Senior Account Executive - Sustainable Infrastructure (Southeast)

Location: Southeast U.S. (remote within territory; frequent regional travel)
Reports to: Senior Manager, Sales & Development
Business: Sustainable Infrastructure (SI)

Role Summary

The Senior Account Executive is a high‑impact, customer‑obsessed seller who creates, shapes, and wins complex Sustainable Infrastructure (SI) opportunities across the Southeast (FL/GA/AL/MS). This leader combines creativity, drive, and executive presence to inspire C‑suite customers to act—accelerating decarbonization, resilience, and operational outcomes through performance contracting, distributed energy, and as‑a‑service solutions. The Senior Account Executive orchestrates cross‑functional pursuit teams (Development Engineers, Performance Engineers, and Project Management) to deliver compelling, risk‑mitigated solutions and measurable business results.

What You Will Do (Key Responsibilities)

Lead the Customer Agenda

• Build trusted, strategic relationships at the C‑level (CEO/City/County Manager, CFO, COO, Facilities/Capital Planning leaders), uncovering business drivers (financial, operational, ESG/decarbonization, risk) and converting them into actionable transformation roadmaps.

• Design provocative points‑of‑view and executive narratives that inspire action—framing outcomes, risk transfer, financing, and governance in language that resonates with boards and elected officials.

Own the Book of Business

• Source and progress a healthy pipeline across priority verticals (government, education, healthcare, commercial/industrial), balancing near‑term bookings with multi‑year programmatic growth.

• Lead deal strategy, pricing, risk governance, and approvals; forecast accurately; achieve bookings, margin, cash, and recurring revenue targets.

• Utilize Salesforce CRM to manage pipeline, document account progress, track opportunities, and ensure data integrity throughout the sales cycle.

• Maintain accurate records of customer interactions, deal stages, and forecast updates.

• Rigorously follow the company’s sales process: Target, Qualify, Verify, Present, Negotiate, and Close.

• Apply structured methodologies to progress deals efficiently and maximize win rates.

• Keep management informed of account status, deal progress, and critical developments through regular updates and checkpoint reviews.

• Escalate issues or opportunities requiring leadership support in a timely manner.

Create Compelling, Risk‑Mitigated Solutions

• Shape offerings spanning Performance Contracting/ESCO; Design‑Build modernization; Advisory & Energy Services; O\&M/Facility Management; Distributed Generation & Supply (solar, storage/microgrid, CHP, thermal); and as‑a‑service models (IaaS/BaaS) with structured financing and lifecycle services.

• Position digital outcomes and recurring value through OpenBlue analytics, measurement & verification (M\&V), and exception‑based operations to drive energy, reliability, and workforce productivity gains.

• Grow recurring service revenue (e.g., BaaS/IaaS/M\&V/EaaS) by packaging performance guarantees, customer success, and lifecycle asset strategies.

Influence & Lead

• Model a performance culture—coach teams, remove roadblocks, and drive accountability across sales stages, technical reviews, and governance.

• Convene and lead pursuit teams: Project Development Engineers (PDEs), Project Delivery Consultants (PDCs), Performance Engineers, and Operations—setting scope, win themes, and solution strategy.

• Align engineering, delivery, measurement & verification, and operations with customer outcomes; ensure design for performance, constructability, and maintainability.

• Partner with Marketing, Finance, Legal/Risk, and Delivery leaders to accelerate time‑to‑value and ensure cash discipline and margin integrity.

• Demonstrate excellent presentation skills in customer meetings, executive briefings, and oral interviews.

• Communicate complex solutions clearly and persuasively to diverse audiences.

• Attend conferences, trade shows, and participate in professional organizations to represent the company and expand industry knowledge.

• Proactively develop and maintain a strong network within related industry groups and associations.

What You Will Sell (SI Solutions Portfolio)

• Performance Contracting / ESCO Services: Guaranteed‑savings programs to fund upgr