Job Description
Senior Account Executive – Sustainable Infrastructure
Location: Memphis, TN (Territory-based | Hybrid/Remote within region)
Compensation
- Base Salary: $101,100 – $150,400
- Commission Potential: ~$500K–$750K
- Bonus Target: 20%
- Vehicle: Company car or mileage reimbursement (rental car as needed)
- Full benefits package included
Overview
We are seeking a Senior Account Executive to lead high-value, complex solution sales focused on sustainable infrastructure and performance-based energy solutions. This role involves selling bundled, outcomes-driven offerings — often with guaranteed savings — to executive-level decision-makers (C-suite and equivalent).
This is a strategic sales role centered on building long-term partnerships with building owners and public-sector institutions while expanding managed account relationships through renewable services, performance contracting, design-build solutions, and Energy-as-a-Service (EaaS) models.
Territory & Market Focus
- Primary Territory: Middle and Western Tennessee, Arkansas, Northern Mississippi
- Preferred Base: Memphis, TN (flexible virtually anywhere within territory)
- Vertical Markets:
- K–12 education
- Local and state government
- Utilities
- Community colleges
Key Responsibilities
Enterprise & Solution Sales
- Lead the sale of large, sophisticated solution offerings with guaranteed financial and operational outcomes
- Position multi-year service agreements and performance contracting as the foundation of long-term account relationships
- Evaluate and position alternative delivery models including design-build and Energy-as-a-Service (EaaS)
- Expand share of customer wallet by broadening solution adoption within managed accounts
Executive-Level Relationship Management
- Engage C-suite executives, economic buyers, and owner’s representatives
- Build trusted advisory relationships grounded in business, financial, and operational value
- Translate customer challenges into compelling, differentiated solutions
- Serve as customer advocate internally to ensure delivery of promised value
Account & Pipeline Management
- Target, qualify, and pursue new high-potential customers while expanding existing accounts
- Leverage structured sales checkpoints to gain commitments and advance opportunities
- Actively manage pipeline and opportunity action plans aligned with customer buying cycles
- Utilize CRM and account planning tools to track strategy, progress, and execution
Cross-Functional Leadership
- Lead matrixed project development teams across engineering, finance, legal, construction management, and operations
- Maximize utilization of Project Development Engineering and technical resources
- Coordinate internal stakeholders to deliver cohesive, high-value proposals
Proposal Development & Closing
- Develop, present, and negotiate complex proposals and financial agreements
- Address resistance, negotiate value, and close major opportunities
- Secure executive commitment through strong financial, operational, and sustainability positioning
Market Strategy & Visibility
- Participate in regional sales and marketing planning
- Support vertical market sales strategies and new customer targeting
- Represent the organization at industry trade shows and professional associations
- Utilize generative AI tools for prospect research, competitive positioning, and value articulation
Why This Role
- High-impact, executive-level selling with significant earning potential
- Focus on sustainability, infrastructure modernization, and energy performance
- Long-cycle, relationship-driven sales — not transactional
- Strong internal support structure and resources
- Opportunity to shape regional strategy and market growth
Qualifications
- Bachelor’s degree in Business, Engineering, or related field (MBA preferred)
- 5–7+ years of progressive enterprise or solution-based sales experience
- Demonstrated success selling at the C-level
- Strong business and financial acumen
- Ability to lead cross-functional teams in a matrixed organization
- Proven commitment to achieving and exceeding sales targets
- Willingness and ability to travel up to 50%
