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VP Sales

CoLab Software

CoLab Software

Sales & Business Development
St. John's, NL, Canada
Posted on Friday, September 22, 2023
At CoLab, we help mechanical engineering teams bring life-changing products to market years sooner. Our product, CoLab, is the world’s first Design Engagement System (DES) - a category defining product that Engineering teams use to engage in meaningful, productive design conversations, catch preventable mistakes, and get to market faster. Our customers include the largest engineering organizations in the world such as Ford, Johnson Controls, Komatsu, and Polaris in the industrial equipment, consumer products, automotive, aerospace & defense, and shipbuilding industries.
The ideal candidate for the VP Sales position is a hyper-driven player/coach who is exceptional at inspection, building rigor and trust, and solving problems to hit ambitious targets. The ideal candidate isn’t afraid to jump on an intro call, or step into an enterprise negotiation. You are passionate about evangelizing new technical products and have demonstrated experience creating consultative and challenger selling strategies for 6-figure land and expand and enterprise sales motions. In this role, you will lead and coach current team members to achieve and exceed their targets, and work collaboratively with cross-functional teams. You welcome feedback from your SLT, and love working together to solve tough challenges. You approach work with a positive, curious, and solution-focused attitude and have a strong desire to win. “Kindness & Respect”, “One Team One Mission”, and “Better Everyday” are values you live and breathe each day. This role is for someone who is elite at switching  between high-level strategic thinking and hands-on action while managing a large scope of responsibility. If you love the battle of an ambiguous and challenging early stage startup environment and want to fundamentally change the world we live in - this might just be your next role!
What you’ll do: 
  • Recruit, develop, and retain top talent providing effective sales coaching, career development, and performance management. This includes building a team of Account Executives, Account Managers, and Sales Engineers.
  • Be a hands-on leader who is excited to get in the trenches to win deals. You will evangelize the product in front of prospects and support closing larger deals with the sales team.
  • Drive expansion and build a proper enterprise motion. Expand sales within existing customers by identifying new upsell / cross-sell opportunities.
  • Heavily inspect every element of the sales process and pipeline, and drive daily improvements.
  • Report performance, pipeline movement, and forecasting to the SLT on a daily/weekly basis. 
  • Report performance, pipeline movement, and forecasting to board on a monthly/quarterly basis
  • Work closely with Revenue Operations to define and implement operational metrics and KPIs that measure, optimize, and continually improve efficiency and effectiveness of sales programs, tactics, and strategy. 
  • Set realistic quarterly and yearly sales targets and take responsibility for revenue forecasting. 
  • Own the revenue playbook, build resources for it and train the team to become experts in our sales motion. 
  • Collaborate with SLT team members to set sales targets, drive corporate strategy, create OKRs, define business priorities, and solve difficult problems.
  • Analyze and report on business metrics to ensure growth and profitability, trend identification, and team needs.
  • Monitor customer, market, and competitor activity and share feedback to SLT and other company functions.
  • Experiment with sales strategies to increase our annual recurring revenue and improve sales efficiency.
  • Collaborate cross-functionally with Marketing, Customer Success, and Product to maximize team success - from campaigns and content to informing the product roadmap to meet sales needs.
What you’ll need: 
  • Experience scaling a high-growth B2B software organization from early stages to +$20M ARR.
  • SaaS/cloud selling experience into highly technical buyers within organizations. 
  • Experience leading sales methods in an undefined product category that requires education and coaching to close and where the most common objection to purchase is status quo. 
  • 7+ years experience in sales leadership and handling yearly team quotas of $10M+ New ARR. 
  • Proven track record of recruiting, hiring, and scaling world class sales teams that includes AEs, AMs, and Sales Engineers.
  • Proven track record of closing annual contracts across customer segments and sizes (including experience closing annual contracts of at least $100k/year).
  • Experience working in a remote environment is considered an asset.
Who you are:
 
  • A strategic and enthusiastic do-er that has the ability to contribute to a holistic go-to-market strategy and execute on it, quickly iterating on process improvements to deliver a repeatable sales model and consistent results.
  • An inspiring and compassionate leader with a competitive spirit - you’re not afraid of putting in the hard work to make things happen. 
  • An inspection expert who is able to deeply understand the sales pipeline and implement daily change.
  • Ability to operate in a high growth environment with a deep understanding of SaaS business models focused on driving growth, NRR and ACV up, while maintaining competitive CAC payback periods, sales cycles and pipeline conversion rates.
  • An excellent communicator who can take complex technical topics and simplify them for others. 
  • A process driven but strategic thinker who is able to take action to win deals quickly.
  • Ability to dive into the weeds and become an expert on any complex topic. 
  • A well-developed equity lens: you have an eye for inclusivity and don’t just accept equitable practices, you model and advocate for them on your teams and in your work.
The extra details:
 
  • Compensation: This is a full-time, permanent position with an attractive compensation package that includes an executive stock options package.
  • Canada Benefits: This role offers an extended health and benefits package that includes unlimited paid vacation and RRSP matching.
  • USA Benefits: This role offers health and dental insurance (covered at 100% for the employee) and unlimited PTO.
  • Remote/Hybrid Work: Our main office location is in St. John’s, NL where we offer hybrid and remote opportunities. This role has the flexibility to work from anywhere within Canada or the USA. If you’re not in NL, you’ll be required to visit us in the office once per quarter.