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Aclima, Inc. · 2 weeks ago

Vice President of Sales and Business Development

United States

Full-time

Remote

Director/Executive

$180K/yr - $180K/yr

10+ years exp

Aclima is pioneering a new way to monitor and respond to air pollution, leveraging sensor technology and analytics software. They are seeking a Vice President of Sales & Business Development to lead their go-to-market strategy, close multi-stakeholder deals, and build a high-performing sales organization.

AnalyticsCleanTechEnterprise SoftwareEnvironmental EngineeringPollution ControlSoftware

Growth Opportunities

Responsibilities

Identify, pursue, and close Aclima’s new business opportunities across public sector, utilities, and adjacent verticals

Design and execute a pilot-to-program playbook (success criteria, stakeholder mapping, measurement plan, expansion triggers, renewal pathway)

Lead the multi-stakeholder buying journey with our customers (science/technical, program, procurement, legal/privacy, communications/EJ, executive leadership)

Build and run an RFP/RFI strategy: early education, requirement shaping, teaming, compliance, pricing strategy, and debrief learnings

Shorten long-cycle sales by leveraging relationships, government procurement expertise, and proven deal-closing tactics

Forecast, manage, and report on pipeline health, deal velocity, and sales performance

Build, lead, and scale a high-performance sales and business development team

Partner with Operations and Product to ensure promises match delivery capacity; implement deal-review discipline to prevent scope creep

Own pricing and packaging across services + software (tiers, standard scopes, options, renewal/expansion)

Implement sales tools, methodologies, and disciplines for long-term growth and repeatability

Define sales KPIs, performance metrics, and account-based strategies to support scaling

Identify and evaluate new market segments and partnership opportunities

Help shape pricing, packaging, and go-to-market strategies in collaboration with product leadership

Build Aclima’s utility GTM: targeted use cases (methane/leak management, equity-informed planning, wildfire smoke response, infrastructure emissions, reliability/operations), procurement pathways, and regulatory alignment

Expand Aclima’s reach into utilities, state and municipal governments, and other regulated markets

Leverage your existing network and build new relationships to drive top-of-funnel activity and accelerate sales cycles

Represent Aclima at key events and with high-value stakeholders as a credible and compelling ambassador

Establish strategic partnerships that complement direct sales and amplify Aclima’s impact

Qualification

Enterprise salesValue sellingRegulated markets experienceProcurement fluencyTeam buildingSales process managementTechnical credibilityStrategic thinkingResilienceCoachingNetworkingRelationship building

Required

10+ years of experience in enterprise sales, with at least 5 years in a senior leadership role

Has built and led high-performing value selling teams and can point to significant revenue growth

Experience selling into regulated markets where trust, defensibility, and public scrutiny are as important as performance

B2G and/or utility enterprise sales wins: Closed multi-year, multi-stakeholder deals (ideally $1M+ program scale) that required procurement review (RFP/RFI/MSA)

Procurement fluency: Can speak to timelines, compliance, pricing structures, cooperative purchasing vehicles, and how to win with evaluators

Hybrid offering experience: Sold solutions that combine services delivery + software/data platform (not purely SaaS, not purely consulting)

Technical credibility: Able to sell with scientists/engineers in the room—comfortable discussing methods, uncertainty, QA/QC, validation, and limitations without hand-waving

Strong pipeline management, forecasting, and sales process, with the ability to build a repeatable engine (MEDDICC or equivalent)

Built and managed teams; can recruit, coach, and hold performance standards

You think big, align to company vision, and also roll up your sleeves to make the plan real

You thrive in ambiguity, are comfortable in startup environments, and operate with urgency and grit