VP​/Head of Sales

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.

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.

• 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

• 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
• E…