VP of Segment - Construction, Engineering, and Inspection (CEI)

HeadLight, founded in 2005, delivers industry-leading technology to transportation construction teams. Our mobile first inspection and verification solution enables clients to streamline and mobilize project inspections, communications, and documentation leading to superior collaboration and project deliveries. The HeadLight platform has been used on transportation construction projects nationwide. Customers include large departments of transportation, top-tier consulting engineering firms, contractors, equipment manufacturers, and industry-related materials companies. The Headlight team is passionate about connecting the field and back office through use of proven modern tools that shine a light on the data needed to improve delivery of transportation construction projects.

What You’ll Do As Segment Lead - CEI within HeadLight’s Growth Team:

• Leverage your understanding and relationships within CEI firms to develop strategy to unlock growth in the CEI market segment. You will deliver a CEI strategy that will guide account executives across all sales regions.
• Partner with Account Executives to grow the CEI pipeline and close new projects and enterprise wide opportunities. Account Executives will own execution of the strategy at the account level. The Segment Lead - CEI will partner with the account executive to tailor the account plans to specific account needs.
• Develop executive relationships and insights to grow the CEI pipeline and guide the Headlight solution set.
• Working with Account Executives, you will establish a vision and strategy to guide our long-term approach to new logo pipeline generation within the CEI segment.
• You will consistently deliver ARR revenue targets to support HeadLight’s YoY growth with focus – dedication to the number and to deadlines.
• You will listen intently to the industry and stakeholders, competitors, and buyers to help shape Headlight positioning within the CEI segment.
• Guide and assist the account executives to deliver a consultative/solution sales approach.
• Identify, pursue, engage, and close sales opportunities with CEI nationwide with a focus on value generation.
• Collaborate with the Solutions Engineering team to understand Headlight solutions and guide Account Executives and prospects on appropriate and value-focused solution sets.
• Cultivate new CEI relationships.
• Provide guidance/insights to the Senior Leadership Team and Growth Team members involved in closing complex sales opportunities.
• Work as a team for the most efficient use and deployment of resources. Provide timely and insightful input back to other corporate functions, including Marketing and Communications, Operations, Customer Experience, and Solutions.
• Champion HeadLight to prospective CEI clients during sales presentations, site visits, industry event attendance, and product demonstrations.

How You’ll Be Successful

• Customer Obsession: We exist for our customers. We strive to partner with them, understand the impacts of the challenges they face, and earn their trust to solve those problems..
• Love Problems, Not Solutions: We don’t get so fixated on a solution that we lose sight of the problem. The best solution wins - no matter the source.
• Ownership: We honor and take ownership over commitments to each other. We are not self interested and refuse to say, “that isn’t my job.” We act on behalf of the entire company.
• Details Matter: Paying attention to the little things leads to the ability to accomplish big things. We focus on ensuring we get the small things right. We leave things better than we found them.
• Earn It Through Results: We achieve our goals by delivering results. We refuse to manage perceptions of results. We work to deliver them with quality in a timely fashion.
• The Why Matters: Know why before taking action or investing time. We give context, set clear goals, and use independent judgment. We don’t do anything just because “someone said so” or “it felt right.”
• Fail Fast: Speed matters in business. As a result, failure will happen. Dot it small, do it quickly, understand it, and use it to learn from and grow.
• Build Trust: We start by assuming good intentions. We depend on others, so we work deliberately to bring out the best in one another and build trust through visibility and transparency.
• Challenge Ideas, Respect Decisions: We love to challenge our own thinking. When it’s time to move, we respect the decision, commit, and all pick up the oar and row together.
• Think Big: We are comfortable being uncomfortable. We strive for thinking at levels that allow us to scale and make the biggest impact for our customers.

Requirements

• You have 8+ years experience inside an CEI in a role where modernization and value creation were essential to the success of your clients and their projects.
• Construction experience from both the field and home office.
• Deep passion for modernizing transportation construction by providing high performance tools that connect the field and home office with real-time data.
• Proven track record developing and executing strategy and meeting measurable outcomes.
• You must have a deep commitment to advancing the transportation industry by leveraging technology.
• You must be adaptable, flexible, and dynamic in how you approach the market and internal stakeholders.
• You must be comfortable challenging the status quo.

• You have experience in supporting evaluation and implementation of enterprise software, including the management of complex buying committee needs and long sales cycles.

• You possess excellent communication & interpersonal skills and can liaise effectively with senior stakeholders.
• You are embrace new technology and embrace using Sales Enablement platforms and CRM (eg. Salesforce).
• You are results-driven, tenacious, and a strong team player.
• You have experience assessing/using complex software solutions for CEI firms in the construction and maintenance lifecycle.

Benefits

• Accrued PTO
• Sick Time
• 401k Match
• Employee Paid Medical, Dental, and Vision Premiums
• Home Office subsidy

• Monthly Telecommunications Reimbursement
• Salary $160k-215k depending on experience + uncapped quarterly commission incentive. Total On-Target Earnings to be finalized in collaboration with the hiring manager.