Senior Account Executive - Sustainable Infrastructure

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

Requirements

Qualifications

• Bachelor’s degree in Business, Engineering, or related field (MBA preferred)
• 7–10+ years of progressive enterprise or solution-based sales experience to C Level execs selling building systems, ESCO companies, etc.  
• 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%