Account Executive, Boulder, CO (Hybrid or Remote)
As Account Executive, you'll sell Ascend's energy analytics software and advisory services to utilities, independent power producers (IPPs), and developers. You'll build relationships with senior executives, guide complex, multi-stakeholder deals from first meeting to signature, and work as part of a pursuit team with solutions engineers, quantitative analysts, customer success, and product.
You'll do well here if you know the power sector, run a disciplined sales process, and enjoy winning as a team.
Your Impact
Real influence. Real outcomes. At every level.
- High-impact work. Shape the tools and decisions that drive the clean energy transition.
- Direct exposure. Work alongside executive leadership and key utility and corporate clients.
- Room to grow. A rapidly scaling SaaS business with real advancement opportunities.
- Collaborative culture. A team that values creative thought, inclusion, and work-life balance.
Your Role
Pipeline and pursuits.
- Attain assigned Quota, and build sufficient pipeline against future quota requirements.
- Identify, prospect, and qualify opportunities with utilities, IPPs, and developers.
- Manage your pipeline with a defined sales methodology, clear stage definitions, mutual action plans, and disciplined CRM forecasting.
- Lead pursuit teams on complex, multi-stakeholder deals, partnering with solutions engineers, quantitative analysts, customer success, product, and executive sponsors.
Executive relationships and closing.
- Build and maintain relationships with VP, SVP, and C-suite buyers across long sales cycles.
- Deliver product demonstrations and proposals that clearly explain Ascend's value, including our software and expert services together.
- Negotiate and close contracts for Ascend's SaaS and advisory services.
Growth and handoff.
- Grow existing accounts through expansions and renewals.
- Hand off cleanly to implementation and customer success.
- Share market feedback with Product and leadership to help Ascend move into new markets and offerings.
Your Qualifications
Required: These are the essentials. The rest we'll build together.
- Software sales to power-sector buyers: 8+ years of B2B software or analytics sales, including 4+ years selling into the power sector to utilities, IPPs, or developers, with named closed-won accounts you can speak to.
- Enterprise selling and executive relationships: experience building and sustaining relationships with VP, SVP, and C-suite buyers across long, multi-stakeholder cycles. Typical buyers include heads of trading and optimization, asset management, resource planning, project development, and finance. Your relationships have produced expansions and renewals, not only first sales.
- Quota attainment: a record of meeting or exceeding quota, at or above 100% in at least 3 of the last 5 years, supported by verifiable results such as attainment letters, rankings, or club qualification.
- US electricity market knowledge: working knowledge of how US wholesale power markets operate, ideally ERCOT, ISO-NE, PJM, and CAISO, with real depth in at least two. You can explain energy, ancillary services, and capacity or resource adequacy constructs, and how batteries, solar, and wind earn revenue in each market.
- Structured sales process: fluency in a defined methodology (such as MEDDPICC, Challenger, Sandler, or Miller Heiman), with clear stage definitions, qualification criteria, mutual action plans, and disciplined CRM forecasting. You can walk us through how you qualify, forecast, and close a deal from first meeting to signature.
- Team-based selling: experience partnering with solutions engineers, quantitative analysts, customer success, product, and executive sponsors on complex pursuits, including leading a pursuit team on a multi-stakeholder deal, sharing credit, and handing off cleanly to implementation.
Preferred: None of these is required, but each shortens ramp time.
- Experience selling into integrated resource planning (IRP) and power procurement processes at investor-owned utilities, public power agencies, co-ops, or community choice aggregators (CCAs), including regulatory approval timelines.
- Understanding of storage and hybrid economics: merchant storage revenue, tolling agreements, co-located solar plus storage, and day-ahead and real-time bid optimization.
- Working knowledge of MISO, SPP, NYISO, or the Western markets, in addition to ERCOT, ISO-NE, PJM, and CAISO.
- Experience selling a subscription platform paired with consulting or advisory work, and explaining the value of both in one proposal.
- Exposure to capital markets, working with lenders, investors, or M&A advisors on project valuation and asset transactions.
- Fluency in load growth, including data center and large-load demand and what it means for forecasting and procurement.
- Established relationships with buyers at utilities, IPPs, and developers.
- Bachelor's degree in engineering, economics, finance, or business, or equivalent experience. An advanced degree is a plus.
If you don't meet every qualification but this role excites you, we'd still love to hear from you.
Your Value
Join a team that values your work, supports your growth, and invests in your future.
- Medical, dental, and vision coverage
- Life and disability insurance
- Paid parental leave
- FSA, HSA, and dependent care accounts
- 401(k) with 3% non-elective contribution
- Flexible PTO and work hours
Base salary: $150,000-$165,000 USD annually
Total expected compensation (base plus commission): $300,000-$330,000 USD annually
Compensation is flexible and tailored to your qualifications, relevant experience, and location of hire.
By applying, you'll be considered for this role as positions open, and we'll follow up directly when there's a match to discuss next steps. Have questions about our hiring timeline? Reach out to us. We're happy to clarify what to expect.
