Company
Our client is a premier environmental testing and consulting firm dedicated to supporting both public and private sectors with comprehensive air emissions testing and environmental compliance solutions.
Already a growing, profitable business, the Company partnered with a private equity fund in December 2024 with the goal of scaling the business to be one of the largest national providers of air emissions testing, compliance, and consulting services in the US. This will include new products and services, geographic expansion, and a mix of organic growth and acquisitions.
As part of its growth plan, the Company is making significant investments in its go-to-market and sales capabilities and looking for a high-performing executive to lead the charge.
Position Objective
We are seeking a motivated Head of Sales with a track record of successfully delivering profitable revenue growth at PE-sponsored, industrial services businesses. Reporting to the CEO, this role will have responsibility for GTM strategy and execution; building a scalable, high-performing sales organization; implementing process, structure, data and metrics; and hands-on management of the sales organization.
Key Responsibilities
- GTM Strategy: Formulate and execute a comprehensive GTM strategy that supports the Company's growth goals, including an integrated testing, compliance, and consulting services offering; product, service, and geographic expansion; existing account growth; and new logo acquisition
- Sales Model: Implement a highly effective, scalable sales model, including the structure, resources, processes, pipeline management, sales playbooks, tools / technology, compensation plans, etc. This role will need to iterate on sales team structure and processes as additional locations and headcount are integrated through organic growth and acquisitions
- Sales Team Leadership: Recruit, lead, coach, and hold accountable a high-performing sales team that consistently meets or exceeds its sales quotas
- Sales Performance Data & Analysis: Use data, metrics, and appropriate tools (e.g., recently implemented SFDC) to monitor and proactively manage the sales pipeline and team. Regularly provide data-driven updates to key stakeholders – CEO, leadership team, Incline Equity – to inform strategy and decision-making
- Account management: Improve and standardize the Company's account management approach, collaborating with the service delivery teams who work closely with our clients and serve in an account management capacity
- New Growth Opportunities: Identify, evaluate, and prioritize growth opportunities in the relevant markets and develop strategies to capture those opportunities in partnership with leadership, operations, etc.
- Cross-Functional Collaboration: Collaborate with CEO and leadership team, operations, product development, and others to achieve growth and broader business goals
- Budget Management: Manage and allocate resources efficiently within the commercial team, ensuring ROI and budget adherence
- External Presence: Support strategic new logo acquisition and existing account growth as needed by representing the Company externally alongside sales and service delivery teams. Build strong relationships with partners and industry stakeholders to advance the Company's brand and interests
Qualifications
- 10+ years in relevant commercial leadership role(s) with proven success in building and scaling sales organizations at high-growth industrial and / or B2B services companies
- Experience in mid-market businesses with revenues between $50-200M with similar target customers as the Company (mid-sized and large businesses producing air emissions, e.g., manufacturers, oil & gas companies, utilities)
- Proven ability to professionalize a sales organization and implement key elements for salesforce effectiveness – segmentation / targeting, prioritization, pipeline management, sales playbooks, sales management, compensation structures, etc.
- Ideal candidate will have experience incorporating new products / services, geographic territories, and customers resulting from acquisitions
- Structured, process- and data-driven approach to building and managing a sales organization
- Executive leadership and team management skills
- Executive presence, exceptional communication, negotiation, and relationship-building skills
- Proficiency with CRM software and sales analytics tools
- Results-oriented, adaptable, and comfortable in a fast-paced environment
- Ideal candidate will be familiar with a field services business model
- Proven ability to be a strategic thought partner to the board and ELT and able to articulate a vision for the function and future growth
- Experience working with a private equity-sponsor is strongly preferred
- Bachelor's degree required; Master's degree a bonus
Outcomes
- Implement all of the essential infrastructure for an effective and scalable sales organization as part of the business’s plan to triple revenue over the next 3-5 years, e.g., targeting and segmentation, pipeline management, consistent sales processes / playbooks, data and KPIs, consistent sales management cadence, etc.
- Design and implement a unified GTM strategy across stack testing and consulting services (e.g., align leaders to segmentation, messaging, and cross-selling)
- Deliver profitable, organic revenue growth of through a combination of winning new customers and growing existing accounts
- Build a high-performing, accountable commercial team with highly effective sales professionals, sales managers, and support
Required Competencies
- Structured, data-driven, strategic thinking
- Hands-on approach to management and the implementation of sales infrastructure
- Comfort with ambiguity
- Sense of urgency in a PE-backed, high-growth environment
- Proven ability to develop and lead a culture of accountability
- High emotional EQ
Compensation and Location
- Role is based on site in Elmhurst 4 days per week with travel in the US to coach the sales team, build relationships with customers, etc.
- Compensation will be competitive and commensurate with experience, including a base salary, annual performance bonus, and long-term incentive equity
