Advanced Utility Systems, a division of Harris; is seeking a VP of Sales & Marketing to lead a focused, high-performing team of four sales professionals and two marketing specialists. This is a senior leadership role reporting directly to the Executive Vice President of Advanced. The VP sits on the executive leadership team and operates as a peer to leaders across Customer Support, Research & Development and Professional Services. This leader will have regular engagement with Harris leadership for strategic and business operations engagements.
The VP of Sales & Marketing is expected to lead, coach, enable, and develop the team to deliver results - not compete with their own sales people for deals. However, the VP is expected to be actively engaged in key closing activities to ensure the team delivers against its commitments.
This remote role welcomes candidates anywhere in Canada and the US. Travel is required as needed, approximately 50%. Candidates must hold a current, valid passport and be legally eligible to travel internationally. This includes either passport based visa exemption or possession of any required travel visas for entry into Canada, the United States, and the Caribbean. Preference will be given to candidates who can work in EST or CST timezone.
Salary:
125K
OTE:
240K - 250K incl base
What your impact will be:
Sales Leadership & Performance
- Own and deliver the annual sales bookings target of $12M, currently comprising approximately 2/3 install base expansion and upgrades and 1/3 new customer acquisition, and prepare Advanced's growth engine for renewed emphasis on new customer acquisition
- Drive consistent pipeline development, opportunity management, and forecast accuracy across the sales team
- Lead weekly forecast reviews and maintain rigorous Salesforce CRM hygiene and reporting discipline
- Develop and execute territory and account strategies that balance installed base health with new logo growth
- Support the sales team in key closing activities, executive relationships, and deal strategy - without displacing the salesperson's ownership of the opportunity
Coaching, Development & Retention
- Recruit, hire, onboard, coach, and retain top-performing enterprise software sales professionals
- Build and sustain a high-performance sales culture rooted in accountability, continuous improvement, and winning behaviors
- Actively coach the team on the MEDDICC sales framework, ensuring consistent and disciplined application across all active opportunities
- Identify performance gaps early and respond with structured coaching plans, training, and resources
Marketing Leadership
- Oversee the two-person marketing team to develop and execute targeted marketing campaigns, a robust event and tradeshow schedule, sales collateral, and guerrilla marketing programs appropriate to the municipal utility vertical
- Align marketing activity closely to pipeline and revenue goals, ensuring marketing output directly supports the sales team's prospecting, nurturing, and closing activities
- Leverage digital, event, and content-based tactics suited to a niche B2B enterprise software market
Forecasting, Budget & Administration
- Own the sales and marketing budget, managing spend with discipline and accountability
- Deliver accurate, credible revenue forecasts to executive leadership and portfolio stakeholders on a regular cadence
- Ensure clean, complete, and actionable data in Salesforce across pipeline, accounts, contacts, and activities
- Manage sales compensation plan administration in coordination with finance and HR
AI & Technology Fluency
- Demonstrate active and fluent use of AI tools to enhance personal and team productivity, and serve as a model for a "leaned in" approach to AI as a senior leader on the team
- Identify and implement AI-assisted tools and workflows that improve prospecting, content creation, sales coaching, forecasting, and reporting
- Champion a culture of curiosity and innovation around technology within the sales and marketing team
Compensation & Structure
- Competitive base salary, benchmarked to market for senior enterprise software sales leadership
- Variable compensation opportunity of 100%+ of base salary at quota attainment, with upside for overperformance
- Executive-level benefits, consistent with a senior leadership role at an established enterprise software company
Why This Role
- Join a market-leading, 29-year-old company with unmatched brand recognition in a specialized vertical
- Lead a lean, focused team where your impact is visible and direct
- Sit at the executive table with real influence over the direction and performance of the business
- Be part of a company that is actively investing in AI and expects its senior leaders to be at the forefront of that transformation
- Competitive compensation with meaningful upside tied directly to your team's performance
What we are looking for:
- 5+ years of progressive enterprise software sales experience, with at least 3 years in a sales leadership role managing a team.
- Demonstrated success delivering results through your team.
- MEDDICC sales framework expertise - you have trained and coached teams on MEDDICC and use it as your operating language, or fluency with other Strategic Selling methodologies for scalable effective enterprise sales.
- Proven experience owning and delivering annual bookings targets in the $10M-$20M range.
- Strong Salesforce CRM proficiency - you manage the business through data and expect your team to do the same.
- Experience managing both install base growth and new customer acquisition motions simultaneously.
- Demonstrated ability to build, coach, and retain high-performing sales teams in competitive markets.
- Forecasting and budget management experience with a track record of accuracy and accountability.
- Experience overseeing or collaborating closely on marketing programs, including campaign development, collateral creation, and event or guerrilla marketing tactics.
- Demonstrated fluency with AI tools (e.g., ChatGPT, Copilot, Gong, AI-assisted CRM features, or similar) with a clear point of view on how AI improves sales and marketing performance.
- Ability to perform 50% +/- travel required.
What would make you stand out:
- Experience selling into the municipal utility or public sector software market
- Familiarity with CIS platforms or other utility-specific enterprise software
- Experience operating within Harris business units a plus
What we can offer:
- 3 weeks' vacation and 5 personal days
- Comprehensive Medical, Dental, and Vision benefits starting from your first day of employment
- Employee stock ownership and RRSP/401k matching programs
- Lifestyle rewards
- Remote work and more!
About Advanced Utility Systems:
Advanced Utility Systems was established in 1997 to provide Customer Information and Billing solutions exclusively to municipal, investor owned and cooperative utilities. With more than 150 successful customer deployments across North America, Central America, South America and the Caribbean, Advanced has the experience required to deliver a successful implementation of your mission critical CIS.
About Harris:
Harris is a leading provider of mission critical software to the public sector in North America. As a wholly owned subsidiary of Constellation Software Inc. (“CSI”, symbol CSU on the TSX), Harris has become the cornerstone for CSI’s investment in utility, local government, school districts, public safety, and healthcare software verticals. Our success has been realized through investments in our proprietary software and market expertise. This focus, combined with acquiring businesses that build upon or complement our offerings, has helped drive our success. Harris will continue to growth through reinvestment – both in the people and products that we offer and making investments in acquiring new businesses.
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