VP / Head of Section, Sales & Customer Success

DNV•Houston, TX

2d•Hybrid

About The Position

The VP/ Head of Section, Sales & Customer Success directs the commercial Go-To-Market (GTM) motion for Platform Services direct sales, customer success, sales enablement, and pre-sales solution architecture. This role drives the commercial motion in partnership with the Head of Product and Head of Enterprise AI. The individual is accountable for driving high double-digit SaaS revenue growth, closing deals, retaining customers, and powering the renewal-and-expansion engine. This is a build role as much as an operating role, transitioning relationship-led growth into a repeatable, highly instrumented commercial engine, holding the line on MEDDPICC qualification discipline. DNV's compensation philosophy is base salary plus profit sharing rather than sales commission. This role is based at our DNV office in Houston, TX; Oakland, CA; Austin, TX; Dallas, TX; Medford, MA; New York, NY; Seattle, WA; Chalfont, PA; Des Moines, IA; Detroit, MI; Madison, WI; Phoenix, AZ; Portland, OR, presenting a dynamic hybrid schedule where employees will typically spend three (3) days per week working from either a DNV office or client location/site. The position may also be considered at other DNV offices within the continental U.S.

Requirements

Direct sales, customer success, sales enablement, and pre-sales solution architecture experience.
Experience driving commercial Go-To-Market (GTM) motion.
Accountability for driving high double-digit SaaS revenue growth.
Experience closing deals, retaining customers, and managing renewal-and-expansion engines.
Experience transitioning relationship-led growth into a repeatable, instrumented commercial engine.
Experience with MEDDPICC qualification discipline.
Experience with external SaaS revenue, direct sales motion, customer success, and renewal/expansion engine across a portfolio.
Experience retaining and expanding anchor accounts.
Experience converting fast-growing accounts into multi-year platform commitments.
Experience driving renewal motion including structured renewal preparation, executive sponsorship, and disciplined hand-offs.
Experience partnering with Product and AI teams on AI-attached revenue.
Experience leading commercial launch of new product tiers, including pricing rollout, sales enablement, executive customer conversations, and attach-rate execution.
Experience collaborating on roadmap inputs based on customer signals.
Experience building and instrumenting digital sales processes with CRM hygiene, MEDDPICC, account-based marketing, and win-loss programs.
Experience establishing named-account frameworks.
Experience leading MSA strategy and contract negotiations for large customers.
Experience aligning and collaborating strategically with broader commercial organizations.
Experience leading and integrating sales, customer success, sales enablement, and pre-sales functions.
Experience building and developing commercial leadership and mentoring direct reports.

Nice To Haves

Candidates accustomed to commission-based commercial compensation should evaluate this structure carefully against their preferences.

Responsibilities

Accountable for external SaaS revenue, the direct sales motion, customer success, and the renewal/expansion engine across the entire portfolio.
Retain and expand a concentrated portfolio of Tier-1 investor-owned utility anchor accounts.
Convert fast-growing accounts into multi-year platform commitments.
Drive the renewal motion including structured renewal preparation, executive sponsorship of anchor renewals, and disciplined hand-offs between Customer Success and Sales.
Partner with Product and Enterprise AI on AI-attached revenue: Product sets packaging and pricing, AI delivers the capability, and you lead the sales motion.
Lead the commercial launch of the AI tier driving the pricing rollout, sales enablement, executive customer conversations, and attach-rate execution.
Collaborate with the Head of Product on roadmap inputs based directly on customer signals.
Build and instrument the digital sales process ensuring rigorous CRM hygiene, executing the MEDDPICC qualification framework, driving account-based marketing, and leading a structured win-loss program.
Establish the named-account framework (anchor, growth, and emerging accounts) with discipline on how each segment is resourced and worked.
Lead MSA strategy and contract negotiations for Tier-1 utility customers, expertly navigating the multi-year procurement cycles inherent to regulated enterprises.
Align and collaborate strategically with the broader DNV commercial organization to coordinate Go-To-Market efforts and leverage enterprise-wide account relationships.
Lead and integrate four commercial disciplines: Direct Sales, Customer Success, Sales Enablement, and Pre-Sales Solution Architecture.
Build and develop the commercial leadership bench, mentoring direct reports across the GTM disciplines.