Strategic Account Executive - Utility

Sense is seeking a proven and dynamic Strategic Account Executive to contribute to our sales efforts to utilities across North America. 

The ideal candidate for this role is a self-motivated, driven, relationship builder who can manage all aspects of growing Software-as-a-solution within the utility enterprise. This is a great opportunity for someone with a strong sales and business development background and existing relationships with utility decision-makers who are looking to be in an environment with huge potential for future growth. You will be a critical part of the Energy Service’s team and Sense’s growth with large scale grid-edge computing software and real-time consumer applications embedded as part of the next generation of advanced metering infrastructure (“AMI 2.0”) deployments.

Get a rapid jumpstart supporting leadership’s existing customer pipeline while simultaneously building your own book of business.  Expect to work directly with department leadership to shape and implement the growth of our edge intelligence product offerings (grid intelligence, electric vehicle, home analytics, consumer engagement) on next generation advanced meters. 

This role will report to the Head of Utilities and ideally from a location from any major US hub.

Key Responsibilities

1. Build and Expand Pipeline
• Full-cycle Sales experience from sourcing to nurture to close with proven playbooks to take clients through a sales/bus dev funnel and execute agreements.
• Organize, prioritize and manage the deal pipeline. 
• Strong consultative/value selling skills and ability to influence innovation and new technology adoption in utility organizations.
• Lead and manage the RFP process and collaboration with the energy services team to submit competitive proposals for capturing future work.
• Manage senior-level relationships with prospects and customers - navigating diverse utility business units from engineers up to C-level executives.
• Proactively monitor and analyze market trends and industry developments with an ability to quickly articulate those trends into value creation opportunities.
• Adept at creating both client facing and internal presentations that communicate goals, and values proposition.
• Collaborating with the commercial team, built estimates and competitively priced service offerings to clients.
2. Achieve and Surpass Sales Targets
• Overall responsibility for the leadership and management for a specific sales target within a defined geography.
• Consistently meet and exceed quarterly and annual sales targets, demonstrating exceptional drive and determination.
• Close deals that match or exceed your booking targets, contributing significantly to Senses growth and success.
• Excellent strategic thinking complemented by an attention to the details required to execute an agreement.
3. Collaborate with Customer Success, Product, and Engineering
• Demonstrated success translating market trends, customer feedback, regulatory decisions, and competitive landscape to Product and Technical teams to influence product road map.
• Drive ongoing account management in partnership with Customer Success to ensure customer satisfaction and drive additional expansion opportunities
• Partner with internal stakeholders in Sales, Marketing, Product, Programs, Operations, and Finance. 
• Translate voice of the customer, support the creation and iteration of a comprehensive business development and go-to-market strategy in conjunction with engineering, product, and commercial leadership.

Requirements

• 8+ years of experience in enterprise software sales role or business development, cloud computing services, or networking & infrastructure in the energy and utility industry.
• Track record of successfully meeting and exceeding quota.
• Experience working and thriving in a startup environment.
• Excellent verbal, written and presentation skills, capable of tailoring to varied audiences. 
• Demonstrated agility and ability to be adaptive, with a high willingness to learn.
• BS/BA degree. 

Successful Traits:

• Exceptional at networking and relationship building, and ideally have an existing network of contacts within the utilities and meter manufacturer industry.  
• Results-driven - you are comfortable defining a way forward as an early ambassador in a still nascent and new market - you’ve seen the maturation of a market from selling to innovators and early adopters to late-movers. 
• Match vision with execution; you have experience thinking big as well as demonstrated success executing with strong attention to detail. 
• Passionate about environmental issues and have a close affinity for decarbonization and our planet.

Travel Requirements: 

• Ability to travel often to clients and prospects across North America. Expect ~25-40%. 

Benefits

• Flexible time away policy
• Paid parental leave.
• A wide range of difficult and interesting problems to be solved.
• Work with a small team of experienced entrepreneurs creating revolutionary technology.
• Great opportunity to gain experience at a consumer smart home startup.
• Competitive compensation and generous healthcare benefits.
• A great office in Central Square in Cambridge, MA right by the Red Line
• Compensation $145k to $165k + bonus.
• Stock Options and 401k with up to 10k match

Why Sense

Join Sense and be part of our mission to reduce global carbon emissions by making homes smart and more efficient. Our energy data and tools demystify home energy use, empower people to take command of their usage, and enable utilities to build a cleaner and more resilient grid.

Sense supports a diverse and inclusive workplace where we all learn from each other. We welcome candidates with backgrounds that are traditionally underrepresented in tech, and we strive to foster an engaging, respectful and supportive community where everyone feels empowered to do their best work. Sense is committed to be an equal opportunity employer.

• Be a part of building something that will make a difference in the world.
• Have a big impact at a VC-backed consumer startup that's doing big things:
• Best Startups in Cambridge - Tech Tribune
• "One of the world's top 100 AI companies" - VentureBeat
• Clean Tech Company of the Year - New England Venture Capital Association
• 50 on Fire - BostInno
• Top 100 - Red Herring
• Best Consumer AI Technology - AI Dev World
• Global Cleantech 100