Sales Director

About the role

This position is responsible for owning and leading the end-to-end enterprise sales cycle, from account and territory planning through prospecting, discovery, solution demonstrations, value justification and ROI, stakeholder alignment, proposal development, negotiation, and close.

Responsibilities

• 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, and energy providers using outbound efforts, partner channels, events, and account-based tactics.
• Run structured discovery and qualification across business, technical, and financial dimensions 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 and 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.