Vice President, Sales

Chargelab; Toronto; On-site; CAD 230,000 - 360,000; Full time

Job summary

ChargeLab is seeking a VP of Sales to own revenue growth across North America, with a focus on building and scaling channel programs with VARs and CPOs.

You will lead the sales team, set commission plans, and partner with the CEO, Product, Growth, Engineering, and Finance to drive ARR and billings from SaaS, transaction fees, and carbon credits.

This is a high-responsibility, fast-paced startup role as ChargeLab’s sole sales executive during the next growth phase.

Qualifications

• Helped a B2B startup grow from < $5M to > $20M in annual revenue.
• Experience building and scaling channel sales programs across the US and Canada.
• Managed high-performing sales orgs including SDRs/BDRs, AEs, and AMs; capable of reorganizing teams and processes.
• Skilled at driving sales pipelines, managing deal stages, negotiating contracts, and closing deals.
• Served on a growth-stage exec team with weekly sales updates to the C-suite and strategic decision-making with other VPs.
• Strong taste in sales collateral, decks, and marketing materials; adept at tailoring messaging for customers and partners.

Responsibilities

• Grow revenue across three streams: SaaS subscriptions, transaction fees, and carbon credits.
• Develop and scale channel partner programs across North America.
• Manage and align the sales and account management teams; set commissions and hiring/firing decisions as needed.
• Pursue deals and strategic partnerships to accelerate growth across revenue streams.
• Validate new revenue streams such as demand response and other utility incentives.

Skills

Channel sales

Sales leadership

Contract negotiation

Sales strategy

Forecasting

Growth mindset

Job description

Role overview

ChargeLab is looking for a VP of Sales to own revenue growth across North America. ChargeLab sells primarily through channel partners, so we are looking for someone who excels at building and scaling channel programs.

You will build on a strong foundation: ChargeLab has one of the best products in the EV charging industry, existing contracts with Tier 1 customers like Hydro One, RaceTrac, and Berkshire Hathaway Energy, and close partnerships with leading EV charger manufacturers including ABB E-mobility, Autel, Wallbox, Zerova, and others.

Your primary KPI will be the growth of ChargeLab’s billings and ARR. Your secondary KPI will be partner program growth. Our goal is to grow from 20 to 50 highly productive partners in the next year.

Details

ChargeLab builds software for managing EV chargers. Our end customers are multi-family buildings, workplaces, gas stations, governments, and utilities. They use our software to operate the EV chargers installed at their properties. We reach these customers through value-added resellers (VARs) and EV charging network operators (CPOs). ChargeLab focuses on software, but together with our partners we deliver end-to-end solutions: charging hardware, turnkey installation, grant writing support, and more.

We earn recurring revenue from three sources: software subscriptions for each connected charger (SaaS), fees tied to charger utilization (transaction fees), and carbon credits. Your job is to grow all three. That means developing strategies, building programs, managing channel partners, and pursuing deals across each revenue stream.

You’ll also validate new revenue streams, starting with demand response and other utility incentives.

Team

This role is critical since you will be ChargeLab’s sole sales-focused executive for the next phase of our growth. You will report directly to our CEO.

You will take over the direct management of ChargeLab’s sales and account management teams. Currently, this includes four salespeople and two account managers. You will be responsible for setting commission plans, aligning individual salespeople's goals with the company's, and hiring/firing/reorganizing the sales and account management teams as needed.

Depending on your experience, we may also ask you to own sales operations and B2B marketing. You will partner with our VP of Product, VP of Growth, and VP of Engineering to oversee the evolution of ChargeLab’s products and offerings. You will collaborate with our VP of Finance and CEO on key metrics, strategies, and growth tactics.

Qualifications

• You have helped a B2B startup grow from less than $5M to greater than $20M in annual revenue.
• You have experience building and scaling channel sales programs across both the United States and Canada.
• You have run a high-performing sales organization before, including SDRs/BDRs, Account Executives, and Account Managers, and you move quickly to make changes—to people, process, or strategy—when the business needs it.
• You are very proficient in driving your team's sales pipeline, managing each stage of a deal, negotiating contracts, and closing deals yourself when it counts.
• You have been part of a growth-stage executive team, providing weekly sales updates to the C-suite and actively shaping, not just contributing to, broader strategic decisions with other VPs.
• You have excellent taste in sales collateral, decks, and other marketing materials. You understand customers and channel partners very well and can tailor messaging accordingly.
• Prior experience in EV charging, B2B SaaS, or IoT is strongly preferred.
• You thrive in a startup culture (fast-paced, high levels of responsibility, high growth) - particularly the ambiguity of building something new, rather than optimizing something established.

Who we are

ChargeLab is the Android of EV charging. We don’t build hardware. Instead, we partner with leading manufacturers like ABB E-mobility, Autel, and Wallbox to bundle their EV chargers with ChargeLab’s software. Our end customers include building owners, convenience stores, and utilities. They leverage our charging station management system (CSMS) and open APIs to manage thousands of EV chargers more efficiently.

By 2030, most new vehicles sold in North America will be EVs. By the time you join, ChargeLab will have closed our Series B, giving us fresh resources to pursue rapid growth.