Director, GPO Strategy & Commercial Partnerships

🚀 About Fluent Software Group

Fluent Software Group is part of Valsoft Corporation’s family of operating groups—a global leader in acquiring and growing vertical market software companies. We focus on specialized industries where deep expertise truly makes the difference.

At Fluent, we give founders and their teams a forever home—preserving their culture and momentum while unlocking new resources, technology, and proven operational playbooks that fuel sustainable, long-term growth.

About the Company

This role will sit within one of Fluent’s investment portfolios and work closely with senior leadership to build and scale a new, verticalized group purchasing organization (GPO). The initial focus will be on a core vertical we already serve, with the explicit goal of expanding the playbook across Fluent over time.

The Opportunity: Director, GPO Strategy & Commercial Partnerships

We’re looking for a commercially minded operator with deep procurement and negotiation experience to build and scale a verticalized Group Purchasing Organization (GPO) designed explicitly around a Fluent subcompany's customers as the purchasing members. This is a rare opportunity to design a high-impact commercial engine that aggregates the spend of 20,000+ DemandBridge customers, negotiates best-in-class vendor agreements on their behalf, and delivers meaningful margin expansion and value across a growing global customer base and their key suppliers.

This role blends strategy, negotiation, analytics, and execution, and offers a clear path to senior leadership.

What You’ll Own

Build & Scale the GPO Model for the Company's Customers

• Identify high-spend vendors ripe for member spend aggregation and negotiation

• Identify the ideal customer and assess the need/willingness to participate and save

• Design and launch a scalable, two-sided commercial model that aligns member adoption with vendor ROI

Vendor Negotiation & Commercial Leadership

• Lead vendor contract negotiations, pricing models, and volume-based agreements

• Own commercial and legal pricing discussions with confidence

• Balance savings, vendor economics, and Fluent margin to create a sustainable growth engine

• Partner with legal and finance to optimize contracts and velocity of onboarding

Analytics, Reporting & Execution

• Build pricing, rebate, and incentive structures that align member adoption with vendor ROI

• Build and deliver vendor and customer spend reports

• Partner with legal and finance to design systems that support the programs

• Develop ongoing reporting to track savings, performance, and growth

Stakeholder & Customer Engagement

• Work closely with Managing Directors, Customer Success teams, and leadership

• Leverage existing customer relationships for Business Development efforts

• Influence across the organization without direct authority

What Success Looks Like (First 6-12 Months)

• Launch a fully operational GPO in one core vertical with 3–5 anchor vendor agreements

• Aggregate meaningful member spend with measurable savings and/or rebate impact

• Prove a repeatable commercial playbook that can be scaled across additional verticals

• Establish trusted relationships with senior vendor stakeholders and internal MDs

• Build the foundation for a future team and expanded mandate

• Demonstrate a clear path to scaling the GPO model across additional Fluent verticals

Who You Are

Qualifications

• 5–10+ years of experience in Sales, procurement, and commercial negotiations

• Strong understanding of GPOs and how value is created

• Strong network across national or multi-regional vendors and experience engaging senior commercial decision-makers

• Strong experience in designing and implementing pricing models

• Proven track record negotiating complex vendor contracts

• Strong Excel and financial analysis skills

• Comfortable operating in ambiguity and building from zero

Mindset & Traits

• Builder mindset—you’ve created programs, not just operated them

• Commercially aggressive but long-term oriented

• Comfortable being the first, not the tenth

• Hungry to win, humble enough to learn, and pragmatic in execution

• Energized by ambiguity, blank pages, and pushing through resistance

• Personally accountable for outcomes, not just activity

• Comfortable hearing “no” and turning it into momentum

Nice-to-Haves

• Direct experience working within a GPO

• Experience scaling sales, procurement or vendor programs globally

• Background combining procurement and sales/commercial responsibilities

Why Fluent?

• High Autonomy, High Impact: Build and own a core growth engine from Day 1

• Serious Career Upside: Clear path to Managing Director and team build-out

• Entrepreneurial Energy: Build something new, not maintain the status quo

• Incentive-Driven Compensation: Strong upside tied directly to success

• Team-First Culture: Collaboration, trust, and long-term thinking

🌍 Join Us

Help us build a scalable, portfolio-wide commercial engine that creates value for customers, vendors, and the business alike. At Fluent, you won’t just execute a playbook—you’ll write it.

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