Senior Account Executive
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Job Description
Senior Account Executive winning new municipal utility customers for Advanced Utility Systems’ CIS and billing software. Shaping RFPs, leading public-sector pursuits, and accelerating AI-enabled sales.
Responsibilities:
- Win new municipal utility customers for the CIS Infinity platform and related products
- Own a new-logo quota across North American municipal electric, water, wastewater, and gas utilities
- Build target account plans based on aging CIS platforms, contract expirations, leadership changes, and budget cycles
- Develop relationships with utility managers, finance directors, customer service leaders, IT leaders, and city or board decision makers
- Run discovery connecting operational pain to defensible business cases
- Apply MEDDPICC to qualify opportunities, manage the funnel, and maintain accurate pipeline and forecasts
- Report on pursuit health, win rates, and lessons from lost deals
- Engage prospects during needs assessment, budget planning, and consultant selection to shape future RFP requirements
- Build relationships with utility consultants and procurement officers
- Make bid or no-bid recommendations for RFPs
- Own RFP responses from kickoff to submission and coordinate product, professional services, and finance contributors
- Lead orals, finalist demonstrations, reference calls, and best-and-final negotiations through contract signature
- Informally mentor a new sales team member and provide exposure to account research, RFP support, discovery calls, and demonstrations
- Help prepare demonstrations aligned with utility requirements and workflows
- Share sales learnings with leadership
- Use AI to analyze RFPs, extract requirements, draft compliant responses, and build tailored proposals
- Apply AI to account research, stakeholder mapping, demo preparation, and closing plans
- Work with sales leadership and R&D to document effective AI-assisted practices
- Measure AI impact through hours saved, proposal quality, bid volume, and win rate
Requirements:
- Five or more years of quota-carrying software sales experience
- Recent track record selling CIS, billing, or other enterprise software to municipal utilities or comparable public sector buyers
- History of new-logo success; candidates whose results came mainly from renewals, upsells, or install base expansion will not fit this role
- Demonstrated experience with public sector procurement, including RFP response, bid or no-bid decisions, evaluation scoring, orals, and contract negotiation
- Proven ability to influence a buying process before the RFP is issued
- Strong relationship-building credibility among utility managers, finance leaders, and board or council members
- Clear, persuasive writing ability for executive summaries, technical responses, and pricing narratives
- Willingness to mentor a new sales team member informally and work effectively with a sales engineer or demo specialist
- Commitment to learn and consistently apply MEDDPICC
- Curiosity and hands-on initiative with AI tools
- Willingness to travel to prospect sites, conferences, and finalist presentations
- Current, valid passport and legal eligibility to travel internationally, including required travel visas or passport-based visa exemption for Canada, the United States, and the Caribbean
- Preference for candidates who can work in EST timezone
Benefits:
- 3 weeks’ vacation and 5 personal days
- Comprehensive Medical, Dental, and Vision benefits starting from your first day of employment
- Employee stock ownership and RRSP/401k matching programs
- Lifestyle rewards
- Remote work and more!
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