VP of Sales

at  Monta

We are looking for an experienced Vice President of Sales who will be responsible for developing and executing the New Business sales strategy to drive revenue growth and market penetration in the EV charging industry. This role requires a deep understanding of the B2B SaaS sales process, expertise in the MEDDPICC sales methodology, and a strong track record of achieving sales targets in a competitive environment. The ideal candidate will excel in Sales-Led Growth (SLG) tactics, showcasing the ability to strategically navigate a highly competitive and technical market with innovative, outside-the-box planning. They will possess a unique blend of strategic acumen and tactical execution, ensuring our sales efforts are both adaptive and forward-thinking to meet the dynamic needs of the industry, which is uniquely complex in terms of TAM, seat logic, hardware/IoT dependency, and more… If this sounds like you, we’re looking forward to receiving your application!

ABOUT US - MONTA’S POWERFUL EV CHARGING PLATFORM CONNECTS THE DOTS IN THE ENTIRE EV CHARGING INDUSTRY.

Founded in Copenhagen in 2020, Monta is a fast-growing green tech company providing a state-of-the-art software platform for stakeholders in the electrical vehicle (EV) ecosystem: EV drivers, private charge point owners, commercial charge point operators, fleet managers, hardware vendors, grid operators, and many more. At Monta we are value-driven and open and we embrace trust, transparency, passion and impact. We are looking for awesome and motivated people to join our team and help shape our electrical future.
We’ve closed a huge Series B round! 80M EUR and soaring! Our journey so far? An expansion across various markets, prestigious #ISO27001 and B-Corp certifications, and proactive tech revolutionizing the EV charging experience. Not to mention, our growth has skyrocketed 6X since the last round, nearing 1 million monthly charging sessions, and 1,000 #EV drivers joining us daily! Monta will use the EUR 80M funding to double down on its successful software-only strategy by strengthening investments in all markets and improving and expanding its product to new sectors ready to embark on an electrified future.

REQUIREMENTS

• 10+ years of total experience, with 5+ in team leadership and 10+ years of sales experience in the B2B SaaS industry. Familiarity with EV charging industry or other IoT is a plus.
• Strong understanding and application of the MEDDPICC sales methodology.
• Experience managing both EMEA and North American sales environments.
• Demonstrated experience in leading and scaling high-performing sales teams.
• Excellent communication, negotiation, and presentation skills.
• Strategic thinker with the ability to drive execution and achieve results.
• Proficiency in CRM software and sales analytics tools.
• Proficiency with “Command of the Message” not required but would be positive
• Willingness to travel as needed.

Sales Strategy Development and Execution:

• Develop and implement a comprehensive sales strategy to achieve revenue targets and expand market share in the EV charging industry.
• Leverage MEDDPICC and Command-of-the-Message sales methodology to structure and guide the sales process, ensuring all key elements are addressed effectively.
• Manage the Sales budget and own the annual planning cycle

Team Leadership and Management:

• Lead, mentor, and develop a high-performing sales team (currently 4 teams, 3 new business segment teams and 1 SDR team), fostering a culture of excellence, collaboration, and continuous improvement.
• Set clear performance expectations, provide regular feedback, and conduct performance reviews to ensure individual and team success.
• Drive performance culture best practices across all Sales teams
• Ensure consistent packaging and deployment of Monta’s offerings, globally

Market Penetration and Customer Acquisition:

• Identify and target key market segments and customer profiles to maximize sales opportunities.
• Build and maintain strong relationships with key decision-makers, influencers, and stakeholders within target accounts.
• Understand unique market nuances and execute targeted short-term and long-term strategies accordingly.
• Work and collaborate with channel partners to develop and execute a unique channel strategy that complements Monta’s business model.

Pipeline Management and Forecasting:

• Oversee the development and management of a robust sales pipeline, ensuring accurate forecasting and reporting.
• Own Sales KPIs and ensure alignment with the Company targets
• Partner with Marketing to continuously improve end-to-end funnel and improve conversion rates.
• Define Sales Development Representative (SDR) strategies to maximize Outbound motion
• Utilize CRM tools and analytics to monitor sales performance, identify trends, and make data-driven decisions.

Collaborative Cross-Functional Leadership:

• Partner closely with Leadership across Marketing, RevOps, Product, and Customer Experience teams to align sales strategies with overall business objectives and ensure a seamless customer experience.
• Provide market feedback to product development teams to inform product enhancements and new feature development.

Contract Negotiation and Closing:

• Lead complex sales negotiations, ensuring favorable terms and conditions for the company while addressing customer needs and concerns.
• Drive the closing process, coordinating with legal and finance teams to ensure timely and accurate contract execution.

Thought Leadership and Industry Engagement:

• Become an industry expert with deep product knowledge
• Represent the company at industry events, conferences, and forums, positioning Monta as a thought leader in the EV charging space.
• Stay abreast of industry trends, competitor activities, and regulatory changes to inform sales strategies and maintain a competitive edge.