Vice President of Sales

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)