About the Company
Mostardi Platt is a premier environmental consulting firm dedicated to supporting both public and private sectors with comprehensive air emissions testing and environmental compliance solutions. The history of Mostardi began over 40 years ago, with the passing of the Clean Air Act in 1970, which forced companies to focus on their air emissions more than ever before. Mostardi takes pride in their longstanding expertise and exceptional service that fosters a sustainable future.
Already a growing, profitable business, Mostardi partnered with Incline Equity Partners in December 2024 with the goal of scaling the business to be one of the largest national providers of air emissions testing, compliance, and consulting services in the US. This will include new products and services, geographic expansion, and a mix of organic growth and acquisitions.
As part of its growth plan, Mostardi is making significant investments in its go-to-market and sales capabilities and looking for a high-performing executive to lead the charge.
About the Role
We are seeking a motivated Head of Sales with a track record of successfully delivering profitable revenue growth at PE-sponsored, industrial services businesses. Reporting to the CEO, this role will have responsibility for GTM strategy and execution; building a scalable, high-performing sales organization; implementing process, structure, data and metrics; and hands-on management of the sales organization.
This role is based on-site in Elmhurst, IL (Chicago suburb) where the other members of the leaderhsip team are based.
Key Responsibilities
GTM Strategy: Formulate and execute a comprehensive GTM strategy that supports Mostardi’s growth goals, including an integrated testing, compliance, and consulting services offering; product, service, and geographic expansion; existing account growth; and new logo acquisition
Sales Model: Implement a highly effective, scalable sales model, including the structure, resources, processes, pipeline management, sales playbooks, tools / technology, compensation plans, etc. This role will need to iterate on sales team structure and processes as additional locations and headcount are integrated through organic growth and acquisitions
Sales Team Leadership: Recruit, lead, coach, and hold accountable a high-performing sales team that consistently meets or exceeds its sales quotas
Sales Performance Data & Analysis: Use data, metrics, and appropriate tools (e.g., recently implemented SFDC) to monitor and proactively manage the sales pipeline and team. Regularly provide data-driven updates to key stakeholders – CEO, leadership team, Incline Equity – to inform strategy and decision-making
Account management: Improve and standardize Mostardi’s account management approach, collaborating with the service delivery teams who work closely with our clients and serve in an account management capacity
New Growth Opportunities: Identify, evaluate, and prioritize growth opportunities in the relevant markets and develop strategies to capture those opportunities in partnership with leadership, operations, etc.
Cross-Functional Collaboration: Collaborate with CEO and leadership team, operations, product development, and others to achieve growth and broader business goals
Budget Management: Manage and allocate resources efficiently within the commercial team, ensuring ROI and budget adherence
External Presence: Support strategic new logo acquisition and existing account growth as needed by representing Mostardi externally alongside sales and service delivery teams. Build strong relationships with partners and industry stakeholders to advance Mostardi’s brand and interests
Qualifications
10+ years in relevant commercial leadership role(s) with proven success in building and scaling sales organizations at high-growth industrial and / or B2B services companies
Experience in mid-market businesses with revenues between $50-200M with similar target customers as Mostardi (mid-sized and large businesses producing air emissions, e.g., manufacturers, oil & gas companies, utilities)
Proven ability to professionalize a sales organization and implement key elements for salesforce effectiveness – segmentation / targeting, prioritization, pipeline management, sales playbooks, sales management, compensation structures, etc.
Ideal candidate will have experience incorporating new products / services, geographic territories, and customers resulting from acquisitions
Structured, process- and data-driven approach to building and managing a sales organization
Executive leadership and team management skills
Executive presence, exceptional communication, negotiation, and relationship-building skills
Proficiency with CRM software and sales analytics tools
Results-oriented, adaptable, and comfortable in a fast-paced environment
Ideal candidate will be familiar with a field services business model
Proven ability to be a strategic thought partner to the board and ELT and able to articulate a vision for the function and future growth
Experience working with a private equity-sponsor is strongly preferred
Bachelor's degree required; Master's degree a bonus
Additional Information
Outcomes
Implement all of the essential infrastructure for an effective and scalable sales organization as part of the business’s plan to triple revenue over the next 3-5 years, e.g., targeting and segmentation, pipeline management, consistent sales processes / playbooks, data and KPIs, consistent sales management cadence, etc.
Design and implement a unified GTM strategy across stack testing and consulting services (e.g., align leaders to segmentation, messaging, and cross-selling)
Deliver profitable, organic revenue growth of through a combination of winning new customers and growing existing accounts
Build a high-performing, accountable commercial team with highly effective sales professionals, sales managers, and support
Required Competencies
Structured, data-driven, strategic thinking
Hands-on approach to management and the implementation of sales infrastructure
Comfort with ambiguity
Sense of urgency in a PE-backed, high-growth environment
Proven ability to develop and lead a culture of accountability
High emotional EQ
Location and Compensation
Role is based on site in Elmhurst 4-5 days per week with travel in the US to coach the sales team, build relationships with customers, etc.
Compensation will be competitive and commensurate with experience, including a base salary, annual performance bonus, and long-term incentive equity