VP of Operations - Commercial Growth & Platform ...

About FTE Factory AdvisorsFTE Factory Advisors partners with manufacturing and operational leaders to unlock higher performance - driving revenue growth, cost reduction, and operational excellence through hands-on, people-first execution. Our reputation is built on trust, measurable outcomes, and long-term client partnerships.As we scale nationally, we are evolving from a high-performing project-based consulting firm into a structured enterprise transformation platform. We are investing in leadership that will not only grow revenue but also strengthen its predictability, durability, and embedded presence within our client base.The OpportunityThe VP of Commercial Growth & Platform Strategy is a senior executive responsible for architecting FTE's next stage of commercial evolution.This leader will shift the firm from episodic project selling to structured, multi-phase transformation partnerships that increase client lifetime value, retention, and revenue predictability.This is not simply a revenue growth role. It is a commercial architecture role.You will own expansion performance across key accounts while institutionalizing the systems, agreements, incentives, and behaviors that make growth repeatable and durable.This role is designed for a commercial leader who:Thinks in multi-year client journeys, not single engagementsDesigns revenue structures-not just sales motionsElevates senior leaders' commercial effectivenessBuilds systems that increase enterprise valueCore MandateEvolve FTE's commercial model from project-based engagements to structured, long-term transformation partnerships that increase:Client lifetime valueRepeat revenue percentageGross and net revenue retentionSequential engagement ratesEmbedded client relationshipsRevenue under long-term master service agreementsThis role owns the structural improvement of how revenue is generated, retained, and expanded.What You'll DoCommercial Growth & Expansion LeadershipOwn firm-wide client expansion performance with direct accountability for revenue growth across priority accounts.Coach and challenge Managing Directors on long-term account strategy and expansion planningIncrease expansion revenue as a percentage of total revenueImprove the consistency of revenue attainment across senior commercial leadersDrive disciplined account planning and opportunity prioritizationPersonally engage in high-stakes deal structuring and executive-level client conversationsShift the commercial mindset from "win the next project" to "design the next chapter of a multi-year partnership."Revenue Durability & Retention StrategyDesign and institutionalize structured client roadmaps that create visibility beyond individual engagements.Ensure proposals and account plans reflect multi-stage transformation journeysIncrease conversion from initial engagements to follow-on workImprove sequential engagement ratesIncrease embedded client ratioGrow repeat revenue percentageLead quarterly Revenue Durability reviews with senior leadership and the Board, providing visibility into retention trends, expansion health, and risk exposure.Master Services Agreement (MSA) StrategyStandardize and scale Master Services Agreements to reduce commercial reset risk and deepen long-term partnerships.Increase revenue under MSAs (long-term target: 60%+)Strengthen preferred partner positioningReduce renegotiation friction between engagementsImprove commercial continuity and predictabilityRevenue Performance Dashboard OwnershipOwn firm-wide performance across:Repeat Revenue %Gross Revenue Retention (GRR)Net Revenue Retention (NRR)Sequential Engagement RateExpansion Revenue %MSA PenetrationClient Gap RiskDrive structural improvement of these metrics in partnership with the COO, who supports operational execution discipline.Commercial Behavior & Incentive AlignmentAlign compensation, expectations, and commercial rhythms with long-term transformation growth.Incent expansion revenue and retentionReinforce structured account planningAlign performance management with multi-year client developmentInstitutionalize commercial rigor without adding unnecessary bureaucracy.Platform & Digital IntegrationEnsure innovation and digital offerings are fully integrated into client transformation journeys to increase revenue density and long-term embedment.Embed digital tools within broader client partnershipsStrengthen cross-service integrationPosition FTE as a long-term enterprise transformation partnerRole BoundariesThis role owns:Revenue architectureRevenue durability metricsExpansion performanceCommercial structuringInstitutionalization of long-term client roadmapsThis role does not own:Firm P&LDelivery operationsUtilization or margin disciplineHR or FinanceFirm-wide operating cadenceThis clarity ensures focus on structural revenue improvement rather than operational management.RequirementsWhat You'll Bring10+ years of senior leadership experience in consulting, advisory, or professional servicesProven track record in increasing client lifetime value and expanding revenueExperience in institutionalizing long-term account planning modelsStrong command of retention metrics (GRR, NRR, repeat revenue, expansion rate)Experience structuring and scaling Master Service AgreementsExecutive-level coaching ability with senior revenue leadersStrong commercial judgment in deal structuring and pricing strategyFinancial fluency and comfort operating with Board-level visibilityExperience in operational transformation, Lean, or enterprise performance environments preferredBenefitsWhy Join FTE Factory AdvisorsThis is a rare opportunity to architect the commercial engine of a scaling transformation firm.You will:Redesign how revenue is structured and retainedIncrease predictability and client embedmentElevate the commercial sophistication of the firmPlay a direct role in shaping long-term enterprise valueIf you are energized by building durable growth systems, not just by closing deals, this role was built for you.

Created: 2026-04-02