Vice President, Sales (Stack Testing Services)
Montrose Environmental Group Inc.

About Us
We build careers grounded in purpose, responsibility and real-world impact.

"For Planet and Progress" is our north star that guides everything we do. We believe environmental responsibility and human progress are interconnected, interwoven and international. Our scientists, engineers, field teams, consultants and professionals collaborate across disciplines and geographies, guiding industries and governments, ensuring that communities and environments thrive.

When you join us, you're not just forging a career, you're joining a movement. A movement for better thinking, smarter solutions and lasting impact.

Together, we will advance our way of life and protect the integrity of our environment every step of the way.

A Day in the Life

As our VP of Sales, you will be responsible for setting the commercial strategy for our Stack Division and leading end-to-end execution across the sales lifecycle, with a clear emphasis on new client development and market expansion. Our Stack division connects our testing solutions with clients needing trusted support navigating permitting and compliance obligations and also assessing the performance of their operations. As a member of the Sales Leadership team, this role will drive cross-division partnership, elevate best practices across the sales organization, and contribute towards enterprise commercial strategy.

You operate as a results-driven, enterprise-minded leader-translating our broader strategic priorities into measurable growth, even as market conditions shift. As a member of the Senior Sales Leadership Team, you help shape enterprise commercial direction, drive cross-division alignment, and elevate best practices across the sales organization. Just as importantly, you grow talent, strengthen client relationships, and connect customers to our experts to deliver meaningful outcomes. You're expected to build scalable capability, develop future leaders, and demonstrate the readiness to take on expanded responsibility over time.

The compensation range for this role is $175,000 to $220,000, commensurate with experience, skills, and geographic location.

To thrive in this role, you'll be comfortable taking ownership of the following responsibilities:

• Contribute to a strong culture and work environment by forging trusting working relationships with peers, direct reports and cross-functional partners, including operations, marketing and finance.
  
• Develop and oversee the execution of sales strategies and key growth initiatives to attain sales revenue goals and profitability in accordance with the agreed upon sales plan
  
• Thrive in a sales culture with a "hunter" mentality while instituting infrastructure, and process changes focused on generating greater organic growth
  
• Coach technical experts/stars on how to proactively manage and develop a sales pipeline through lead generation, developing client relationships, navigating clients buy process and successfully closing opportunities.
  
• Be outward facing and in front of our top clients and growth accounts as part of multi-level selling, coaching team members and maintaining a direct line to the voice of our clients.
  
• Support the development of account plans for our key clients to ensure client retention, visibility cadence and capture additional share of wallet
  
• Lead, hire, and develop direct reports to ensure that the sales organization has a deep bench of capable management talent. Participate in monthly "Sharpen the Saw" sales skills development workshops where our teams learn and grow together.
  
• Attend conferences and trade shows to represent our organization acting as a brand ambassador
  
• Succinctly communicate sales performance, market intelligence, revenue forecasting and voice of the client in monthly leadership calls with executive management
  
• Maintain our CRM (Salesforce) with all leads, opportunities, prospects, customers, etc. to track metrics, share analysis and insights with leaders to drive activity and support the overall health of the business. Use data to drive decisions and support strategy.
  
• Own end-to-end pipeline integrity and conversion-from disciplined, reality based CRM inputs through advanced analytics and cross functional execution-to ensure sufficient, high-quality demand translates predictably into backlog, capacity aligned operations, and revenue across all fiscal weeks, with clear accountability for pipeline health and outcomes. Using pipeline and revenue data, provide insight to support revenue and growth forecasts so that the business can meet client requirements and manage resources.
  
• Collaborate with Sales Enablement, Business Development and Marketing to create valuable client content to broaden the conversation outside of our current client base.
  
• Manage the web-lead process to ensure leads are followed up with and are evaluated using curiosity discovery skills.
  

You are best described as:

• Curious, courageous and operate with a sense of urgency to achieve your goals.
  
• A team player, not a lone wolf; you cooperate and help your teammates and leaders
  
• Empathetic and generous, assuming positive intent
  
• An analytical thinker who thrives on solving problems. You have the ability to analyze complex data to identify trends, opportunities and insight. You lose track of time when working on a strategy.
  
• A voracious and continuous learner; you interrogate and inquire to learn and "get clear"
  
• Positive and resilient in challenging and high paced environments; you do the job that's needed, without being asked, and you anticipate problems and have a plan
  
• A self-starter with exceptional time management skills and the ability to thrive in a remote work environment; you can step up and lead when you need to
  
• A strong communicator, presenter and influencer; you get to the point and tell it straight
  
• You clarify expectations up front, and follow through
  
• Coachable: you're open to feedback and adjusting along the way
  

Your Expertise and Skills

These requirements reflect the knowledge, skills and abilities that help you do your best work here.

• Bachelor's degree required, preferably in science or engineering
  
• 10+ years of progressively responsible experience in sales, client relationship management and business development, ideally within technical or scientific services
  
• Strong scientific foundation with the ability to quickly learn and communicate technical content
  
• Proven experience managing and growing a $50-$100 million business
  
• Proficiency with Microsoft Office (Excel, PowerPoint, Word)
  
• Experience with Salesforce or a comparable CRM
  
• Familiarity with modern tech stacks, including lead generation, marketing automation and AI-enabled tools
  
• Ability to pass background checks and initial/random drug screening (urine, alcohol and hair)
  
• Willingness to travel overnight and locally 50%-75% of the time
  

We are an Equal Opportunity Employer. We are committed to providing access and reasonable accommodation in its employment for individuals with disabilities.

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