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

📋 Description

• Identify and establish connections with new utility and energy accounts, including Investor-Owned Utilities (IOUs), cooperatives, municipalities, nuclear operators, and Independent Power Producers (IPPs).

• Develop relationships with leaders in training, operations, and compliance.

• Create a self-sourced sales pipeline through outbound prospecting, events, channel partnerships, and inbound leads.

• Manage the complete sales cycle from discovery and demonstration to business case development, procurement/RFP, security and legal reviews, and closing.

• Utilize mutual action plans to sustain momentum and reduce time-to-signature.

• Customize sales strategies to accommodate complex buying groups and extended evaluation periods.

• Collaborate with Solutions Engineering, Product, and Client Success teams.

• Ensure accurate tracking of deal stages and forecasts in HubSpot CRM.

• Achieve and surpass sales quotas and performance KPIs.

• Drive net-new logo growth within public-sector, education, energy, and government sectors.

⛳️ Requirements

• Over 5 years of full-cycle SaaS sales experience in GovTech, energy, or the public sector; utility experience is highly preferred.

• Proven history of self-sourcing pipeline and securing new logo business.

• Demonstrated ability to shorten lengthy, complex sales cycles through executive alignment, mutual action plans, and urgency linked to compliance or operational risks.

• Strong skills in discovery, objection handling, and multi-threading within complex buying committees.

• Practical experience with HubSpot or a similar CRM platform.

• Ability to thrive in a lean, scale-up environment and contribute to the development of sales processes.

• Familiarity with Question-Based Selling (QBS).

• Experience applying MEDDPICC as a qualification framework.