Account Executive, North America
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Job Description
Account Executive managing end-to-end sales cycle for renewable energy accounts across the US and Canada. Targeting IPPs, Utilities, and Renewable Developers, leveraging the Unity platform.
Responsibilities:
- Territory & Opportunity Management: Develop and execute a strategic territory plan to exceed annual sales quotas. Build and maintain a robust pipeline of 3x-4x coverage through self-sourced prospecting and marketing-led leads.
- Full-Cycle Sales Execution: Lead the entire sales process from initial discovery and qualification to negotiation and commercial close. Navigate complex buying centers involving Operations, IT, Engineering, and Finance stakeholders.
- Solution Selling: Articulate the value of the Unity platform—including SCADA, EMS, and Asset Performance Management (APM)—to solve critical challenges in asset availability, compliance, and revenue optimization.
- Strategic Account Development: Cultivate relationships with key decision-makers at target accounts (IPPs, Utilities, Asset Managers). Map out organizational structures to identify champions and economic buyers.
- Cross-Functional Collaboration: Partner with Solution Engineers to deliver compelling demos and Proof of Concepts (POCs). Collaborate with Marketing, Product, and Customer Success teams to ensure alignment between customer needs and our roadmap.
- Forecasting & Hygiene: Maintain rigorous CRM (Salesforce) hygiene. Provide accurate weekly, monthly, and quarterly forecasts to leadership.
Requirements:
- Experience: 5+ years of B2B enterprise SaaS sales experience, preferably within the Energy, CleanTech, or Utility sectors.
- Track Record: Proven history of consistently meeting or exceeding annual quotas (e.g., $1M+ ARR). Experience closing 6-figure+ multi-year contracts.
- Industry Knowledge: Familiarity with the renewable energy landscape (Wind, Solar, BESS) is highly preferred. Understanding of SCADA, APM, Commercial Asset Management, or CMMS is a distinct advantage.
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