos).

Pathfinder Evangelism (Internal & External)

• Serve as the primary Pathfinder evangelist internally and externally, including executive-level presentations, events, and industry engagements.
• Represent Pathfinder at major meetings, conferences, and partner events with strong stage presence and credibility
• Partner with Marketing and Product Marketing to ensure PF messaging, positioning, and storytelling are consistent, compelling, and outcome-focused.

Trusted Advisor (TA) + Vendor Adoption

• Define and maintain the TA Pathfinder Playbook and TA-specific PF Certification program.
• Lead and execute TA-focused adoption initiatives, including:

+Existing and new feature positioning and training

+Pathfinder pitch contests.

+Pathfinder demos for new TAs and major industry events.

• Ensure Pathfinder is fully integrated into TA onboarding and enablement workflows.
• Own and manage the external TA Pathfinder adoption incentive budget.
• Educate and train vendors on Pathfinder Engage

Qualification Highlights:

• Proven executive leadership experience driving the adoption of SaaS platforms, tools, or enterprise solutions.
• Strong strategic thinking paired with hands-on execution capability.
• Exceptional executive communication, presentation, and stakeholder influence skills.
• Ability to command credibility with Sales leadership, TAs, Product teams, and external partners.
• Experience designing and leading training, certification, and enablement programs at scale.
• Data-driven mindset with comfort owning metrics, reporting, and performance outcomes.
• High visibility, high-energy leadership style with strong stage presence.

Requirements & Experience:

• 10+ years of experience in SaaS, Sales, Sales Enablement, Product Adoption, Revenue Operations, Product Marketing or related leadership roles.
• Demonstrated success leading cross-functional initiatives across Sales, Product, and Partner ecosystems.
• Experience working with or supporting channel, partner, or advisor-led sales models strongly preferred.
• Background in platforms, or complex sales technology environments preferred.
• Willingness to travel for internal leadership meetings, training, and external events.

Benefits

• Medical Insurance
• Dental Insurance
• Vision Insurance
• Commuter Benefits
• 401K Match
• Unlimited PTO
• Generous Parental Leave

The information contained in this job description is intended to convey information about the essential functions and requirements of the position. It is not an exhaustive list of the skills, efforts, duties, responsibilities, or working conditions associated with the opportunity. In addition, the employee should be able to communicate effectively and constructively with management, peers, and coworkers.