VP, Sales Management & Operations

E Source

1d • $200,000 - $250,000 • Remote

About The Position

At E Source, we help utilities make sense of complexity in a rapidly changing landscape, and we’re looking for a VP, Sales Management & Operations to bring rigor and discipline to how we sell. E Source is a research, data/analytics, and technology focused professional services firm focused exclusively on the Utility industry in North America. We help utilities target and serve their customers more effectively, enhance and optimize their grid, and leverage operating best practices and technologies to manage their business more effectively. Headquartered in Texas, we have 450+ employees across the US and Canada. Learn more at www.esource.com.
As VP, Sales Management & Operations, you’ll own the sales process, pipeline hygiene, and account-based sales management rigor across the Grid & Ops and Customer Solutions market units (MU). You report to the Chief Commercial Officer (CCO) and operate as a peer to the sales leaders in both MUs, driving the discipline that keeps deals moving: the sales calls, the follow-ups, and the account-team execution that turn activity into closed revenue. You own customer relationship management (CRM)/Salesforce as the system of record for the field, and you direct how solution and marketing campaign demand generation is distributed and communicated to clients to drive lead generation and pipeline growth. This role is for a sales leader who has run teams (not carried an individual quota) and knows how to install and enforce process across multiple account teams.

Requirements

• Have led and managed sales teams — building the process, the rigor, and the accountability — not carrying a personal quota.
• Run pipeline reviews and deal qualification with discipline, and hold teams to it.
• Know Salesforce well enough to own pipeline hygiene, reporting, and field workflows.
• Drive account-based sales management across multiple teams, with strong influence and clear prioritization.
• Turn marketing and solution demand generation into client outreach and follow-through that produces pipeline.
• Set clear sales process and structure without slowing the team down.
• Communicate clearly, hold sellers accountable, and earn the trust of senior commercial leaders.
• At least 10 years in sales leadership, managing and developing sales teams rather than carrying an individual quota.
• Demonstrated experience installing and enforcing sales process and account-based sales management rigor across multiple teams.
• Proven track record running forecasting, pipeline reviews, pipeline hygiene, and deal qualification at a leadership level.
• Hands-on ownership of Salesforce (or comparable CRM) as the system of record: pipeline hygiene, stage gates, reporting, lead routing, and field workflows.
• Experience selling or leading sales across consulting, subscription, and SaaS motions.
• Track record turning marketing and solution demand generation into client outreach, lead flow, and pipeline growth.
• Bachelor’s degree preferred.

Nice To Haves

• Have experience leading sales across a mix of consulting, subscription, and software-as-a-service (SaaS) offerings.
• Have a background working in or alongside professional services, research, or business-to-business (B2B) advisory businesses.
• Are familiar with utilities, energy, or other regulated industries (not required).
• Have experience standing up or rebuilding a centralized sales enablement or sales operations function.
• Have led sales talent through periods of growth, integration, or transformation.

Responsibilities

• Own the end-to-end sales process for the Grid & Ops and Customer Solutions MUs, and enforce it consistently across every account team.
• Set and enforce pipeline hygiene standards, including stage definitions, qualification criteria, next-step discipline, and accurate close dates, so the pipeline reflects reality.
• Run the pipeline-review cadence: deal reviews, bid/no-bid meetings, and sales forecast calls that leadership can trust.
• Build the metrics and reporting that give the CCO and MU sales leaders clear visibility into pipeline health, sales activity, and deal momentum.
• Operate as a peer to the MU sales leaders, creating a single, consistent sales operating model across both units.
• Install account-based sales management rigor: named-account plans, whitespace mapping, relationship maps, and clear ownership across the MU account teams.
• Drive the cadence of sales calls and follow-ups by the MU sales and account teams, making sure every active opportunity has a scheduled next step and that it actually happens.
• Drive capture rate and expansion within the existing book of business, and support penetration into new utility buyers and segments.
• Direct pursuit and follow-up activity on major opportunities, holding account teams accountable for advancing deals through each stage.
• Prioritize accounts and allocate selling effort across the MUs based on pipeline value, win probability, and strategic fit.
• Own CRM/Salesforce as the system of record: data quality, required fields, stage gates, and the field workflows that keep the pipeline clean.
• Own the forecasting and pipeline-management cadence in Salesforce — accurate, repeatable, and trusted by the CCO and MU leaders.
• Build the Salesforce dashboards and reports that track sales activity, follow-up compliance, and deal progression for each MU and account team.
• Define lead-routing, hand-off, and follow-up rules in the CRM so demand-gen leads are worked promptly and nothing falls through the cracks.
• Identify and close sources of revenue leakage across the sales motion, from qualification through close and hand-off.
• Direct the Salesforce administrator on CRM configuration, hygiene, and reporting needed to support a healthy field motion.
• Drive the in-market actions tied to demand generation: own how solution and marketing campaign demand is distributed and communicated to clients to generate leads and grow pipeline.
• Translate each campaign into specific client outreach: who gets contacted, by which account team, with what message, and on what timeline.
• Track campaign-sourced leads through to pipeline, following up on deals in motion and holding the MU account teams accountable for working them.
• Close the loop with marketing and solution leads on which campaigns convert, so demand-gen spend is aimed at the segments and offers that produce pipeline.

Benefits

• Excellent insurance options, including medical, dental, and vision plans
• company-paid life insurance
• company-paid long- and short-term disability insurance
• medical and dependent-care flexible spending plans
• paid parental leave
• A flexible time off (FTO) policy that provides paid time away from work, approved by your manager, while ensuring business needs, workload commitments, and appropriate coverage are maintained.
• A 401(k) plan with a 3% employer match.

What This Job Offers

• Job Type: Full-time
• Career Level: Manager