Vice President of Sales

About Optimus Technologies

Optimus Technologies is a clean energy technology company based in Pittsburgh, PA. Optimus manufactures the Vector System, an advanced fuel system technology that enables diesel engines to operate on 100% biodiesel. The Vector System is designed for medium and heavy-duty fleet applications, where emissions reductions are challenging or impossible to achieve in a cost-effective manner through other means. The Vector System integrates into existing operations to facilitate a seamless transition to low-carbon fuels.

Optimus' Vector System is in use with leading municipal and private fleets throughout the country, enabling them to achieve near-zero carbon emissions while reducing their fuel and fleet operating costs.

Find out more at optimustec.com, or on Linkedin

Job Description

Optimus is seeking a seasoned, dynamic, customer-focused VP of Sales to play a pivotal role in our mission to support fleets in reducing their carbon emissions and achieving environmental sustainability goals. As a primary customer-facing leader on fleet decarbonization technology, this position will be responsible for meeting overall revenue growth and profitability targets, in conjunction with key sales and organizational initiatives. This position provides leadership and strategic direction to the business's overall revenue generation efforts, inclusive of securing new customers, developing new avenues for revenue generation, oversight of sales programs (digital and physical) expanding opportunities within the current customer base, and delivering new product offerings and/ or solutions.

This is a full-time salaried position to be based in Pittsburgh, PA (remote considered for exceptional candidates) with significant travel requirements (~50% of a work year). In this leadership position, the VP of Sales evaluates the effectiveness of existing sales initiatives, making appropriate changes that encourage achievement of overall revenue and gross margin targets. The VP of Sales also takes initiative for all succession planning activities that ensure a successful talent development pipeline for the long-term future success of the sales function. Optimus is a fast-growing technology company; all employees must be self-directed and capable of managing multiple duties within the company and adapting quickly to business dynamics.

At Optimus, we are proud to be an equal opportunity employer. We encourage applications from people of color, LGBTQ+ individuals, people with disabilities, veterans, and other historically disenfranchised groups. If you're unsure about your qualifications for this position after reviewing the responsibilities and requirements, we encourage you to apply. We're most excited to work with individuals who are quick learners and passionate about clean energy solutions.

Responsibilities

• Strategize with Optimus leadership and business partners to retain and grow business year over year.
• Develop and manage the sales budget, including forecasting and reporting on sales performance to ensure accurate and timely sales reporting to the executive team and board of directors.
• Develop and implement a robust sales management process/pipeline, account planning, territory management, proposals, and win loss analysis.
• Build and develop a team of top-tier sales professionals with a customer-centric sales mindset that is focused on new business development, retention, and relationship development.
• Establish and meet aggressive sales goals for the team on a monthly, quarterly, and annual basis.
• Analyze data and performance to identify what's working and proactively iterate the sales strategy as appropriate.
• Review and continually upgrade the Optimus Sales Playbook including defining the sales strategy, identifying ideal customer profiles, and crafting targeted messaging.
• Oversee the entire sales cycle from lead generation to contract negotiation and closing.
• Drive accountability by developing appropriate metrics and coordinating compensation and promotions with these metrics.
• Leverage sales automation and tools to support growth and efficiency within the team including CRM, lead generation software, etc.
• Take ownership of the CRM system and its development roadmap. Monitor industry trends, consumer preferences, and competitor activities to identify new sales opportunities across the current product lines.
• Utilize strong communication and relationship building skills to collaborate with production, engineering, customer success, and administrative teams.
• Maintain strong relationships with key customers and stakeholders and ensure exceptional customer satisfaction and retention through effective account management.

Qualifications & Experience

• Minimum 10+ years of experience in sales or business development leadership, preferably within the fleet, clean energy or sustainability sector.
• Demonstrated career track record of successfully growing revenue year over year.
• Proven ability to work in a fast paced, ever-changing startup environment and to handle multiple projects simultaneously.
• Demonstrated success in closing complex deals with long sales cycles that require significant customer education.
• Ability to negotiate complex issues through effective communication, team building, coaching, and influence.
• Proven track record of building and managing high-performing sales teams.
• Demonstrated ability to develop and execute strategic sales plans that achieve ambitious revenue targets.
• Strong ability to have a technical understanding of alternative fuels and their role in providing decarbonization solutions that are immediately available and achievable.
• Excellent communication, presentation, writing, and negotiation skills.
• Passion for sustainability and a commitment to making a positive environmental impact.
• Strong analytical skills and the ability to translate data into actionable insights.
• Strategic thinking and the ability to identify and capitalize on new market opportunities.
• Experience with HubSpot CRM, PowerPoint, Excel, and other tools necessary for the role.
• Demonstrated proficiency in diligent organizational skills, adept pattern matching, and proactive issue resolution ensuring potential challenges are identified and addressed preemptively to prevent escalation.
• The ability to positively motivate and drive performance on the sales team while maintaining a high quality of relationship with other teammates and customers.

Other Job Requirements

• A passion for clean energy and sustainability, with a commitment to driving a sustainable transition for fleets.
• Valid driver's license with acceptable driving record
• Domestic travel, as required (up to 50%)
• Flexible hours of operation