Senior Account Executive

About the role

We are seeking a highly motivated and results-driven Senior Account Executive to drive new business growth and expand relationships with customers across the renewable energy industry.

Responsibilities

• Identify, qualify, advance, and close new sales opportunities within assigned territories, market segments, and customer accounts.
• Generate new business through strategic prospecting, networking, referrals, conferences, industry associations, and targeted outreach.
• Develop and execute territory and account strategies to achieve or exceed assigned bookings and pipeline generation targets.
• Build and maintain relationships with executive, technical, operational, environmental, engineering, procurement, and other key stakeholders throughout customer organizations.
• Develop a deep understanding of customer projects, business drivers, permitting requirements, regulatory framework, and operational needs.
• Conduct discovery meetings and uncover customer needs through effective questioning with prospective customers to understand project requirements, operational objectives, permitting considerations, and business drivers.
• Develop customer-specific commercial solutions in collaboration with sales operations team and internal subject matter experts.
• Maintain consistent customer engagement through timely communication, proactive follow-up, and effective management of commitments and action items.
• Lead opportunities through initial outreach, qualification, discovery, proposal development, and customer engagement, guiding prospects through the buying process to successful close.
• Support opportunities through final contract negotiation and execution.
• Maintain accurate opportunity, forecast, contact, and activity records within the CRM to support forecasting and business planning.
• Develop and deliver customer presentations, business cases, and product demonstrations tailored to customer needs and project requirements.
• Collaborate with sales operations team to develop proposals and pricing strategies for opportunities ranging from individual project deployments to enterprise-level engagements.
• Develop long-term relationships with strategic accounts and serve as a trusted advisor throughout the project lifecycle.
• Provide accurate sales forecasts.
• Achieve annual bookings and pipeline growth targets.
• Participate in pipeline reviews, forecast meetings, and strategic account planning sessions.
• Monitor industry trends, customer developments, regulatory activity, and competitive solutions to identify opportunities and risks.
• Partner with sales operations, marketing, and leadership teams to support customer opportunities and ensure successful project handoff following contract execution.
• Travel up to 25% to support customer meetings, site visits, conferences, trade shows, and industry events.

Qualifications & Requirements

• Bachelor’s degree in Business, Engineering, Environmental Science, Renewable Energy, or a related field preferred.
• 5-10+ years of successful B2B sales experience with a demonstrated history of achieving or exceeding sales targets.
• Demonstrated ability to uncover customer needs through effective questioning, develop trusted advisor relationships, and navigate complex commercial discussions to achieve mutually beneficial outcomes.
• Experience managing complex sales cycles involving multiple stakeholders and extended decision-making timelines.
• Experience selling to renewable energy developers, utilities, EPCs, environmental consulting firms, or related industries strongly preferred.
• Proven ability to prospect, qualify, and close new business opportunities.
• Experience using CRM platforms such as Salesforce, HubSpot, Microsoft Dynamics, or similar systems.
• Strong presentation, proposal development, and business case development skills.
• Experience in a technology-focused environment or a demonstrated passion for technology, coupled with the ability to quickly learn, retain, and apply technical concepts.
• Ability to communicate technical concepts to both technical and non-technical audiences.
• Excellent verbal, written, and interpersonal communication skills.
• Highly organized with strong time management and project coordination abilities.
• Self-motivated with the ability to work independently while collaborating effectively across teams.
• Proficiency with Microsoft Office Suite, including Word, Excel, PowerPoint, Outlook, and Teams.

Preferred Experience

• Renewable energy and/or technology industry experience.
• Experience supporting or selling into utility-scale wind, solar, or battery energy storage projects.
• Environmental compliance, wildlife mitigation, or environmental consulting experience.
• Experience selling to utilities, renewable energy developers, EPCs, engineering firms, or infrastructure organizations.
• Familiarity with project permitting, environmental review, project development, or regulatory approval processes.
• Experience selling complex technical solutions with long sales cycles and multiple decision-makers.

Benefits

• Medical and Dental Insurance plans through Cigna
• FSA and HSA plans
• Employer contribution to HSA
• Vision plans through Sun Life VSP providers
• 401(k) plus fully vested match
• Employer paid LTD, Life Insurance and AD&D, Travel Assistance
• Employee Assistance Program
• Voluntary Life Insurance and AD&D
• Voluntary STD insurance with no EOI
• Supplemental Coverages:
• Voluntary accident insurance
• Voluntary Critical Illness
• Voluntary Hospital Indemnity
• Voluntary Legal and ID Theft Compensation

Compensation

This position offers a competitive compensation package with on-target earnings (OTE) of approximately $220,000 annually. Compensation is structured with a combination of base salary and performance-based incentives, weighted approximately 60% fixed compensation and 40% variable compensation.