Senior Account Specialist – Public Sector Strategic Sales

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

📋 Description

• Cultivate trusted, long-lasting relationships with leaders in public agencies, facility teams, finance and procurement personnel, sustainability experts, and other essential stakeholders.

• Facilitate discovery discussions to comprehend operational requirements, budget limitations, infrastructure risks, and organizational goals.

• Link agencies to effective energy and resiliency solutions.

• Engage and mobilize hard-to-reach agencies, departments, and business lines.

• Identify, target, and engage new public agencies and departments within the designated territory.

• Develop and oversee a robust pipeline of extensive retrofit, upgrade, and resiliency opportunities through lengthy and intricate public-sector sales processes.

• Coordinate with internal technical resources, contractors, and program partners.

• Identify and promote energy efficiency, electrification, facility modernization, and resiliency opportunities.

• Assist agencies in converting audits, facility requirements, and resiliency objectives into phased project plans.

• Foster consensus among executives, facility managers, finance teams, procurement staff, elected or appointed officials, and external partners.

• Formulate account strategies, set next steps, address obstacles, maintain precise forecasts, and advance opportunities toward commitment and execution.

• Gather customer feedback, procurement considerations, funding challenges, and emerging public-sector needs.

• Travel approximately 25–40% within the assigned territory for business development, client interactions, and project opportunities.

⛳️ Requirements

• Bachelor's Degree (or candidates may substitute one year of relevant experience for each year of education).

• At least 5 years of proven success in consultative, relationship-based sales, business development, or strategic account management involving complex solutions and multiple decision-makers.

• A valid driver's license is required, along with the ability to successfully pass a Motor Vehicle Records (MVR) check.

• Demonstrated success in opening, developing, and expanding complex accounts in the public sector, institutional, utility, energy services, infrastructure, technology, engineering, or a similar field.

• Proven ability to engage challenging sectors or lines of business and transform low awareness, competing priorities, or organizational resistance into active opportunities.

• Experience in selling or advancing comprehensive retrofits, capital improvements, energy efficiency, electrification, sustainability, or resiliency solutions.

• Familiarity with public agency budgeting, capital planning, procurement, governance, and approval processes.

• Ability to articulate business, financial, operational, and technical value to both executive and non-technical audiences.

• Proficiency in using CRM systems such as Salesforce to manage account plans, opportunity stages, forecasts, customer interactions, and next steps.

🏝️ Benefits

• Flexible workplace arrangements.

• Work-life balance.

• Donation matching.

• Volunteer opportunities.

• Tuition reimbursement.

• Access to professional development resources.

• 401k matching.

• Employee Stock Purchase Plan.

• Reasonable accommodations.

• Equal opportunity employment.