Account Executive – Critical Infrastructure

This is a fully remote position, open to applicants in California, +4 more states.

📋 Description

• Take charge of revenue generation for essential BAS, SCADA, OT network, and central plant integration initiatives.

• Formulate and implement account strategies tailored for hyperscale and colocation data center clients.

• Discover and assess new opportunities via outreach, industry connections, and market insights.

• Steer pursuit efforts from initial contact to award, ensuring a well-defined win strategy.

• Establish trustworthy relationships with owner representatives, EPCs, GCs, and significant trade partners.

• Facilitate executive-level meetings, site visits, and technical solution discussions.

• Maintain long-term account strategies that promote repeat business and campus expansion initiatives.

• Represent STC at vital industry events, conferences, and client networking opportunities.

• Work closely with estimating and engineering teams to bolster RFP responses and pricing strategies.

• Convert client requirements into actionable scopes, budgets, and timelines.

• Ensure a seamless transition from business development to execution teams.

• Assist in contract negotiations and risk assessments prior to project awards.

• Monitor hyperscale market trends, competitor movements, and advancing client delivery models.

• Identify new service-line opportunities such as enterprise monitoring, AI-driven alarming, or CPO optimization.

• Foster strategic alliances with OEMs, technology providers, and subcontractor networks.

• Participate in leadership planning concerning target accounts, regions, and vertical expansion.

• Keep accurate records of CRM activity, pipeline management, and revenue forecasting.

• Provide weekly/monthly KPI reports on bookings, pursuit volume, and conversion rates.

• Ensure sales initiatives align with organizational objectives and financial goals.

• Recognize opportunities and spearhead the strategic application of technology, digital platforms, and AI-enabled tools to enhance efficiency through workflow automation, reduced manual efforts, and improved accuracy in forecasting, documentation, reporting, and quality processes.

• Collaborate with internal teams to guarantee that technology solutions comply with DLB standards for data security, privacy, and operational integrity.

• Encourage a culture that values innovation, ongoing improvement, and the strategic deployment of technology to maximize performance and scalability.

• Complete assigned tasks and deliverables punctually and within budget.

⛳️ Requirements

• Bachelor's degree in business, engineering, construction management, or a related field.

• At least 8+ years of experience in enterprise or construction technology sales.

• Proven track record of closing complex, multi-million-dollar deals in critical infrastructure markets.

• A well-established network within hyperscale, colocation, EPC, or mission-critical construction sectors is highly preferred.

• Familiarity with building automation systems (BAS), PLC/DDC controls, SCADA platforms, OT networks, and central plant systems.

• Understanding of commercial contracting principles and deal structures for large, intricate projects.

• Awareness of emerging AI tools and technologies that enhance sales efficiency and market intelligence.

• Proven sales capabilities with a history of success in mission-critical and infrastructure-focused settings.

• Strong negotiation and contract structuring abilities for high-value, enterprise-level engagements.

• Effective communication skills in client-facing scenarios, capable of translating technical solutions into clear, persuasive value propositions for executive audiences.

• Relationship-building aptitude across clients, partners, and internal stakeholders.

• Proficient in Salesforce or comparable CRM systems and the Microsoft Office Suite.

• Ability to operate autonomously and prioritize tasks in a fast-paced, remote work environment.

• Capability to leverage AI and emerging technologies to streamline workflows, optimize operational processes, and contribute to company-wide innovation.

• Ability to influence decision-makers and maintain an executive presence throughout the sales process.

• Skill in building trust and sustaining long-term relationships with a diverse array of stakeholders.

• Ability to adopt and utilize new technologies and innovative tools to enhance sales performance and insights.

🏝️ Benefits

• A selection of comprehensive medical plans (including two PPO-style plans and a HDHP with HSA option).

• Dental and vision insurance options.

• Extensive medical, dental, and vision coverage available for spouses/domestic partners and dependent children up to age 26.

• 401k plan with company matching and self-directed brokerage account options.

• Paid time off (PTO) including additional leave during the last week of the year.

• Company-funded life insurance coverage for employees and their eligible dependents.

• Short and long-term disability and AD&D coverage.

• Opportunities for professional development, tuition reimbursement, and assistance with professional licensing.

• Paid parental leave after one year of employment.