Vice President of Sales

Sterling, Virginia, United States Full-time

Vice President of Sales– Sterling, Virginia 

This position is located in Northern, Virginia. Local/relocated candidates are our preference. Exceptional candidates who wish to be based remotely may be considered.

Who We Are:

Sestra is an innovative startup delivering IoT-based smart dispensing solutions to the beverage industry. Our TapWise Solution brings IoT connectivity to on-tap dispensing & delivers revolutionary loss prevention to customers serving draft beverages (beer, wine, cocktails, cold brew coffee, etc.). Our patented pour control technology ensures that each & every drink is poured to the exact volume & temperature specified virtually eliminating costly over-pouring. Our push-to-pour dispensing increases speed of service & revenue during the busiest service periods. Our connected devices record all events & syncs with the cloud to provide valuable real-time analytics & remote administration capabilities to our customers.

Who We Need:

We could use some help! We are seeking a highly capable Vice President of Sales to lead customer acquisition and other business development functions. In this role, you will (1) acquire new & notable clients, (2) create new (& increase existing) client installations, (3) manage existing accounts  while building out the pipeline to exceed sales objectives & (4) build, lead & groom a strong sales team who will contribute to a robust & comprehensive sales effort.  You will partner with other teams, including the C-level team to achieve these objectives. As VP of Sales, you will report directly to the COO.

What You Would Do:

Customer Acquisition and Customer Retention

  • Develop, execute and lead sales strategy for all direct and indirect sales of existing clients and prospective clients
  • Self-generate leads through industry networking, vertical trade shows and working all business lines within key named accounts
  • Work closely with closely with marketing and customer success to establish and reinforce successful customer support, promote consumer awareness and drive referrals and growth
  • Maintain up to date understanding of customers, market and competitor activity and provide feedback to company leadership team and other company functions as needed to distinguish ourselves in the industry
  • Provide consultative feedback and suggestions to existing and potential customers in a way that reinforces Sestra’s value proposition and encourages meaningful and effective expansion
  • Travel regularly for in-person meetings with customers and partners and to develop and maintain key stakeholder relationships; key customer relationships and participate in closing strategic opportunities
  • Manage customer expectations throughout the various stages of the customer lifecycle and contribute to a high level of customer satisfaction and health (including making sure that they are pouring, are properly serviced, and are satisfied with Sestra’s products and services
  • Alert and escalate customer issues as necessary to ensure 100% uptime and customer satisfaction
  • Create, develop and maintain Sestra evangelists wherever possible

Revenue Generation, Pipeline Growth

  • Track and manage existing customers and maintain high levels of customer satisfaction and low existing customer churn
  • Meet and exceed quarterly targets in revenue based on ounces poured as well as on non-recurring revenue
  • Provide detailed and accurate sales forecasting, playing an active role in growing and adding value to the pipeline; rejuvenate existing sales pipeline, establishing new customers and increase Sestra’s recurring revenue base
  • Build and secure infrastructure and systems to support the success of the sales function, both individually and collectively
  • Develop a strategic approach to where and when to apply customer discounts and concessions, with an eye toward recovering costs related to new installations, quarterly goals and profit margin
  • Utilize data intelligently and predictively sharing strategy and resources with sales team to generate and deliver profitable growth

 Sales Team Development

  • Bring yourself up to speed with product, existing customer base and process and learning critical information in order to maximize efficiency and position yourself as mentor and leader
  • Create and promote a culture of hard work, success and encouragement that promotes meeting and exceeding business goals as a team
  • Manage sales teams, operations and resources to deliver profitable growth
  • Be a champion for our sales team, motivating, encouraging and training
  • Make critical decisions about headcount within the department including, where appropriate, change management, with help from Human Resources and C-Team
  • Lead the creation of a robust sales team, to include new and existing individual contributors, leading by example
  • Manage customer pipeline and support sales team through various stages of customer lifecycle
  • Teach sales strategies and coach salesforce regularly to maximize employee contribution and success
  • Create compensation plan that motivates sales representatives to work hard & contribute business growth
  • Introduce and train best practices, develop key performance indicators and consistently apply criteria during interactions & assessments of sales team; Coach, mentor enrich & improve members of sales team, keeping in mind that their success is your success

 Qualities We Are Looking For:

  • Four-year degree from accredited university
  • 5-10 years sales experience
  • Demonstrated success leading, growing and developing sales organizations for sustained top results, particularly in new client acquisition.
  • Experience defining and overseeing sales team compensation plans
  • Experience selling to concessionaires (including, for e.g. Delaware North, Aramark, Sodexo, Restaurant Associates, Levy Restaurants, Centerplate, etc.) or F&B managers is a strong plus.
  • Experience with Software as a Service platforms
  • Familiarity with IOT, technology and the value proposition of data gathering

 Our Team Benefits:

  • Company equity
  • Business casual attire
  • Dog friendly work environment
  • 401k, Medical, Dental, Vision coverage
  • Up to 18 personal days to off plus most major holidays

Our Values:

  • We put our customers first
  • We take pride in what we do
  • We are problem solving rock stars
  • We grow together
  • We feel the love
  • We care about our community
  • We use our power for the greener good

Our Founder:

Sestra was founded by Lev Volftsun, a serial entrepreneur who has sold two technology companies to Cisco Systems & a third to Metaswitch, with a total accumulated value of over $1B. Our TapWise smart dispensing solutions are installed as mission-critical applications within iconic sports venues, cultural centers, hotels & restaurants across the country. The Washington Nationals, Kennedy Center, Warner Theater, Lincoln Center, Greenbrier Resort & Longwood Gardens are just a few of our local clients.