Senior Sales Leader

About Pani  

Pani Energy is made up of a worldclass team of highly motivated individuals who share a mutual passion for the environment. We are an AI SaaS Platform aiming to optimize operations and decarbonize the water sector. We have created a web-based platform that enables the operators of water treatment facilities to operate their plants more efficiently saving energy, consumables, and the environment. We are excited to tackle challenging problems for the betterment of society. Our workplace environment fosters and encourages both ingenuity and collaboration.  

Pani is part of the 2024 Global Cleantech 100 list of companies committed to taking action on the climate crisis for our contribution to accelerating the water sector's transition to net zero, and we are looking for driven, enthusiastic people who share this vision.  

Position Description  

As a seed-stage start-up, Pani is on a mission to expand its market share among early adopters and chart a strategic course toward mainstream adoption. We are seeking a Senior Sales Leader who will act as a player - coach with the team. You are a dynamic and seasoned salesperson with a fervent drive to actively engage in the development, coordination, and execution of our commercial goals and objectives. In this pivotal role, reporting directly to the COO, you will leverage your expertise to shape demand generation strategies, streamline sales processes, and consistently exceed sales targets. You will take full ownership of managing the sales team and our sales pipeline, refining and delivering compelling customer messaging and value propositions and fostering strong, lasting relationships with our customers. Your contributions will be integral to our growth and success in the market.

About You  

You possess a hunter mentality, thriving on the pursuit of new business opportunities and the creation of relationships that drive sales results. Your passion for new technologies fuels your excitement for tackling innovative projects alongside a team of talented co-workers who challenge and support you in equal measure. A firm believer in lifelong learning, you eagerly embrace opportunities to iterate and enhance your skills continuously. At your core, you are driven by a desire to use your talents and energy to make a positive impact on the world. You are deeply committed to the responsible management of global water and energy resources, as well as the reduction of CO2 emissions. Your forward-thinking mindset and dedication to sustainable practices make you an ideal fit for our mission-driven team.

You have a proven track record of consistently meeting and exceeding sales targets, with a knack for identifying and capitalizing on new market opportunities. Your persuasive communication skills enable you to effectively convey value propositions and close deals with confidence. You excel at building and nurturing client relationships, understanding their needs, and delivering tailored solutions that drive mutual success. Your strategic thinking and analytical abilities empower you to optimize sales processes and develop innovative approaches to overcome challenges. In this role, your sales acumen, passion for technology, and commitment to sustainability will combine to drive significant growth and positive change.

What you bring to the team 

• A university degree in business administration or equivalent experience  
• 10 -15  years of experience in B2B sales within the desalination or water treatment industry, preferably with a focus on software solutions.
• Experience selling a product that is in an early-stage market fit with strong traction
• Experience selling to early adopters in the water treatment market
• Experience leading teams, preferably in multiple timezones
• Familiarity with the food and beverage industry’s unique challenges and regulatory requirements, and the ability to translate this knowledge into effective sales strategies.
• Strong knowledge of sales operations and pipeline management & reporting  
• An analytical and process-oriented mindset to identify and articulate themes from customer data 
• Excellent communication, interpersonal, strategic planning, and project management skills  
• Strong ability to communicate effectively with both technical and non-technical audiences  
• Experience in developing an advanced sales stack, using multiple tools and resources 
• Active team player, self-starter, and multitasker who can quickly adjust priorities  
• Eager to be part of a fast-paced team 

Responsibilities  

• Build & manage sales pipeline - Evaluate and prioritize prospect opportunities to maximize sales of net new customers 
• Build sales forecasts and plans to meet monthly, quarterly and yearly sales objectives aligned with the business growth strategy 
• Take a hands-on approach to improving every stage of the sales cycle from prospecting and demoing to closing. Activities may include cold-calling, emailing, social media and industry networking. 
• Develop customized strategies to structure, negotiate and close deals for each customer 
• Analyze existing and new business opportunities, developing a thorough understanding of market conditions, product requirements, demand for products, and resource requirements to properly support business goals 
• Create a repeatable and consistent sales process - Design and refine existing inbound and outbound sales practices and tools that accelerate growth quickly 
• Assess customers’ technical requirements to perform plant assessments and success plans for pilot & sales qualifications 
• Manage the entire sales lifecycle to achieve key performance metrics tracked in our CRM, such as MQLs, SQLs, Demos realized, number of clients, MRR, ARPA, CAC, Sales Efficiency Ratio, etc. 
• Collaboratively work with other internal teams, especially Marketing, to achieve a common goal in improving demand generations an growing market share 
• Coordinate and customize needs-based product demos in collaboration with the Customer Success team, and/or lead where appropriate/required 
• Attend industry tradeshows and after-hours networking events   

Nice to Have  

• Experience working for a SaaS startup
• Sales experience in the water sector  
• Experience using, and managing CRM

Does this role sound like the next step in your career? 

Then we want to hear from you  If you don’t meet all of our requirements exactly, then we invite you to use your cover letter to tell us about your unique experience - we understand that talent comes from many places and that skills are transferable.  

Compensation

Pani offers a competitive total rewards package which includes a comprehensive health & dental benefits and paid time off. The annualized base salary range for this Victoria-based role is CAD $100,000 to $125,000 plus a lucrative commission structure. The base salary offered to the successful candidate will consider a wide array of factors including but not limited to the individual’s skill set, level of experience applicable to the role they are being offered and consideration of internal equity. Actual salaries may vary and may be above or below the range based on various factors, including, but not limited to, location, experience and expertise.

Our commitment to an extraordinary work environment 

At Pani, our values drive how we work with each other, and we believe that being yourself at your place of work is just as important as the work you do. We strive to foster an inclusive and diverse community for all employees from all walks of life. So, no matter your gender, sexual orientation, physical ability, religion, ethnicity, race, age, or geographical location, we are a community that welcomes you. 

Our Pani Recruitment Team personally reviews each application.