VP of Sales and Partnerships

About David Energy

David Energy is creating a new kind of power company. Traditional Retail Electricity Providers (REPs) are outdated, opaque, and painful for customers to engage with. We use software to monitor our customers’ real-time energy usage, and we aggregate and analyze that data to maximize the value they get from their energy assets – batteries, EVs, HVAC systems and other distributed energy resources (DERs) via participation in energy markets. Our mission is to give energy customers greater transparency and control while creating a cheaper, cleaner, more reliable electricity grid.

About the Role

We are looking to bring onboard a VP of Sales & Partnerships to drive the strategy and execution of our go-to-market (GTM) engine and help lead David Energy through the next phase of growth. Our ideal candidate is a B2B-sales oriented growth leader that can design, build, and run the GTM org in a fast growing, first-of-its-kind business that is re-defining the power sector.

As VP of Sales & Partnerships, you will report directly to our CEO and grow the business hand in hand with him. You will be responsible for developing and executing on the vision set by the CEO, driving a culture of excellence in the growth org, and meeting and exceeding all revenue goals in the B2B business line.

Day to day, you will be responsible for overseeing GTM strategy, sales, sales ops, and partnerships. To be successful in this role you will need to obsessively understand the customer and how they buy and engage with our product; roll up your sleeves to implement new sales strategies and tactics; deeply engage with the math and operations behind the business; successfully navigate the trade offs between growth and profitability; and be a recruiting machine.

Prior experience in electricity markets is not required. However, we are looking for candidates with a demonstrated track record in software businesses in complex industries who are deeply passionate about accelerating the transition to a renewable and robust power grid of the future.

Responsibilities

• B2B GTM Strategy: Partner with the CEO to design and implement new GTM strategies across the marketing, sales, and partnership channels. 

• B2B GTM Execution: Manage and execute against the GTM strategy in order to hit and exceed all goals set for the growth org. Deliver an ambitious but predictable marketing and sales forecast to the CEO and COO on a weekly, monthly, and quarterly basis.

• Sales Recruitment: Design an efficient org structure for the SDR and AE functions across geographies. Recruit, train, and retain top talent.

• Sales Process: Build and refine a repeatable sales playbook from lead gen to close. Help close the most important logos.

• Sales ops + analytics: Own and refine tooling, ops, and data infrastructure to enable the sales org. Obsessively use data and analysis to manage the revenue funnel and execute against growth targets

• Account management process: Build out a repeatable process for up-selling, cross-selling, and expanding existing logos

• Partnerships and BD: Explore building a referral program with current B2B customers and any other high-ROI BD strategies (e.g. retail energy brokers)

• Infrastructure and tooling: Partner with our COO to build the infrastructure to mature our revenue data collection and forecasting capabilities

• Partner with Marketing: Deeply partner with marketing to increase qualified leads for our sales-driven motion, from developing our content engine in B2B to exploring other demand gen strategies based on our target ICP

• Partner cross-functionally: Partner with Product, Customer success, and Operations to drive the overall growth strategy

Our Ideal Candidate

• 10+ years of work experience, with at least 4 years of second-line management experience

• Demonstrated track record of leading Sales teams to deliver on ambitious growth and revenue targets at best-in-class software companies

• Demonstrated track record of deep partnership with bd teams and guiding bd strategy, with actual leading bd teams a nice to have

• Demonstrated track record of deep partnership with marketing teams and guiding marketing strategy

• Experience working with or directly leading account management teams up-selling and cross-selling existing logos

• Has the scrappiness to manage individual contributors on Day 1, but the experience to build and lead a highly accountable team of multiple front-line managers and 30+ individuals

• Demonstrated experience growing top line revenue by 10x post finding product-market fit

• Strong process-orientation: a focus on building repeatable, scalable processes from playbooks, objection handling, to building top of funnel

• Emphasis on making data-driven decisions and an ability to drive building infrastructure to track metrics that are not already available

• Outstanding written, oral and organizational ability

• Experience closing deals with a variety of sales cycles and deal sizes, from deals with 1-month sales cycles and ~$10-20k ACVs to deals with 3-month sales cycles and $100k+ ACVs

• Prior experience in electricity markets and consumer is a bonus but not required

Benefits

• Base salary range of $200,000–$250,000 base with 100% incentive compensation bonus, plus equity

• Group medical and dental insurance

• Flexible vacation/PTO policy

• 401k

• Hybrid office culture, with team members remote and working from our offices in NYC