About the Role
Our client, a leader in applied technology (generative AI, sensor technology, and IoT) focused on solving real business problems, is seeking a Vice President of Sales for their Smart Buildings team. This growing company, with 50 employees, has a significant pipeline within its Smart Buildings group, centered around a new Smart Building Technology Platform.
This VP will be a senior individual contributor and leader, responsible for owning the sales number, building pipeline, closing deals, and establishing the foundation for a scalable sales organization.
This role offers a compensation of $300K OTE, UNLIMITED PTO, a 4% 401K match, and 100% paid Health, Dental, and Vision benefits. The position is fully remote and can be based anywhere in the US.
Key Responsibilities
- Revenue: Own and achieve a seven-figure annual sales target.
- Pipeline: Drive new business through direct outreach, channel partnerships, and industry relationships, focusing on BMS integrators, FM outsourcing firms, and enterprise facilities teams.
- Strategy: Collaborate directly with founders to define go-to-market priorities, ideal customer profiles, and pricing strategies.
- Partnerships: Develop and activate channel partnerships with systems integrators, BMS vendors, and facilities management firms (e.g., JLL, CBRE, Cushman & Wakefield).
- Process: Build the sales playbook from scratch, including discovery frameworks, demo narratives, objection handling, and deal desk processes.
- Voice of Customer: Provide market insights to product and engineering teams to influence the roadmap.
What You'll Need
Essential Qualifications:
- 8+ years of enterprise or mid-market B2B sales experience.
- 5+ years of experience in or with the commercial real estate industry.
- 3+ years of experience in building technology, BMS, or smart facilities.
- Direct experience selling or working with platforms such as Honeywell, Niagara / Jace, Johnson Controls Metasys, Siemens Desigo, or comparable BMS/SCADA systems.
- Experience selling through or into integrated facilities management firms like JLL, CBRE, Cushman & Wakefield, or ISS.
- Proven track record of personally owning and exceeding a $3M+ annual quota in complex B2B sales.
- Deep understanding of BACnet, Modbus, LoRaWAN, or similar building automation and IoT protocols.
- Proficiency in navigating multi-stakeholder enterprise deals involving facilities directors, sustainability officers, procurement, and CxOs.
- Strong outbound sales skills with a demonstrated ability to generate your own pipeline.
Critical Skills:
- Strong knowledge of BMS systems.
- Proven sales success with building operations teams, FM directors, and C-suite sustainability leaders.
- In-depth understanding of Niagara, Jace controllers, and BACnet/Modbus ecosystems.
- Ability to position new technology layers on existing building infrastructure without disrupting incumbents.
- Experience may include roles at Honeywell, Johnson Controls, JLL, CBRE, or comparable organizations.
- A proven CLOSER is essential. This is not a management role focused on delegation.
Preferred Qualifications:
- Experience at a BMS OEM (Honeywell, Johnson Controls, Schneider Electric, Siemens) or a large FM outsourcing firm.
- Prior sales leadership experience managing a team of 3+ Account Executives.
- Familiarity with ESG, ENERGY STAR, or sustainability compliance frameworks.
- Startup or growth-stage experience, with a history of helping build a sales motion.
Benefits
- Unlimited PTO
- 4% 401K match
- 100% paid Health, Dental, and Vision benefits
- Fully remote work from home opportunity
About the Company
A growing applied technology company specializing in generative AI, sensor technology, and IoT, dedicated to solving real business challenges with cutting-edge solutions.
Location
Remote (US-based)