Note: The job is a remote job and is open to candidates in USA. Bridger Photonics helps energy companies improve emissions performance through emissions intelligence, operational insight, and strategic guidance. The Account Director will manage large strategic energy accounts, develop relationships and qualified pipeline, lead consultative enterprise sales, and drive retention, expansion, and commercial outcomes.
Responsibilities
- Own a portfolio of large, strategic energy accounts with responsibility for growth, retention, engagement, and commercial outcomes
- Create and execute account and whitespace plans covering customer priorities, stakeholders, operating footprint, risks, and expansion opportunities
- Build multithreaded relationships with executive, operational, environmental, technical, procurement, and legal stakeholders
- Serve as the primary commercial owner and internal advocate for assigned accounts, leading account reviews and cross-functional coordination
- Build qualified pipeline by identifying customer priorities, business problems, regulatory drivers, and new use cases
- Lead consultative discovery and advance opportunities through Bridger’s sales process with clear qualification, next steps, and mutual action plans
- Translate customer needs into compelling solutions using Bridger’s measurement, analytics, software, and advisory capabilities
- Lead presentations, demonstrations, workshops, and executive briefings with Solutions Consultants and subject-matter experts
- Lead proposals, scopes of work, pricing, bids, and commercial negotiations through contract execution
- Partner with Operations, Finance, Legal, Product, and technical teams to develop executable solutions and ensure clear handoffs
- Maintain accurate CRM, opportunity, and forecast information based on customer evidence and decision timelines
- Track bookings, revenue, pipeline, and account-growth objectives; participate actively in forecast and pipeline reviews
- Remain engaged after contract execution to support implementation, customer outcomes, renewal, and expansion
- Conduct business reviews that demonstrate value, surface emerging needs, and identify broader-adoption opportunities
- Anticipate account risks, coordinate internal action, and communicate relevant customer and market intelligence
- Bring the right internal resources into each opportunity while maintaining clear commercial leadership and avoiding unsupported commitments
Skills
- Bachelor's degree or equivalent relevant professional experience
- Significant experience in enterprise sales, strategic account management, business development, or a related commercial role
- Demonstrated success managing large, complex accounts and developing account plans that produce pipeline and revenue growth
- Ability to navigate long sales cycles involving technical evaluation, procurement, legal review, and executive approval
- Strong discovery, presentation, negotiation, proposal-writing, and relationship-management skills
- Ability to understand technical offerings and communicate their business value to technical and nontechnical audiences
- Strong business judgment, CRM discipline, forecasting capability, and cross-functional collaboration skills
- Willingness and ability to travel as required
- Experience selling technology, data, analytics, software, professional services, or field services to enterprise customers
- Experience in oil and gas, energy, environmental services, methane management, or emissions monitoring
- Familiarity with upstream, midstream, transmission, or distribution operations and emissions-management workflows
- Experience with strategic-account planning, pilots or proof-of-value engagements, and structured sales methodologies
Company Overview