(Remote) Vice President Sales and Marketing

About the role

The VP of Sales & Marketing will lead a focused, high-performing team of four sales professionals and two marketing specialists. This is a senior leadership role reporting directly to the Executive Vice President of Advanced. The VP sits on the executive leadership team and operates as a peer to leaders across Customer Support, Research & Development and Professional Services. This leader will have regular engagement with Harris leadership for strategic and business operations engagements.

Responsibilities

• Own and deliver the annual sales bookings target of $12M, currently comprising approximately 2/3 install base expansion and upgrades and 1/3 new customer acquisition, and prepare Advanced's growth engine for renewed emphasis on new customer acquisition.

• Drive consistent pipeline development, opportunity management, and forecast accuracy across the sales team.

• 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 - without displacing the salesperson's ownership of the opportunity.

• Coach, develop, and retain top-performing enterprise software sales professionals.

• Build and sustain a high-performance sales culture rooted in accountability, continuous improvement, and winning behaviors.

• Actively 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.

• Ensure clean, complete, and actionable data in Salesforce across pipeline, accounts, contacts, and activities.

• Manage sales compensation plan administration in coordination with finance and HR.

• Demonstrate active and fluent use of AI tools to enhance personal and team productivity, and serve as a model for a "leaned in" approach to AI as a senior leader on the team.

• Identify and implement AI-assisted tools and workflows that improve prospecting, content creation, sales coaching, forecasting, and reporting.

• Champion a culture of curiosity and innovation around technology within the sales and marketing team.

Qualifications

• 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.