Senior Account Executive

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

📋 Description

• Acquire comprehensive knowledge regarding utility operations, purchasing frameworks, industry priorities, and the SaaS solutions available for customers.

• Cultivate and sustain a robust pipeline through focused research, outreach, prospecting, and the development of opportunities within utility accounts.

• Establish connections with various decision-makers and influencers within intricate organizations.

• Direct and lead consultative, value-driven sales cycles both independently and in collaboration with channel partners.

• Progress and finalize enterprise opportunities, including contracts exceeding $100,000 in annual value.

• Design and implement utility-focused sales initiatives in partnership with Marketing, Business Development, and channel partners to engage priority buyers and generate pipeline.

• Achieve or surpass sales and quarterly booking targets; maintain precise records of opportunities, forecasts, and activities in Salesforce.

• Oversee a designated portfolio of large public and privately-owned utility and energy-provider accounts spanning power generation, transmission, distribution, electric, gas, water, and multi-service utilities.

• Assist customers in streamlining operations and preparing for, responding to, and coordinating recovery from outages.

⛳️ Requirements

• Minimum of 5 years of successful enterprise SaaS sales experience specifically targeting the utilities sector, with a proven track record of securing large accounts in power generation, transmission, distribution, or other significant public or private utilities.

• Proven experience in developing and executing sales programs tailored for the utilities industry, yielding measurable outcomes in pipeline creation or revenue growth.

• Excellent skills in prospecting, presentation, negotiation, written communication, and closing deals.

• Proven history of meeting or exceeding quotas, supported by quantifiable results.

• Proficient in utilizing Salesforce and applying AI tools to enhance research, productivity, or sales workflows.

• Bachelor’s degree in business, economics, finance, or a related field, or equivalent professional experience.

• Capability to work from the United States, reside within reasonable proximity to a major airport, and travel at least 30% of the time.

• Experience in entering new markets or acquiring new customers (“hunter” sales experience).

• Proven success in increasing revenue within existing utility accounts and fostering strong relationships across utility buying teams.

• Extensive experience in the utility industry and established connections across power generation, transmission, distribution, or other large utility organizations; 15 or more years of pertinent experience is advantageous.

• Proficient in managing a high volume of opportunities and navigating security-conscious purchasing environments; possessing an active security clearance is a plus.

🏝️ Benefits

• Competitive salary and commission structure.

• Comprehensive health and wellness benefits.

• Opportunities for professional development and career advancement.

• Flexible work arrangements and a supportive team environment.