Sales Director

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

📋 Description

• Take ownership of and guide the complete enterprise sales cycle, from account and territory planning through to prospecting, discovery, demonstrations, negotiations, and closing.

• Spearhead intricate commercial processes, including responses to RFI/RFP, pricing and packaging strategies, business case development, and contract negotiations.

• Develop and implement strategic prospecting plans to cultivate a qualified pipeline among utilities, municipalities, and energy providers.

• Integrate self-initiated outbound efforts with marketing campaigns, account-based programs, events, and opportunities sourced through partners.

• Conduct structured business, technical, and financial discovery and qualification processes.

• Ensure pipeline governance in CRM, covering opportunity strategies, closing plans, next steps, and forecasts.

• Leverage account intelligence tools such as LinkedIn Sales Navigator to identify key decision-makers and foster relationships.

• Establish and maintain trusted-advisor relationships at the executive level, managing value positioning, risks, and objections.

• Drive conversion of expansion opportunities within existing clients in collaboration with Customer Success.

• Direct commercial negotiations for renewals and recontracting events.

• Represent Hansen Technologies at industry events, associations, and executive forums.

• Lead cross-functional deal teams, collaborating with Pre-Sales, Bid Management, Delivery, Product, Marketing, and shared services.

• Validate delivery feasibility and capacity prior to commercial commitments and ensure a seamless transition from signed contracts to implementation.

• Meet quota targets across new logo acquisitions, expansions, and renewal bookings.

• Maintain adequate pipeline coverage, win rates, forecast accuracy, and data quality within CRM.

⛳️ Requirements

• Over 10 years of demonstrated success in enterprise software/SaaS sales, encompassing new logo acquisition and account growth.

• Proven experience in selling enterprise software/SaaS and managing complex, multi-stakeholder deals.

• A bachelor's degree or equivalent experience is required.

• Familiarity with selling customer care and billing solutions, whether SaaS or on-premises.

• Knowledge of the revenue lifecycle for electricity, gas, and water services in utilities and municipalities.

• Executive presence with effective communication skills tailored for C-level stakeholders.

• High proficiency in MS Office and CRM tools.

• Excellent writing skills suitable for executive summaries, proposals, and business cases.

• Strong computer proficiency, particularly in MS Office, MS Excel, and MS Dynamics CRM.

• Experience with BI and AI-enabled reporting is an advantage.

• Familiarity with enterprise procurement processes and navigating regulated environments is beneficial.

• Formal training in sales methodologies is a plus.

• Comprehensive knowledge of the Energy, Municipality, and Utility market sectors.

• Exceptional verbal and written communication abilities.

• Capacity to rapidly learn about new markets.

• A bachelor's degree or equivalent experience combined with over 10 years of progressive experience in enterprise software sales, including solution selling alongside pre-sales activities.

🏝️ Benefits

• Competitive salary and performance-based incentives.

• Comprehensive health and wellness benefits.

• Opportunities for professional development and career growth.

• Flexible work arrangements to support work-life balance.