What are the responsibilities and job description for the VP / Head of Section, Sales & Customer Success position at DNV?
About Us
We are the independent expert in assurance and risk management. Driven by our purpose, to safeguard life, property, and the environment, we empower our customers and their stakeholders with facts and reliable insights so that critical decisions can be made with confidence.
As a trusted voice for many of the world’s most successful organizations, we use our knowledge to advance safety and performance, set industry benchmarks, and inspire and invent solutions to tackle global transformations.
About Energy Systems
We help customers navigate the complex transition to a decarbonized and more sustainable energy future. We do this by assuring that energy systems work safely and effectively, using solutions that are increasingly digital. We also help industries and governments to navigate the many complex, interrelated transitions taking place globally and regionally, in the energy industry.
About The Role
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
What We Offer
DNV is a proud equal opportunity employer committed to building an inclusive and diverse workforce. All employment is decided on the basis of qualifications, merit, or business need, without regard to race, color, religion, age, sex, sexual orientation, gender identity, national origin, disability, or protected veteran status. DNV is committed to ensuring equal employment opportunity, including providing reasonable accommodations to individuals with a disability. US applicants with a physical or mental disability who require a reasonable accommodation for any part of the application or hiring process may contact the North America Recruitment Department (hrrecruitment.northamerica@dnv.com). Information received relating to accommodation will be addressed confidentially.
For more information
https://www.eeoc.gov/know-your-rights-workplace-discrimination-illegal
About You
What Is Required
We are the independent expert in assurance and risk management. Driven by our purpose, to safeguard life, property, and the environment, we empower our customers and their stakeholders with facts and reliable insights so that critical decisions can be made with confidence.
As a trusted voice for many of the world’s most successful organizations, we use our knowledge to advance safety and performance, set industry benchmarks, and inspire and invent solutions to tackle global transformations.
About Energy Systems
We help customers navigate the complex transition to a decarbonized and more sustainable energy future. We do this by assuring that energy systems work safely and effectively, using solutions that are increasingly digital. We also help industries and governments to navigate the many complex, interrelated transitions taking place globally and regionally, in the energy industry.
About The Role
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
- 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.
What We Offer
- Generous paid time off (vacation, sick days, company holidays, personal days)
- Multiple Medical and Dental benefit plans to choose from, Vision benefits
- Spending accounts – FSA, Dependent Care, Commuter Benefits, company-seeded HSA
- Employer-paid, therapist-led, virtual care services through Talkspace
- 401(k) with company match
- Company provided life insurance, short-term, and long-term disability benefits
- Education reimbursement program
- Flexible work schedule with hybrid opportunities
- Charitable Matched Giving and Volunteer Rewards through our Impact Program
- Volunteer time off (VTO) paid by the company
- Career advancement opportunities
- Benefits vary based on position, tenure, location, and employee election**
DNV is a proud equal opportunity employer committed to building an inclusive and diverse workforce. All employment is decided on the basis of qualifications, merit, or business need, without regard to race, color, religion, age, sex, sexual orientation, gender identity, national origin, disability, or protected veteran status. DNV is committed to ensuring equal employment opportunity, including providing reasonable accommodations to individuals with a disability. US applicants with a physical or mental disability who require a reasonable accommodation for any part of the application or hiring process may contact the North America Recruitment Department (hrrecruitment.northamerica@dnv.com). Information received relating to accommodation will be addressed confidentially.
For more information
https://www.eeoc.gov/know-your-rights-workplace-discrimination-illegal
About You
What Is Required
- 8 years of B2B enterprise SaaS commercial leadership, with at least 3 years at the VP level running a GTM function of $20M ARR.
- Accountable for a SaaS revenue line of $20M ARR with demonstrated multi-year growth as the named, accountable leader. Reference-checkable.
- Has run a multi-disciplinary commercial organization (Sales, Customer Success, Sales Enablement, Pre-Sales) as four distinct, integrated disciplines not as a single sales team.
- Demonstrated track record of building (not just operating) a digital sales process, including MEDDPICC qualification and CRM discipline.
- Led multi-million ACV enterprise deals through the full lifecycle, including procurement-heavy regulated buyers and multi-year MSA negotiations.
- Customer Success function leadership has stood up or run a CSM organization with renewal-tied compensation.
- Can operate effectively across the DNV matrix partnering with peer commercial leadership across DNV business units and with Key Account Managers (KAMs) while overseeing Platform Services revenue.
- Strong written and verbal English communication skills.
- Willingness and ability to travel, up to 50% domestically and 2% internationally. Must possess a valid driver’s license and be able to rent and drive a car and travel on public conveyances when required.
- Ability to lift up to 20 pounds; able to lift and carry up to 10 lbs. in addition to transporting one’s own luggage for multiple-day travel and push, pull, reach, bend, twist, stoop, and kneel with that which is lifted, carried or transported.
- We conduct pre-employment drug and background screening.
- Deep background in utilities, energy, or adjacent highly regulated verticals.
- Existing direct relationships at top-10 US investor-owned utilities.
- Experience launching and pricing an enterprise AI capability tier.
- Experience building or managing channel, implementation, or technology partner programs.
- Immigration-related employment benefits, for example visa sponsorship, are not available for this position*
Salary : $175,000 - $250,000