VP, Commercialization

About the Role

The VP, Commercialization is a critical role responsible for taking Lightning Strikes that the business identifies and prioritizes, and owning them from concept to market as the single accountable owner. You will leverage AI tools and co-worker agents to synthesize market and pricing signals, structure launch plans, and track cross-functional readiness, focusing your expertise on the judgment calls that determine whether a launch lands: positioning, pricing structure, and sequencing.

This role exists because commercialization is a new discipline at Billtrust, currently split across teams with no single owner connecting the work. You will build and lead a small tiger team that takes each Lightning Strike the business brings forward and drives it end to end in partnership with that business, setting the standard for how every future strike goes to market.

What You’ll Do

Launch Strategy & Ownership

Serve as the single accountable owner for each Lightning Strike from concept through go-to-market, setting the plan and holding the line on execution.

Own the company’s commercialization and launch playbook, including the RACI and the launch tiering model (major, significant, routine) — and make the call when a launch isn’t ready to proceed at Tier 1.

Define the offer — what it is, who it’s for, pricing, and what’s in and out of scope — using AI-assisted market and pricing analysis to pressure-test assumptions.

Build and maintain the launch calendar across all active strikes, sequencing gates and dependencies.

Other duties as assigned.

Team Leadership & Tiger Team Operations

Recruit, lead, and develop a small tiger team, including a Technical Program Manager and a Program Manager, Business & Data, who float across commercialization and the broader BIP portfolio.

Convene the right people from marketing, product, sales, and delivery for each strike, and hold them accountable to the shared plan.

Use AI-powered co-worker agents to keep program tracking, status reporting, and readiness checklists current without adding administrative overhead.

Cross-Functional Readiness & Enablement

Partner with marketing to produce launch content — one-pagers, pricing sheets, demos, and proof points — using AI tools to accelerate first drafts and iteration.

Partner with sales leadership on enablement, ensuring sellers have what they need to lead with each new offer.

Confirm delivery readiness with implementation and support teams before every launch gate.

Strategic Influence & Reporting

Define success metrics for each strike and run the post-launch checkpoint that determines what scales, what iterates, and what stops.

Build the business case for commercialization headcount and cost, and represent the function in Annual Operating Plan conversations with Finance and executive leadership.

Evolve the operating model as the discipline matures, using AI as a core lever in how the function scales.

What You’ll Bring

Required Skills:

10+ years of experience in commercialization, go-to-market strategy, or product marketing, with a track record of taking new offers from concept to launch.

Demonstrated ability to build and lead a small, cross-functional team without direct authority over every function involved.

Fluent using AI tools as a daily part of how you run launches — market and pricing synthesis, program tracking, and launch content.

Strong pricing and packaging instincts, with experience defining offer scope, tiering, and unit economics.

Experience building and operating a launch playbook with clear ownership (RACI) and tiering, and the judgment to hold back a launch that isn’t ready.

Excellent executive communication skills, with experience presenting to senior finance and strategy stakeholders and defending headcount and investment asks.

Proven program management rigor, with the ability to build and hold a launch calendar across multiple concurrent initiatives.

Preferred Skills:

Experience in B2B fintech or SaaS commercialization.

Background partnering with strategy or corporate development functions on new business lines.

Familiarity with AI-powered program management or market analysis tools.

Experience building a function from scratch, including securing budget through an annual operating plan process.