About This Role
This senior, quota-carrying role is responsible for winning new business and expanding strategic customer relationships within the Energy & Utilities market. The Sales Director will own the end-to-end sales process, from targeted prospecting and discovery through solution positioning, executive alignment, proposal development, commercial negotiation, and contract close.
Responsibilities
- Own and lead the end-to-end enterprise sales cycle: account/territory planning, prospecting, discovery, solution demonstrations, value justification/ROI, stakeholder alignment, proposal development, negotiation, and close
- Lead complex commercial motions including RFI/RFP responses, pricing and packaging strategy, business case development, and contract negotiations in partnership with Legal, Finance, and executive leadership
- Build and execute a strategic prospecting plan to develop qualified pipeline within targeted utilities/municipalities/energy providers using outbound, partner channels, events, and account-based tactics
- Run structured discovery and qualification (business, technical, and financial) to confirm fit, define success criteria, map stakeholders, and advance opportunities to close
- Maintain rigorous pipeline governance in CRM (e.g., Dynamics), including opportunity strategy, close plans, next steps, and accurate forecasting; provide regular updates and insights to sales leadership
- Leverage account intelligence tools (including LinkedIn Sales Navigator and relevant industry sources) to identify buying centers, build multi-threaded relationships, and develop targeted engagement plans
- Establish and maintain executive-level, trusted-advisor relationships; articulate differentiated value, manage risk/objections, and drive expansion opportunities within assigned accounts
- Lead cross-functional deal teams (Delivery, Product, DevOps, Marketing, and shared services) to shape solutions, coordinate bid management, and ensure a clear handoff from signed contract to implementation
Requirements
- 10+ years' enterprise software/SaaS sales experience, with a proven track record of exceeding quota through both new logo acquisition and account growth
- Experienced in leading complex, multi-stakeholder enterprise sales cycles from prospecting and discovery through negotiation and close
- Strong consultative and value-based seller, skilled at uncovering business challenges, quantifying ROI, and positioning solutions as strategic outcomes
- Demonstrated ability to engage and influence C-level executives, procurement, finance, operations and technical stakeholders
- Excellent written and verbal communication skills, with experience developing executive summaries, proposals, business cases and commercial presentations
- Strong pipeline management, forecasting and CRM discipline, with proficiency in HubSpot, Dynamics, Salesforce or similar CRM platforms
