Senior Account Executive

The Role

As a Senior Account Executive on the sales team, you’ll own new, expansion, and renewal ARR sales for a target list of consultancies that service government agencies and energy utilities. You’ll work across the consultancy’s business units to establish relationships, create joint offerings based on UrbanFootprint’s full Product suite, and sell the offerings together to government agencies and energy utilities. You thrive in owning critical business relationships, driving SaaS deals from inception to conclusion, bringing market insight to internal teams, and evangelizing a better way of using data insights to optimize how billions of dollars are invested each year. Lastly, you flourish in an environment where your impact is high, the pace is fast, and the mission matters.

What You’ll Do

• Own an ARR sales target for new, expansion, and renewal sales for named accounts
• Be the trusted advisor for your named accounts with a focus on pipeline growth, revenue, and winning together in the market
• Be the quarterback for all supporting activities including education/enablement, pipeline development, forecast management, revenue tracking, deal structure requirements, and joint marketing
• Develop a deep understanding our Product across verticals to convey our value and what’s possible with UrbanFootprint, then brainstorm different joint offerings by consultancy to sell together
• Sell deals, manage relationships, and provide market feedback in close partnership with Product Management, Customer Success, Solutions, Marketing, the VP of Sales, and the CEO
• Bring a “consultative product selling” approach where, with strong product definition and understanding of our product, you understand customer requirements and guide the customer to our product with our requirements to develop a repeatable solution. 
• Create account strategies to map people, programs, opportunities, and next steps
• Persuade decision-makers and stakeholders at all levels of an organization
• Develop and qualify opportunities quickly with a focus on the path to revenue
• Write compelling proposals and SOWs
• Support a culture of learning+iterating, teamwork, professional development, and achieving ambitious goals

Your background likely includes

• Selling complex six-figure data insights and software deals to large consultancies
• Understanding government assistance programs and energy utility infrastructure investment programs
• A proven track record of hitting and exceeding sales quota
• Sales or business development experience at a venture-backed start-up
• Outstanding communication, interpersonal, and presentation skills; Demonstrated ability to positively impact and influence; superior peer relationship skills.
• Experience with Hubspot and Salesforce desirable
• Bachelor’s degree

Target Compensation = $240,000 - $300,000 on target earnings on a 50/50 plan

(Compensation is flexible based on experience; all candidates at various levels will be considered)
We may require background and reference checks, and require that new hires be fully vaccinated against COVID-19