Director, Retail Sales (Must Have Utility Sales background)

At VertexOne, helping utilities provide the best customer service experience is what we do. VertexOne is the recognized leader in SaaS platforms for utilities across North America. Through a wide range of innovative services and solutions, VertexOne helps utilities deliver a compelling customer experience; reducing the cost to serve customers, increasing operational efficiency, improving customer satisfaction, and driving utility operations forward. It’s been in the DNA of our people since we started supporting utilities’ customer experience needs over 20 years ago. And that commitment continues to this day.


Our team members are our greatest assets, so we pride ourselves on being ‘Employee First’. As such, we listen to what our employees have to say and find ways to incorporate their ideas into the company. Whether it’s new technology, career development opportunities, or fun events, we find new ways to keep our employees engaged and incentivized to grow within the company. Our employees' well-being—both physical and mental—is a top priority at VertexOne. That's why we foster a 100% remote and flexible environment and encourage work-life balance.


VertexOne is proudly Certified as a Great Place to Work®. Great Place to Work® is the global authority on workplace culture, employee experience, and leadership behaviors proven to deliver market-leading revenue, employee retention and increased innovation. VertexOne is dedicated to prioritizing the employee experience and creating an exceptional company culture.


The Director of Energy Retail Sales is responsible for originating, developing, and closing new business for the company’s EDI and Billing/CIS SaaS platforms sold to electricity and natural gas suppliers operating in deregulated and restructured energy markets. This role is a hands-on, revenue-owning position with responsibility for the full sales lifecycle, from prospecting through contract execution and transition to implementation.
This individual will work closely with senior leadership, product, and delivery teams to align sales execution with the company’s overall growth strategy while positioning the platform as a mission-critical system of record for energy suppliers across Residential and Commercial & Industrial (C&I) markets.


Essential Job Duties:
Sales Strategy & Revenue Ownership
• Identify, develop, and execute comprehensive sales strategies to achieve revenue, margin, and market share targets for EDI and Billing/CIS SaaS solutions.
• Personally originate, qualify, negotiate, and close new customer opportunities, including strategic and enterprise-level energy suppliers.
• Own the full sales lifecycle, from initial outreach and discovery through contract execution and handoff to implementation and customer success.
• Build and maintain a healthy, forecastable sales pipeline with strong deal velocity and close discipline.
Energy Market & Product Expertise
• Leverage deep knowledge of deregulated and restructured electricity and natural gas markets to guide customer engagement and solution positioning.
• Demonstrate strong understanding of Residential energy markets, including:
◦ Retail pricing structures
◦ Utility and regulatory considerations
◦ Customer acquisition, billing, and retention dynamics
• Apply expertise in the C&I energy market, including complex supplier offerings such as:
◦ Fixed, index, block-and-index, and layered products
◦ Pass-through and structured pricing models
◦ Load-following, shaped, and risk-managed products
◦ Renewable, sustainability-driven, offerings
• Effectively articulate how EDI and Billing/CIS platforms support operational scale, regulatory compliance, complex billing, and growth across these products.
Customer Engagement & Deal Execution
• Act as a trusted advisor to executive, commercial, operations, and regulatory stakeholders at energy suppliers.
• Translate complex operational and market requirements into clear, compelling SaaS value propositions.
• Lead pricing, commercial negotiations, and contract discussions in partnership with legal and finance teams.
Performance Management & Forecasting
• Own revenue forecasting, pipeline reporting, and performance metrics.
• Track and analyze key KPIs including pipeline health, win rates, average deal size, sales cycle length, and ARR growth.
• Ensure sales targets and financial objectives are consistently met or exceeded.
Collaboration
• Work closely with marketing, product management, implementation, and customer success teams to ensure alignment from sale through go-live.
• Provide market-driven feedback to influence product roadmap and go-to-market strategy.
• Participate in cross-functional ini