Director, Executive Accounts

This is a fully remote position, open to applicants in Alabama, +44 more states.

📋 Description

• Take charge of the commercial relationship with one of Plug Power’s most significant and strategic clients.

• Act as the senior sales leader and main point of contact for the client’s executive and functional stakeholders.

• Create and implement a multi-year strategic account plan aimed at increasing revenue and enhancing share of wallet.

• Establish and maintain trusted relationships with senior executives and functional leaders.

• Oversee the entire sales cycle, including opportunity identification, RFP responses, pricing, commercial strategy, contract negotiation, TCO, and business case development.

• Market Plug’s integrated ecosystem of fuel cell systems, hydrogen fueling infrastructure, hydrogen supply, and associated services.

• Manage account health, escalation processes, customer satisfaction, and Customer Quarterly Business Reviews.

• Present sales and revenue forecasts, pipeline reviews, and account performance metrics to executive leadership.

• Convert customer needs into design specifications, product roadmap contributions, and deployment strategies.

• Coordinate extensive, multi-site programs across internal teams while managing schedules, costs, and quality commitments.

• Prepare and deliver executive-level presentations and business reviews.

• Represent Plug Power with professionalism and integrity.

• Carry out other duties as assigned.

⛳️ Requirements

• Bachelor’s degree in engineering, business, or a related discipline.

• Over 7 years of experience in sales, account management, product management, engineering, or a similar field.

• Familiarity with fuel cells, hydrogen, batteries, or other energy storage and power technologies.

• Proven success in managing complex, high-value customer relationships and negotiating significant commercial agreements.

• Willingness to travel up to 50% of the time.

• Experience in the material handling, warehousing, logistics, or industrial equipment sectors.

• Background in selling capital equipment (capex) and long-cycle, multi-site solutions.

• Proven experience selling to large, sophisticated enterprise or hyperscale clients, including navigating formal RFP and procurement processes.

• Experience in selling an ecosystem—integrating equipment, infrastructure, fuel or energy supply, and services into a single value proposition.

• Strong financial expertise, including TCO and ROI modeling and commercial pricing strategies.

• Proficient in Salesforce CRM.

• Excellent business acumen with the ability to convey value to diverse audiences and achieve results against ambitious targets.

• Capacity to quickly grasp complex technology and engage credibly with both engineers and executives.

• Outstanding written and verbal communication skills.

• Demonstrated ability to lead cross-functional teams without direct authority, foster alignment, and hold team members accountable.

• Highly organized, detail-oriented, and persistent in follow-up, with a results-oriented work approach.

🏝️ Benefits

• Health, Dental & Vision Insurance eligibility starting from the first day of employment.

• 401(k) plan with a 5% company match.

• Eligibility for bonuses.

• Paid time off, including vacation, personal, and sick leave.

• Paid holidays.

• Wellness Reimbursement Program.

• Opportunity to apply for Tuition Reimbursement.

• Fertility and Family Building Benefits.

• Employee referral program.

• Employee Assistance Program.