About The Role As a
North American Account Executive, you will own the end-to-end sales cycle for high-value renewable energy accounts across the US and Canada. You will target Engineering, Procurement & Construction firms (EPCs), Original Equipment Manufacturers (OEMs), and Systems Integrators, helping them standardize on our Unity SCADA and Energy Management System (EMS) solutions across the renewable energy projects they design, build, and commission.
You will act as a strategic advisor to C-Suite and VP-level stakeholders, translating complex technical challenges into clear operational ROI. This is a "hunter" role requiring a disciplined approach to territory planning, pipeline generation, and closing complex, multi-stakeholder enterprise deals.
Key Responsibilities- Territory & Opportunity Management: Develop and execute a strategic territory plan to exceed annual sales quotas. Build and maintain a robust pipeline of 3x-4x coverage through self-sourced prospecting and marketing-led leads.
- Full-Cycle Sales Execution: Lead the entire sales process from initial discovery and qualification to negotiation and commercial close. Navigate complex buying centers involving Engineering, Project Management, Procurement, and Product/Technology stakeholders.
- Solution Selling: Articulate the value of Power Factors' Unity SCADA and EMS solutions to solve critical challenges in plant controls integration, grid code compliance, and project commissioning.
- Strategic Account Development: Cultivate relationships with key decision-makers at target accounts (EPCs, OEMs, and Systems Integrators). Map out organizational structures to identify champions and economic buyers.
- Cross-Functional Collaboration: Partner with Solution Engineers to deliver compelling demos and Proof of Concepts (POCs). Collaborate with Marketing, Product, and Customer Success teams to ensure alignment between customer needs and our roadmap.
- Forecasting & Hygiene: Maintain rigorous CRM (Salesforce) hygiene. Provide accurate weekly, monthly, and quarterly forecasts to leadership.
Qualifications- Experience: 5+ years of B2B enterprise SaaS sales experience, preferably within the Energy, CleanTech, or Utility sectors.
- Track Record: Proven history of consistently meeting or exceeding annual quotas (e.g., $1M+ ARR). Experience closing 6-figure+ multi-year contracts.
- Industry Knowledge: Familiarity with the renewable energy landscape (Wind, Solar, BESS) is highly preferred. Understanding of SCADA, EMS, plant controls, or grid integration is a distinct advantage.
- Skillset:
- Expertise in consultative sales methodologies (e.g., MEDDPICC, Challenger, or similar).
- Strong negotiation and contract structuring skills.
- Ability to present complex technical concepts to non-technical executives.
- Attributes: Self-starter with high "sales grit," intellectual curiosity, and a genuine passion for renewable energy and sustainability.
