Work In Tech

Job Description – Head of Sales & Business Development (70992) October 2024

LEVEL IV, Manager

About G2V Optics Inc.

G2V Optics is a global leader in smart, precision lighting and is committed to creating enabling technologies to power the world of tomorrow. G2V currently provides technology solutions to world-leading researchers, Fortune 500 technology firms, and aerospace companies in over 40 countries.

G2V sells several solar simulation product lines globally and enables their customers to develop solutions for a more sustainable built-world. Their customers use G2V's photons to drive the most critical developments in solar renewable energy, reliable advanced materials, and space exploration of this decade and beyond. Across the value chain of each of these sectors, highly reliable lighting is needed to develop, manufacture, process and test the devices and outputs in each case. Their software-controlled Engineered Sunlight™ technology acts as a foundation to replicate geography-, season-, and altitude-specific natural lighting environments, as well as create light that matches the spectrum, uniformity, and stability requirements of scientific standards.

Head of Sales & Business Development

Location: Edmonton (predominantly on-site with travel requirements up to 50%)

The Head of Sales and Business Development reports to the Chief Revenue Officer (CRO) and is responsible for capturing momentum from G2V’s current sales traction and building that into a data-driven sales engine. The role will require a combination of hustle and strategy to grow the sales pipeline while systematizing it and preparing it for rapid scale.

Role & Responsibilities:

• Business Development - generate new global business opportunities
  • Market Research: Conduct prospect, customer, and industry research to develop effective sales solutions.
  • Sales Prospecting: Outbound lead generation and nurture. Travelling up to 50% (domestic and international) where possible to build and strengthen relationships.
• Pipeline Generation - meet and exceed revenue targets
  • Pipeline Efficiency: Deliver consistent pipeline opportunities to support monthly bookings targets and drive funnel conversion.
  • Data-Driven: Embrace a metrics-driven approach to tracking, assessing and interpreting pipeline results.
  • Goal-Driven Sales: Set and meet team and individual revenue metric targets.
• Product Marketing - collaborate on product roadmap development
  • Competitor Research: Maintain ongoing competitive research, market analysis, and customer research and use these insights to drive revenue generation plans.
  • CRM Management: Mine CRM data to find new desired product features, themes, etc., to determine market trends and customer sentiment shifts.
• Sales Mentoring & Training - build out a world-class sales team
  • Sales Playbook: Design, own, and build out a scalable sales playbook for the team to execute on.
  • Sales Training: Impart, grow, and disseminate your sales acumen to a growing sales team.
  • Sales Coach: Assist in progressing and closing deals.
  • Sales Management: Review team deals, ensuring playbook processes are followed and quotas are being met.
• Sales Reporting - good data equals better results
  • Corporate Reports: Build and communicate KPIs and metrics to the leadership team.
  • Alignment to Goals: Monitor sales progress to ensure that corporate goals are being met.
• Administrative
  • Budget Management: Track all sales-related invoices against quarterly budgets.
  • Sales Documentation: Review sales quotes and contracts to ensure they meet legal and corporate guidelines.
  • Sales Processes: Update the sales knowledge base and QMS SOPs

Attractions:

• An opportunity to be a significant contributor in a rapidly evolving business by making impactful decisions in a nimble and ever-changing environment.
• Opportunity to join an innovative and energetic team of professionals who are passionate about green energy and sustainability
• G2V observes all holidays and “optional” holidays (i.e., Family Day, August Long Weekend, National Day for Truth and Reconciliation).
• Flexible working hours when possible, including time off for medical and dental appointments
• Planned social and wellness team-building events

Candidate Profile

The ideal candidate will bring a proven track record of sales leadership in a technical or scientific industry. In addition to understanding the needs of the customer and providing solutions, you can proactively market both new and existing product lines. You are a hunter who believes that data and information should form the basis of decision-making. Your leadership savvy is well-balanced with your ability to make business decisions related to budgets, forecasts, marketing initiatives and informing product development. You bring a positive, can-do attitude and will focus on adding value by providing solutions that meet the technical requirements of the customer while also growing a profitable business.

Skills and Experience:

• 5+ years of experience in B2B technology sales and a proven track record of building high-performing, metric-based, scaleable sales processes.
• The ability to work independently, prioritize, and create organized systems.
• Exceptional written and verbal communication skills, with careful attention to detail.
• Sales experience in scientific instruments, R&D, electronics, lighting, or horticulture industries.
• Proven record of sales growth and scaling sales teams.
• Strong knowledge of business and sales growth techniques.

Assets:

• Formal education in business or another relevant field is an asset.
• Working knowledge of mathematics, physics, and engineering principles is considered a strong asset.

Characteristics:

• A Tactical and Strategic Thinker - you have an established track record of sales successes within a technical, hardware or scientific industry (ideally scientific instruments) and are ready to build out a successful global sales network from scratch.
• Analytical-Minded – Your sales acumen gives you expertise in tracking, analyzing and interpreting relevant pipeline and sales conversion metrics.
• A Leader - You’ve led a fast-paced sales team before and know how to empower your team to own and execute initiatives. You excel at coaching and developing your direct reports through ongoing feedback, 1-on-1s, and formal training.
• Obsessed with the Details – You are analytical and work backward from an objective to set and accomplish appropriate key results. You can analyze, interpret, and build strategic plans from available data.
• Results-oriented – You always have your eye on the desired outcome. You hold your team accountable to established KPIs and are always looking to optimize your internal processes. You know that when an individual wins, the team wins.
• An Excellent Communicator – You are articulate and can share relevant and concise narratives with both the leadership and internal teams. You’re comfortable and confident in sharing updates about sales results and direction with the rest of the company.

Compensation

• Competitive compensation package with variable compensation for meeting and exceeding sales targets.
• Medical and dental benefits, Health and Lifestyle spending account and Paid Time Off.

Our Company Values are listed in full on our website.

G2V is an equal-opportunity employer and is committed to providing an inclusive and diverse workplace that values and respects every individual. Our hiring decisions are made without discrimination on the basis of mental disability, physical disability, gender, gender identity, gender expression, sexual orientation, race, colour, ancestry, place of origin, religious beliefs, age, marital status, family status, or source of income. We strive to create an environment that encourages the contributions of all qualified applicants. All candidates will be considered fairly and equally, and we welcome applications from individuals of every background.

G2V Optics Inc. thanks all candidates for their interest and regrets that due to the high volume of applications, only those individuals selected for interview will be contacted.