Account Executive / Director

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

📋 Description

• Manage the entire commercial relationship from initial outreach to signed contracts, renewals, and expansions.

• Conduct research on target accounts and create account plans along with buying committee maps.

• Execute outbound prospecting and follow up on incoming leads.

• Perform discovery sessions and qualify opportunities based on need, budget, timeline, and authority.

• Develop customized product demonstrations and present them to both technical and commercial audiences.

• Draft proposals and quantify customer-specific value and return on investment (ROI).

• Lead negotiations in commercial and legal matters, as well as procurement and security assessments.

• Provide accurate forecasts and identify risks early on.

• Coordinate onboarding with the Product and Customer Success teams while maintaining the role of commercial account owner.

• Manage renewals, including tenders, procurement, and term negotiations.

• Grow existing accounts through upselling and cross-selling strategies.

• Maintain comprehensive account plans that include stakeholders, adoption rates, risks, and strategies for expansion and renewal.

• Detect churn risks by analyzing usage and sentiment signals.

• Conduct commercial reviews with senior stakeholders and offer feedback on the roadmap.

• Ensure accuracy in HubSpot deals, contacts, notes, next steps, and forecasts.

• Collaborate with Marketing, Product, Customer Success, and Support teams.

• Utilize AI tools and agents for research, call preparation, and account planning.

• Provide insights on competitors, objections, and buyer behavior to the team.

⛳️ Requirements

• Experience in B2B SaaS sales within a full-cycle Account Executive role.

• Proven track record in building new pipelines, closing new business, and managing renewals or expansions.

• Demonstrated experience in selling complex, high-value solutions to multiple stakeholders over extended sales cycles.

• Strong outbound sales habits with a history of generating new pipeline.

• In-depth product and industry knowledge, particularly regarding challenges in wind energy.

• Ability to create and conduct tailored demos for both technical and commercial audiences.

• Confidence in conducting discovery, demos, and commercial negotiations, including procurement and legal discussions.

• Comfortable managing a quota that includes both new and existing revenue.

• Honest and precise forecasting abilities.

• Disciplined usage of HubSpot CRM.

• Exceptional written and verbal communication skills in English.

• Clear and concise communication style.

• Self-motivated and adaptable in a scale-up environment with changing processes.

• Nice to have: experience in the wind, renewables, energy, maritime, or other asset-heavy industries.

• Nice to have: experience selling simulation, planning, optimization, analytics, or AI-based software.

• Nice to have: experience in tender-based or framework-agreement sales.

🏝️ Benefits

• Opportunity for remote work with a small, international team.

• Access to modern, AI-supported sales tools.

• Variable compensation structure with commission.

• Equity options available.

• Pension plan included.

• Holiday entitlement aligned with the country of employment.

• Close interaction with leadership, providing real influence on strategy, product development, and sales approaches.