VP / Head of Section, Sales & Customer Success

DNV · Detroit, MI · 2 days ago

On-siteBusiness Development$175k–$250k/yrFull-time

About the role

The VP/Head of Section, Sales & Customer Success directs the commercial Go-To-Market (GTM) motion for Platform Services direct sales, customer success, sales enablement, and pre-sales solution architecture. You drive this motion in partnership with the Head of Product, who sets the integrated roadmap, packaging, and pricing, and the Head of Enterprise AI, who develops the AI capability. You are accountable for driving high double-digit SaaS revenue growth, closing the deals, retaining the customers, and powering the renewal-and-expansion engine. This is a build role as much as an operating role. You will transition relationship-led growth into a repeatable, highly instrumented commercial engine, holding the line on MEDDPICC qualification discipline.

About Energy Systems

We help customers navigate the complex transition to a decarbonized and more sustainable energy future. We do this by assuring that energy systems work safely and effectively, using solutions that are increasingly digital. We also help industries and governments to navigate the many complex, interrelated transitions taking place globally and regionally, in the energy industry.

What You'll Do

Revenue accountability and anchor account expansion
Accountable for external SaaS revenue, the direct sales motion, customer success, and the renewal/expansion engine across the entire portfolio.
Retain and expand a concentrated portfolio of Tier-1 investor-owned utility anchor accounts.
Convert fast-growing accounts into multi-year platform commitments.
Drive the renewal motion including structured renewal preparation, executive sponsorship of anchor renewals, and disciplined hand-offs between Customer Success and Sales.
AI tier launch and commercial differentiation
Partner with Product and Enterprise AI on AI-attached revenue: Product sets packaging and pricing, AI delivers the capability, and you lead the sales motion.
Lead the commercial launch of the AI tier driving the pricing rollout, sales enablement, executive customer conversations, and attach-rate execution.
Collaborate with the Head of Product on roadmap inputs based directly on customer signals.
Commercial process and discipline
Build and instrument the digital sales process ensuring rigorous CRM hygiene, executing the MEDDPICC qualification framework, driving account-based marketing, and leading a structured win-loss program.
Establish the named-account framework (anchor, growth, and emerging accounts) with discipline on how each segment is resourced and worked.
Lead MSA strategy and contract negotiations for Tier-1 utility customers, expertly navigating the multi-year procurement cycles inherent to regulated enterprises.
Align and collaborate strategically with the broader DNV commercial organization to coordinate Go-To-Market efforts and leverage enterprise-wide account relationships.
Team leadership
Lead and integrate four commercial disciplines: Direct Sales, Customer Success, Sales Enablement, and Pre-Sales Solution Architecture.
Build and develop the commercial leadership bench, mentoring direct reports across the GTM disciplines.

What We Offer

Generous paid time off (vacation, sick days, company holidays, personal days)
Multiple Medical and Dental benefit plans to choose from, Vision benefits
Spending accounts – FSA, Dependent Care, Commuter Benefits, company-seeded HSA
Talkspace employer-paid, therapist-led, virtual care services
401(k) with company match
Company provided life insurance, short-term, and long-term disability benefits
Education reimbursement program
Flexible work schedule with hybrid opportunities
Charitable Matched Giving and Volunteer Rewards through our Impact Program
Volunteer time off (VTO) paid by the company
Career advancement opportunities

What Is Required

8+ years of B2B enterprise SaaS commercial leadership, with at least 3 years at the VP level running a GTM function of $20M+ ARR.
Accountable for a SaaS revenue line of $20M+ ARR with demonstrated multi-year growth as the named, accountable leader.
Reference-checkable.
Has run a multi-disciplinary commercial organization (Sales, Customer Success, Sales Enablement, Pre-Sales) as four distinct, integrated disciplines not as a single sales team.
Demonstrated track record of building (not just operating) a digital sales process, including MEDDPICC qualification and CRM discipline.
Led multi-million ACV enterprise deals through the full lifecycle, including procurement-heavy regulated buyers and multi-year MSA negotiations.
Customer Success function leadership has stood up or run a CSM organization with renewal-tied compensation.
Operate effectively across the DNV matrix partnering with peer commercial leadership across DNV business units and with Key Account Managers (KAMs) while overseeing Platform Services revenue.
Strong written and verbal English communication skills.
Willingness and ability to travel, up to 50% domestically and 2% internationally.
Must possess a valid driver’s license and be able to rent and drive a car and travel on public conveyances when required.
Able to lift up to 20 pounds; able to lift and carry up to 10 lbs. in addition to transporting one’s own luggage for multiple-day travel and push, pull, reach, bend, twist, stoop, and kneel with that which is lifted, carried or transported.

What Is Preferred

Deep background in utilities, energy, or adjacent highly regulated verticals.
Existing direct relationships at top-10 US investor-owned utilities.
Experience launching and pricing an enterprise AI capability tier.
Experience building or managing channel, implementation, or technology partner programs.
Immigration-related employment benefits, for example visa sponsorship, are not available for this position*

Pay and Benefits

DNV's compensation philosophy is base salary plus profit sharing rather than sales commission. Candidates accustomed to commission-based commercial compensation should evaluate this structure carefully against their preferences.

This role is based at our DNV office in Houston, TX; Oakland, CA; Austin, TX; Dallas, TX; Medford, MA; New York, NY; Seattle, WA; Chalfont, PA; Des Moines, IA; Detroit, MI; Madison, WI; Phoenix, AZ; Portland, OR, presenting a dynamic hybrid schedule where employees will typically spend three (3) days per week working from either a DNV office or client location/site.

For California, Washington, New York, Washington, D.C., Illinois, and Maryland: DNV provides a reasonable range of compensation for this role. The actual compensation is influenced by a wide array of factors, including but not limited to skill set, level of experience, and specific location. For the states of California, Washington, New York, Washington, D.C., Illinois, and Maryland only, the starting pay range for this role is $175,000- $250,000. DNV is a proud equal opportunity employer committed to building an inclusive and diverse workforce. All employment is decided on the basis of qualifications, merit, or business need, without regard to race, color, religion, age, sex, sexual orientation, gender identity, national origin, disability, or protected veteran status.