Senior Sales Associate, Enterprise Sales

Arcadia is the technology company empowering energy innovators and consumers to fight the climate crisis. Our software and APIs are revolutionizing an industry held back by outdated systems and institutions by creating unprecedented access to the data and clean energy needed to make a decarbonized energy grid possible.

In 2014, Arcadia set out on its mission to break the fossil fuel monopoly and since then we have been knocking down the institutional barriers to unlock decarbonization. To date, we have connected hundreds of thousands of consumers and small businesses with high-quality clean energy options. Fast forward to today, and now, we’re thinking even bigger. We have launched Arc, an industry-defining SaaS platform that empowers developers and energy innovators to deliver their own custom, personalized energy experiences, accelerating the transformation of the industry from an analog energy system into a digitized information network.

Tackling one of the world’s biggest challenges requires out-of-the-box thinking & diverse perspectives. We’re building a team of individuals from different backgrounds, industries, & educational experiences. If you share our passion for ushering in the era of the clean electron, we look forward to learning what you would uniquely bring to Arcadia!

We are seeking an impactful and entrepreneurial Sales Associate to join our Direct Enterprise Sales Team focusing on new sales across the country. The role primarily focuses on assisting senior AE’s, generating leads, qualifying prospects, and handling smaller accounts. The SA will operate within a team-centric environment and work closely with the marketing, BDR, Partner and product teams.

This opportunity focuses on selling “Arc” our utility data automation platform to enterprise level customers. The Arc platform aggregates, standardizes, and delivers utility data from thousands of utility providers globally. This data can be used for various purposes: energy management, ESG/Sustainability reporting, billing analysis, EV Fleet Management and financial decision-making.

Arcadia is headquartered in Washington, DC, and open to fully remote candidates.

Reports To: Sr Director, Enterprise Sales

Objective: Assist the direct sales team in generating leads, qualifying prospects, and closing deals to help the company achieve revenue growth. Develop and grow an individual book of business.

Key Responsibilities:

1 - Lead Generation and Pipeline Management:

• Identify and pursue potential clients or accounts that fit the company’s target market.
• Identify leads through research, networking, and inbound inquiries.
• Assist in the development and execution of outreach campaigns.
• Develop a robust sales pipeline and forecast opportunities accurately.
• Maintain and expand SFDC with detailed notes and follow-up activities based on customer engagements

2 - Solution Selling:

• Research prospects' business needs and challenges.
• Help develop collateral and presentations with AEs to execute high fidelity meetings for customers
• Participate in preparation to tailor software solutions that address these needs, demonstrating the value and return on investment of the platform.
• Learn how to conduct product demonstrations and practice internally.
• Develop a go to market strategy for a set of mid-market vertical based accounts
• Quantify value in the form of a return on investment business case and understand how to deliver this to customers
• Manage timely revenue through a repeatable sales process (including Mutual Action Plans)
• Serve as the small/mid size deal quarterback to rally internal team members to serve emerging opportunities
• Close business in a predictable manner using Selling Through Curiosity and/or MEDDPIC methodologies.

3- Negotiation and Closing:

• Navigate a the sales process with champions and senior buyers
• Engage in negotiations with prospects to achieve efficient contract terms and pricing.
• Ensure timely and successful closing of deals to meet revenue targets.
• Assist in managing the contracting process by collaborating with colleagues from Legal, IT and Finance

4 - Relationship Management:

• Build and maintain strong, long-lasting relationships with clients.
• Work with customer success teams to ensure client satisfaction and identify upsell opportunities where appropriate.
• Develop trusting relationships with strategic ESG and Energy Management platform providers to drive co-sell motions.

5 - Market Understanding:

• Stay updated on industry trends, competitive products, and potential new markets.
• Attend conferences, workshops, and networking events to represent the company and gather market insights.
• Stay informed on state and federal policy that could help drive our value proposition in the ESG reporting space.

• 4+ years of sales or business development experience focused on the Mid/Large Enterprise
• Shown sales development experience, preferably in the SaaS sector.
• Experience working with Strategic Partners, Resellers and Systems Integrators
• Strong verbal, written, and analytics skills
• Highly passionate, ambitious, self-starter
• Experience with validated sales methodologies (Eg., MEDDPIC, Command of the Message, Sandler, STC, Challenger, etc)
• Prospecting skills and experience with LinkedIn, Groove, SFDC, email flow processes.
• Ability to communicate effectively with mid-senior level champions and buyers
• Effectively articulate qualified opportunities to the team with a plan to drive ARR
• Be able execute a repeatable process for selling
• Strong communication, negotiation, and interpersonal skills.
• Ability to understand and articulate technical concepts.
• Self-motivated, with the capability to work independently and in a team.

• Experience working in solar, utilities, DER, ESG or a related field
• Relationships with property management, energy management, or other similar real estate businesses

• "Remote first" culture - work anywhere in the US as long as you have a reliable internet connection
• Flexible PTO - no accrued hours and no limit on the number of vacation days employees can take each year
• 15 annual company-wide holidays including a week long "summer break"
• 10 days sick leave
• Up to 4 weeks bereavement leave
• 2 volunteer days off
• 2 professional development days off
• 12 weeks paid parental leave for all parents
• Weekly "flex time" - no internal meetings on Tuesdays and Friday afternoons
• 80-95% employer cost coverage for medical, dental, and vision benefits for employees and dependents
• Annual budget to use on conferences, books, classes, workshops or anything that contributes to professional development

Here at Arcadia, we cultivate diversity, celebrate individuality, and believe unique perspectives are key to our collective success in creating a clean energy future. Arcadia is committed to equal employment opportunity regardless of race, color, religion, gender, sexual orientation, gender identity or expression, national origin, age, disability, genetic information, protected veteran status, or any status protected by applicable federal, state, or local law. While we are currently unable to consider candidates who will require visa sponsorship, we welcome applications from all qualified candidates eligible to work in the United States.

We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform essential job functions, and to receive other benefits and privileges of employment. Please contact us to request accommodation.

Target Annual Compensation Range for this role will be $72,500 to $130,600. There will also be a competitive incentive compensation package, as well as benefits and equity components to the package. The exact compensation at which this job is filled will be determined by the skills, experience, and location of the qualified candidate.