Note: The job is a remote job and is open to candidates in USA. EnergyCAP is an industry-leading software company focused on energy and sustainability management. The Account Executive will drive net-new SaaS sales, manage complex multi-stakeholder deals, build executive relationships, and help organizations optimize energy use, reduce costs, and achieve sustainability goals.
Responsibilities
- Owning the full new-logo sales cycle - from prospecting through close - driving consistent pipeline growth and exceeding quarterly and annual goals. You’ll lead your own outbound effort while benefiting from BDR support, consistent marketing-generated leads, and an inbound channel that contributes roughly 50% of closed bookings
- 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 closely 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
Skills
- 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 pipeline development ability - you know how to generate your own opportunities through cold outreach, networking, referrals, and targeted account strategies, and you know how to work effectively with BDR and marketing support when it's there
- 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. You can articulate your quarterly pipeline strategy, how you keep it clean, and how you course-correct mid-quarter
- 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
Benefits
- 100% company-paid Health, Dental & Vision coverage for you, plus competitive cost-sharing for your family
- Company-paid Life & LTD Insurance
- 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
- Monthly Connectivity Stipend
- Emergenetics Development Program to help you understand and leverage your strengths
- Tuition Assistance to fuel your continued learning and career growth
- Flexible Time Off
- A remote-first workplace that offers balance and flexibility, with the option to connect in-person at our offices
- Charitable contributions & matched giving
- Paid community service hours
Company Overview