(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.
Skills
Enterprise software sales experience.
Leadership and coaching skills.
Strategic planning and execution.
CRM proficiency.
Marketing campaign development.
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
Salary 125K Ote 240K - 250K incl base
Schedule
Travel is required as needed, approximately 50%.