Vice President of Sales and Marketing

RHH202411

B2B Software as a Service (SAAS)

THE COMPANY

Our client is a leading energy intelligence company specializing in advanced analytics, data collection, and forecasting tools for the energy sector. Their AI-powered SaaS solutions deliver real-time and predictive insights into electricity prices, power demand, and carbon intensity. By harnessing deep learning algorithms and one of North America’s largest power market databases, they empower generators, utilities, commercial and industrial (C&I) customers, and power market traders to optimize energy usage, lower costs, and reduce carbon footprints. Since their founding in 2016, they have been driving innovation in the industry, using AI not only to enhance efficiency but to redefine how energy systems communicate, address capacity challenges, and evolve the concept of Energy Transition into Energy Expansion. With a team of 55 employees and hundreds of customers across North America, the company processes over 100 billion rows of data to support trading, industrial operations, banking, and power generation. They’ve identified billions in potential energy cost savings and aim to help reduce 2% of global CO2 emissions. Their culture fosters diversity, autonomy, and collaboration, ensuring all team members’ contributions are valued and employees can perform at their best.

THE OPPORTUNITY

This role offers a unique opportunity to drive the adoption of cutting-edge technologies that optimize energy usage, reduce costs, and lower carbon footprints—making a direct, lasting impact on the transition to a more sustainable future. The Vice President of Sales and Marketing will play a critical role in shaping the company’s growth trajectory by developing strategies and decisions that will directly impact market expansion and revenue generation. For the individual who is passionate about energy innovation, leading a team, and making a difference, this role offers an unparalleled opportunity to drive change and achieve transformative goals. This position reports to the CEO and has nine direct reports.

JOB DEFINITION

Our client seeks a highly experienced and strategic Vice President of Sales and Marketing to lead and amplify sales and marketing efforts to drive significant revenue growth. The ideal candidate will have a strong background in B2B intelligence solutions, AI-powered analytics, and SaaS platforms. This role requires leading a team while developing and executing sales and marketing strategies that align with business objectives and market opportunities.

SKILLS

Strategic Sales Leadership

Develop and implement comprehensive sales and marketing strategies to achieve revenue and growth targets.
Identify and prioritize new market opportunities and industry trends.
Collaborate with executive leadership to align sales objectives and priorities with the company’s strategic goals.
Contribute to the company’s long-term strategic planning by providing insights into market trends, customer needs, and potential areas for growth or innovation.

Market Expansion

Drive customer acquisition across target markets, including generators, utilities, C&I customers, and power market traders with near-term potential for Asia and Europe.
Establish a sales framework that supports scaling into new markets.
Expand partnerships and integrations with current and new channel partners.
Leverage existing networks and relationships to accelerate market penetration.
Gain deep insights into the challenges and opportunities in the energy industry to position SaaS solutions effectively.
Develop effective sales collateral and marketing campaigns to achieve qualified leads.
Attend industry conferences, seminars, and events to network with potential clients, partners, and thought leaders in the energy sector.

Customer Relationship Management

Establish strong long-term relationships with key clients, stakeholders, and prospective customers.
Acquire new clients while retaining existing ones by ensuring they derive maximum value from SaaS solutions, including identifying opportunities for upselling or cross-selling additional features and services.
Work with clients to tailor solutions that meet their needs.
Negotiate and close high-value contracts and agreements.
Ensure exceptional customer satisfaction and long-term client retention. (Current churn rate is <3%, and they have a high lifetime value of over 7 years)

Cross-Functional Collaboration

Provide market feedback to inform product roadmap and innovation efforts. Act as a bridge between clients and the product development team by relaying customer feedback, market demands, and suggestions for new features or improvements.

Systems, Processes, Procedure Development and Implementation

Create and implement robust, scalable, customer-focused systems, formal processes, policies, and procedures.

KPI Development and Tracking

Establish and continue to evolve key sales team performance indicators and monitor progress to drive accountability and performance improvements.
Monitor sales performance metrics and adjust strategies as necessary.

Reporting and Forecasting

Provide regular automated reports and presentations on sales performance and market feedback for senior management and forecast future sales to inform business planning.

Competitive Analysis

Continuously monitor competitors’ activities, strengths, and weaknesses to refine sales pitches.

Leadership and Management

Build, mentor, and lead a sophisticated, high-performing sales and marketing team.
Develop an effective team structure.
Implement a monthly training program and full-cycle sales training.
Establish clear performance metrics and foster a culture of accountability and excellence.
Provide ongoing training and professional development opportunities for the sales team.
Launch an innovation incubator program.

BACKGROUND EXPERIENCE

Minimum of 10 years of sales and business development leadership experience.
Preference will be given to candidates with successful experience scaling a start-up business.
Proven record of striking multi-million dollar deals in B2B intelligence solutions, AI analytics, or SaaS platforms.
Demonstrated familiarity and competency with AI tools that support job functions.
A deep understanding of power markets, energy forecasting, and regulatory environments is preferred.
Experience managing the full sales cycle from product champion to C-level.
Exceptional leadership and team-building abilities.
Excellent communication, negotiation, and presentation skills.
Willingness and availability to travel 50%.

Education

Bachelor’s degree in business, engineering, or a related field. MBA or advanced degree preferred.

If you have these qualifications and are looking for a challenging career, please submit your Resume using the button below.

Todd Hohauser

CEO & Lead Consultant

Kate Scott

Director, Executive Recruitment