Senior Director, Enterprise Sales

Position Summary

The Senior Director, Enterprise Sales will lead a team of Account Executives and drive strategic growth across a portfolio of Commercial & Industrial enterprise customers.

This role is responsible for owning the team’s pipeline, forecasting accuracy, and deal execution, while coaching Account Executives to originate, develop, and close complex, multi-million-dollar energy projects.

The ideal candidate is a player-coach who can operate at both a strategic and execution level—personally engaging in priority deals while building a high-performing, disciplined sales organization.

The role will be based in either Bloom’s HQ in San Jose, regional hubs in Houston and NY, or a hybrid involving 1 to 2 weeks a month at HQ.

Key Responsibilities

• Lead and develop a high-performing team of ~5 Account Executives, establishing clear expectations, accountability, and a culture of performance
• Own team pipeline and forecasting, ensuring strong coverage, high-quality opportunities, and consistent target attainment
• Drive deal strategy and execution, coaching AEs and stepping into critical negotiations to close complex, high-value transactions
• Oversee account planning, ensuring strategies balance near-term bookings with long-term growth across key enterprise accounts
• Engage directly with senior customer stakeholders, building trusted relationships at the VP and C-suite levels
• Lead cross-functional execution, coordinating sales, engineering, finance, and commercial teams to advance opportunities
• Identify and prioritize opportunities across the portfolio, reallocating resources to maximize conversion and impact
• Deliver clear, structured executive communications, including pipeline reviews, forecasts, and strategic updates

Required Qualifications

• 12+ years of enterprise sales experience in energy, infrastructure, technology, consulting, or related industries
• Preferred experience: Experience leading complex, consultative enterprise sales in environments with multiple stakeholders, long sales cycles, technical and financial decision criteria, and executive-level engagement. Direct energy-sector experience is preferred but not required; however, candidates should demonstrate curiosity, learning agility, and commercial judgment to understand energy-related customer challenges and translate Bloom’s solutions into strategic, operational, and financial value
• 5+ years of experience leading and developing sales teams, including direct experience managing multiple Account Executives
• Proven track record of closing complex, multi-million-dollar deals (>$10M+)
• Strong executive presence with the ability to engage and influence senior customer stakeholders
• Deep expertise in pipeline management, forecasting, and account strategy
• Experience coaching teams on structured sales methodologies (e.g., MEDDPICC or similar)
• Strong analytical and strategic thinking skills, with the ability to translate insights into actions
• Demonstrated ability to lead cross-functional teams and manage complex sales cycles

Critical Leadership Capabilities

• Player-coach mindset with the ability to both lead teams and directly influence high-priority deals
• Strong judgment in balancing growth, profitability, risk, and long-term customer value
• Ability to operate effectively in a fast-paced, ambiguous environment
• Exceptional communication skills with a structured, executive-ready style
• Ability to value-map complex customer environments and position solutions effectively across financial, operational, and strategic dimensions

AI & Technology Leadership (Required)

• Demonstrated AI literacy, with the ability to leverage best-in-class tools to enhance sales productivity, customer insight, and pipeline development
• Experience applying AI-driven tools and data to improve market reach, account intelligence, and win rates
• Ability to scale AI and digital best practices across a team, embedding them into sales processes and workflows
• Strong understanding of how technology can be used to drive competitive advantage in enterprise selling

Education & Location

• BA/BS required
• MBA or equivalent experience strongly preferred; demonstrated ability to build business cases, value maps, and executive-level financial narrative required
• Location: One of Bloom’s major hubs: (Bay Area, Houston, DC/MA//NY)
• Travel required based on customer and team needs