(Remote) Vice President Sales and Marketing
About the role
The VP of Sales & Marketing is a senior leadership position reporting directly to the Executive Vice President of Advanced. This role sits on the executive leadership team and operates as a peer to leaders across Customer Support, Research & Development, and Professional Services. The VP will engage regularly with Harris leadership for strategic and business operations engagements.
Responsibilities
Own and deliver the annual sales bookings target of $12M, comprising approximately 2/3 install base expansion and upgrades and 1/3 new customer acquisition.
Lead, coach, enable, and develop the team to deliver results, without competing with the sales team for deals.
Lead weekly forecast reviews and maintain rigorous Salesforce CRM hygiene and reporting discipline.
Develop and execute territory and account strategies that balance installed base health with new logo growth.
Support the sales team in key closing activities, executive relationships, and deal strategy.
Recruit, hire, onboard, coach, and retain top-performing enterprise software sales professionals.
Build and sustain a high-performance sales culture rooted in accountability, continuous improvement, and winning behaviors.
Coach the team on the MEDDICC sales framework, ensuring consistent and disciplined application across all active opportunities.
Identify performance gaps early and respond with structured coaching plans, training, and resources.
Oversee the two-person marketing team to develop and execute targeted marketing campaigns, a robust event and tradeshow schedule, sales collateral, and guerrilla marketing programs appropriate to the municipal utility vertical.
Align marketing activity closely to pipeline and revenue goals, ensuring marketing output directly supports the sales team's prospecting, nurturing, and closing activities.
Leverage digital, event, and content-based tactics suited to a niche B2B enterprise software market.
Own the sales and marketing budget, managing spend with discipline and accountability.
Deliver accurate, credible revenue forecasts to executive leadership and portfolio stakeholders on a regular cadence.
Manage sales compensation plan administration in coordination with finance and HR.
Champion a culture of curiosity and innovation around technology within the sales and marketing team.
Experience selling into the municipal utility or public sector software market.
Familiarity with CIS platforms or other utility-specific enterprise software.
Requirements
5+ years of progressive enterprise software sales experience, with at least 3 years in a sales leadership role managing a team.
Demonstrated success delivering results through your team.
MEDDICC sales framework expertise - you have trained and coached teams on MEDDICC and use it as your operating language, or fluency with other Strategic Selling methodologies for scalable effective enterprise sales.
Proven experience owning and delivering annual bookings targets in the $10M-$20M range.
Strong Salesforce CRM proficiency - you manage the business through data and expect your team to do the same.
Experience managing both install base growth and new customer acquisition motions simultaneously.
Demonstrated ability to build, coach, and retain high-performing sales teams in competitive markets.
Forecasting and budget management experience with a track record of accuracy and accountability.
Experience overseeing or collaborating closely on marketing programs, including campaign development, collateral creation, and event or guerrilla marketing tactics.
Demonstrated fluency with AI tools (e.g., ChatGPT, Copilot, Gong, AI-assisted CRM features, or similar) with a clear point of view on how AI improves sales and marketing performance.
Ability to perform 50% +/- travel required.
Qualifications
This remote role welcomes candidates anywhere in Canada and the US. Travel is required as needed, approximately 50%. Candidates must hold a current, valid passport and be legally eligible to travel internationally. Preference will be given to candidates who can work in EST or CST timezone.
Skills
Enterprise software sales experience.
Sales leadership and coaching skills.
Strategic planning and execution.
Marketing campaign development and execution.
AI tool proficiency.
Benefits
3 weeks' vacation and 5 personal days
Comprehensive Medical, Dental, and Vision benefits starting from your first day of employment
Employee stock ownership and RRSP/401k matching programs
Lifestyle rewards
Remote work and more!
Pay
$125K OTE - $240K - $250K incl base
Schedule
Remote work