What are the responsibilities and job description for the VP / Head of Section, Sales & Customer Success position at DNV GL USA, INC.?
About the Role
The VP/ Head of Section, Sales & Customer Success directs the commercial Go-To-Market (GTM) motion for Platform Services direct sales, customer success, sales enablement, and pre-sales solution architecture. You drive this motion in partnership with the Head of Product, who sets the integrated roadmap, packaging, and pricing, and Head of Enterprise AI, who develops the AI capability. You are accountable for driving high double-digit SaaS revenue growth you close the deals, retain the customers, and power the renewal-and-expansion engine.
This is a build role as much as an operating role. You will transition relationship-led growth into a repeatable, highly instrumented commercial engine, holding the line on MEDDPICC qualification discipline. DNV's compensation philosophy is base salary plus profit sharing rather than sales commission. Candidates accustomed to commission-based commercial compensation should evaluate this structure carefully against their preferences.
This role is based at our DNV office in Houston, TX; Oakland, CA; Austin, TX; Dallas, TX; Medford, MA; New York, NY; Seattle, WA; Chalfont, PA; Des Moines, IA; Detroit, MI; Madison, WI; Phoenix, AZ; Portland, OR, presenting a dynamic hybrid schedule where employees will typically spend three (3) days per week working from either a DNV office or client location/site. Further details regarding role-specific requirements will be shared during the interview process.
The position may also be considered at other DNV offices within the continental U.S.
What You'll Do
Revenue accountability and anchor account expansion
The VP/ Head of Section, Sales & Customer Success directs the commercial Go-To-Market (GTM) motion for Platform Services direct sales, customer success, sales enablement, and pre-sales solution architecture. You drive this motion in partnership with the Head of Product, who sets the integrated roadmap, packaging, and pricing, and Head of Enterprise AI, who develops the AI capability. You are accountable for driving high double-digit SaaS revenue growth you close the deals, retain the customers, and power the renewal-and-expansion engine.
This is a build role as much as an operating role. You will transition relationship-led growth into a repeatable, highly instrumented commercial engine, holding the line on MEDDPICC qualification discipline. DNV's compensation philosophy is base salary plus profit sharing rather than sales commission. Candidates accustomed to commission-based commercial compensation should evaluate this structure carefully against their preferences.
This role is based at our DNV office in Houston, TX; Oakland, CA; Austin, TX; Dallas, TX; Medford, MA; New York, NY; Seattle, WA; Chalfont, PA; Des Moines, IA; Detroit, MI; Madison, WI; Phoenix, AZ; Portland, OR, presenting a dynamic hybrid schedule where employees will typically spend three (3) days per week working from either a DNV office or client location/site. Further details regarding role-specific requirements will be shared during the interview process.
The position may also be considered at other DNV offices within the continental U.S.
What You'll Do
Revenue accountability and anchor account expansion
- Accountable for external SaaS revenue, the direct sales motion, customer success, and the renewal/expansion engine across the entire portfolio.
- Retain and expand a concentrated portfolio of Tier-1 investor-owned utility anchor accounts.
- Convert fast-growing accounts into multi-year platform commitments.
- Drive the renewal motion including structured renewal preparation, executive sponsorship of anchor renewals, and disciplined hand-offs between Customer Success and Sales.
- Partner with Product and Enterprise AI on AI-attached revenue: Product sets packaging and pricing, AI delivers the capability, and you lead the sales motion.
- Lead the commercial launch of the AI tier driving the pricing rollout, sales enablement, executive customer conversations, and attach-rate execution.
- Collaborate with the Head of Product on roadmap inputs based directly on customer signals.
- Build and instrument the digital sales process ensuring rigorous CRM hygiene, executing the MEDDPICC qualification framework, driving account-based marketing, and leading a structured win-loss program.
- Establish the named-account framework (anchor, growth, and emerging accounts) with discipline on how each segment is resourced and worked.
- Lead MSA strategy and contract negotiations for Tier-1 utility customers, expertly navigating the multi-year procurement cycles inherent to regulated enterprises.
- Align and collaborate strategically with the broader DNV commercial organization to coordinate Go-To-Market efforts and leverage enterprise-wide account relationships.
- Lead and integrate four commercial disciplines: Direct Sales, Customer Success, Sales Enablement, and Pre-Sales Solution Architecture.
- Build and develop the commercial leadership bench, mentoring direct reports across the GTM disciplines.
- Achieve top-tier Net Revenue Retention (NRR) across our anchor accounts.
- Drive accelerated, compounding growth in external SaaS ARR.
- Reach strong market adoption and high attach rates for the new AI product tier.
- Close strategic new logo wins across core energy transition program categories.
- Increase overall deal win rates through the strategic deployment of the Pre-Sales Solution Architecture function.
Location/Region: New York, New York