Head of Portfolio Growth

This is a fully remote position, open to applicants in Canada.

📋 Description

• Drive the growth strategy for Niricson's existing customer base.

• Scale initial projects into extensive, multi-site, multi-asset, and ongoing customer relationships.

• Develop strategic account plans that encompass stakeholder mapping, pathways for expansion, renewal risks, procurement schedules, budget cycles, executive connections, and long-term growth opportunities.

• Oversee expansion bookings, upselling, cross-selling, renewals, and account penetration efforts.

• Collaborate with Customer Success, Delivery, Product, Engineering, and Data teams to transform customer outcomes into sustained commercial growth.

• Cultivate relationships with senior stakeholders across asset management, engineering, operations, capital planning, finance, risk, innovation, and executive leadership.

• Create repeatable processes to transition one-time inspections or pilot deployments into widespread portfolio-level adoption.

• Optimize pricing, packaging, renewal structures, expansion strategies, and recurring revenue models.

• Establish the Portfolio Growth function, developing playbooks, processes, KPIs, CRM protocols, team structure, and reporting cadence.

• Define account segmentation and a comprehensive portfolio growth strategy.

• Enhance visibility into the expansion pipeline and assess customer health.

• Align efforts across Sales, Customer Success, Delivery, Product, and Executive leadership.

⛳️ Requirements

• A minimum of 8 years of experience in enterprise sales, strategic account management, customer expansion, or commercial leadership.

• Demonstrated success in expanding existing enterprise or public-sector accounts.

• Experience in selling to sectors such as infrastructure, utilities, transportation, public sector, municipalities, airports, dams, engineering, asset management, inspection, NDT, geospatial, digital twin, robotics, or industrial analytics markets.

• Profound understanding of intricate B2B or public-sector sales cycles, procurement processes, renewals, and budget timing.

• Capability to translate technical features into business value at the executive level.

• Proven experience in crafting account plans and managing multi-stakeholder customer relationships.

• Comfort in a growth-stage company where systems, processes, and teams are still evolving.

• Strong commercial acumen and executive presence.

• Ability to work strategically while also being hands-on.

• Familiarity with CRM systems and revenue reporting disciplines.

• Background with infrastructure asset owners such as utilities, DOTs, airports, municipalities, transit agencies, hydro operators, or government infrastructure departments.

• Experience in SaaS, data analytics, AI, robotics, inspection technology, asset management software, or digital twin platforms.

• Proven track record in converting service-led revenue into recurring platform or subscription revenue.

• Established network within Canadian or U.S. public infrastructure markets.

• Experience managing account managers, customer success managers, or strategic account teams.

🏝️ Benefits

• Performance-based variable compensation.

• Equity participation.

• Opportunity to shape a core commercial function and impact company strategy.

• Work with cutting-edge robotics, AI, sensing, and analytics technologies.

• Chance to build enduring customer relationships across infrastructure markets.