Owning the full new-logo sales cycle — from self-sourced outbound prospecting through close — driving consistent pipeline growth and exceeding quarterly and annual goals
Building trust with VP and C-level decision-makers across public and private sectors, asking the hard questions that uncover real business pain and presenting outcomes, ROI, and strategic value rather than features
Managing complex, multi-stakeholder deals — aligning buying committees across departments, navigating 6–12 month cycles, and coordinating internal teams (sales engineering, BDRs, customer success, and leadership) to drive consensus and close
Becoming an expert in EnergyCAP's software platform — understanding its technical and strategic value to deliver compelling demos, pilots, and ROI cases
Maintaining rigorous sales discipline — keeping a clean pipeline, accurate forecasts, and a structured quarterly plan, while partnering with BDRs on both inbound and outbound opportunities
Leveraging AI and modern sales technology to sharpen prospecting, accelerate research, and improve communication — you'll be expected to demonstrate how you use these tools as part of your process
Representing EnergyCAP at industry events, conferences, and webinars — positioning yourself and the company as thought leaders in energy management and sustainability

5+ years of SaaS sales experience, with a demonstrated track record of closing net-new, six-figure+ deals as the lead seller in complex, multi-stakeholder sales cycles
Formal sales methodology training (MEDDPICC, Sandler, Force Management, Challenger, or similar) — or a proven ability to quickly adopt and apply structured methodology
Experience selling into both public and private sectors — with preferred experience in municipalities, higher education, healthcare, or commercial real estate
Proven outbound prospecting ability — you generate your own pipeline through cold outreach, networking, referrals, and targeted account strategies
Executive presence — you engage VP and C-suite stakeholders in strategic conversations, ask uncomfortable questions, and build credibility through business outcomes and ROI — not product pitches
A hunter's instinct for quota — you don't just hit numbers, you plan to hit them
Proficiency with CRM systems (Salesforce preferred) and modern sales tools — and active use of AI to improve your workflow
Strong business acumen and a consultative mindset — you don't just sell products, you solve problems
Bachelor's degree preferred; experience or familiarity with energy, sustainability, or utility management is a plus.

100% company-paid Health, Dental & Vision coverage for you, plus competitive cost-sharing for your family
Company-paid Life & LTD Insurance for peace of mind
Adoption Grants and paid leave to support your growing family
Wellness program offerings designed to strengthen your physical and mental health and overall well-being
401(k) with a 3% company match—helping you plan confidently for the future
Monthly Connectivity Stipend so you can work seamlessly from anywhere
Emergenetics Development Program to help you understand and leverage your strengths
Tuition Assistance to fuel your continued learning and career growth
Flexible Time Off so you can recharge and enjoy life outside of work
A remote-first workplace that offers balance and flexibility, with the option to connect in-person at our offices
Charitable contributions & matched giving to amplify your impact
Paid community service hours—because giving back matters

Account Executive

Key skills