e-source - VP, Sales Management & Operations

• Sales Process & Pipeline Rigor • Own the end-to-end sales process for the Grid & Ops and Customer Solutions MUs, and enforce it consistently across every account team. • Set and enforce pipeline hygiene standards, including stage definitions, qualification criteria, next-step discipline, and accurate close dates, so the pipeline reflects reality. • Run the pipeline-review cadence: deal reviews, bid/no-bid meetings, and sales forecast calls that leadership can trust. • Build the metrics and reporting that give the CCO and MU sales leaders clear visibility into pipeline health, sales activity, and deal momentum. • Operate as a peer to the MU sales leaders, creating a single, consistent sales operating model across both units. • Account-Based Sales Management • Install account-based sales management rigor: named-account plans, whitespace mapping, relationship maps, and clear ownership across the MU account teams. • Drive the cadence of sales calls and follow-ups by the MU sales and account teams, making sure every active opportunity has a scheduled next step and that it actually happens. • Drive capture rate and expansion within the existing book of business, and support penetration into new utility buyers and segments. • Direct pursuit and follow-up activity on major opportunities, holding account teams accountable for advancing deals through each stage. • Prioritize accounts and allocate selling effort across the MUs based on pipeline value, win probability, and strategic fit. • CRM / Salesforce & Sales Operations • Own CRM/Salesforce as the system of record: data quality, required fields, stage gates, and the field workflows that keep the pipeline clean. • Own the forecasting and pipeline-management cadence in Salesforce — accurate, repeatable, and trusted by the CCO and MU leaders. • Build the Salesforce dashboards and reports that track sales activity, follow-up compliance, and deal progression for each MU and account team. • Define lead-routing, hand-off, and follow-up rules in the CRM so demand-gen leads are worked promptly and nothing falls through the cracks. • Identify and close sources of revenue leakage across the sales motion, from qualification through close and hand-off. • Direct the Salesforce administrator on CRM configuration, hygiene, and reporting needed to support a healthy field motion. • Demand Generation & In-Market Execution • Drive the in-market actions tied to demand generation: own how solution and marketing campaign demand is distributed and communicated to clients to generate leads and grow pipeline. • Translate each campaign into specific client outreach: who gets contacted, by which account team, with what message, and on what timeline. • Track campaign-sourced leads through to pipeline, following up on deals in motion and holding the MU account teams accountable for working them. • Close the loop with marketing and solution leads on which campaigns convert, so demand-gen spend is aimed at the segments and offers that produce pipeline. • You’re likely a great fit if you: • Have led and managed sales teams — building the process, the rigor, and the accountability — not carrying a personal quota. • Run pipeline reviews and deal qualification with discipline, and hold teams to it. • Know Salesforce well enough to own pipeline hygiene, reporting, and field workflows. • Drive account-based sales management across multiple teams, with strong influence and clear prioritization. • Turn marketing and solution demand generation into client outreach and follow-through that produces pipeline. • Set clear sales process and structure without slowing the team down. • Communicate clearly, hold sellers accountable, and earn the trust of senior commercial leaders. • And even better if you: • Have experience leading sales across a mix of consulting, subscription, and software-as-a-service (SaaS) offerings. • Have a background working in or alongside professional services, research, or business-to-business (B2B) advisory businesses. • Are familiar with utilities, energy, or other regulated industries (not required). • Have experience standing up or rebuilding a centralized sales enablement or sales operations function. • Have led sales talent through periods of growth, integration, or transformation. • Professional Attributes • Disciplined operator who installs sales process and enforces it without slowing teams down. • Establishes credibility quickly with senior commercial leaders and account teams. • Analytical approach to pipeline, account prioritization, and resource allocation. • Operates as a peer to the MU sales leaders, enforcing shared process without competing for control. • Operates with accuracy and integrity in everything sales-related: forecasts, commitments, and CRM data. • Experience and Skills to Qualify Include: • At least 10 years in sales leadership, managing and developing sales teams rather than carrying an individual quota. • Demonstrated experience installing and enforcing sales process and account-based sales management rigor across multiple teams. • Proven track record running forecasting, pipeline reviews, pipeline hygiene, and deal qualification at a leadership level. • Hands-on ownership of Salesforce (or comparable CRM) as the system of record: pipeline hygiene, stage gates, reporting, lead routing, and field workflows. • Experience selling or leading sales across consulting, subscription, and SaaS motions. • Track record turning marketing and solution demand generation into client outreach, lead flow, and pipeline growth. • Bachelor’s degree preferred.