Vice President, Sales
About The Position
ChargeLab is seeking a VP of Sales to drive revenue growth across North America, with a strong emphasis on building and scaling channel partner programs. The company offers a leading product in the EV charging industry, has existing contracts with major clients, and maintains close partnerships with key EV charger manufacturers. The primary Key Performance Indicator (KPI) for this role is the growth of ChargeLab’s billings and Annual Recurring Revenue (ARR), with a secondary KPI focused on partner program expansion, aiming to increase the number of productive partners from 20 to 50 within the next year. ChargeLab provides software for managing EV chargers, serving end customers such as multi-family buildings, workplaces, gas stations, governments, and utilities. The company reaches its customers through Value-Added Resellers (VARs) and EV Charging Network Operators (CPOs), delivering end-to-end solutions that include hardware, installation, and grant support. Revenue is generated through software subscriptions (SaaS), transaction fees based on charger utilization, and carbon credits. The VP of Sales will be responsible for growing all three revenue streams by developing strategies, building programs, managing channel partners, and pursuing deals. Additionally, the role involves validating new revenue streams, starting with demand response and other utility incentives.
Requirements
- Helped a B2B startup grow from less than $5M to greater than $20M in annual revenue.
- Experience building and scaling channel sales programs across both the United States and Canada.
- Experience running a high-performing sales organization, including SDRs/BDRs, Account Executives, and Account Managers.
- Ability to make quick changes to people, process, or strategy when the business needs it.
- Proficiency in driving team's sales pipeline, managing each stage of a deal, negotiating contracts, and closing deals.
- Experience as part of a growth-stage executive team.
- Ability to provide weekly sales updates to the C-suite.
- Ability to actively shape broader strategic decisions with other VPs.
- Excellent taste in sales collateral, decks, and other marketing materials.
- Strong understanding of customers and channel partners, with the ability to tailor messaging accordingly.
- Thrive in a startup culture (fast-paced, high levels of responsibility, high growth), particularly the ambiguity of building something new.
- Report directly to the CEO.
Nice To Haves
- Prior experience in EV charging, B2B SaaS, or IoT is strongly preferred.
Responsibilities
- Own revenue growth across North America.
- Build and scale channel partner programs.
- Grow ChargeLab’s billings and ARR.
- Grow the partner program to 50 highly productive partners in the next year.
- Develop strategies, build programs, manage channel partners, and pursue deals across software subscriptions, transaction fees, and carbon credits.
- Validate new revenue streams, starting with demand response and other utility incentives.
- Take over the direct management of ChargeLab’s sales and account management teams.
- Set commission plans.
- Align individual salespeople's goals with the company's.
- Hire/fire/reorganize the sales and account management teams as needed.
- Potentially own sales operations and B2B marketing, depending on experience.
- Oversee the evolution of ChargeLab’s products and offerings in partnership with other VPs.
- Collaborate on key metrics, strategies, and growth tactics with the VP of Finance and CEO.
- Drive the team's sales pipeline.
- Manage each stage of a deal.
- Negotiate contracts.
- Close deals when necessary.
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What This Job Offers
Job Type
Full-time
Career Level
Executive
Education Level
No Education Listed
