Sales Executive

Public Sector Energy Solutions & Performance Contracting

You will lead complex, consultative sales cycles, engaging multi‑level decision makers, uncovering operational and financial challenges, and shaping solutions that deliver measurable outcomes. Supported by a technical development team and a portfolio of outcome‑driven offerings, you will guide customers through infrastructure upgrades, on‑site generation strategies, and long‑term energy planning.

This position offers the opportunity to influence major capital decisions, support public‑sector sustainability initiatives, and grow into broader leadership or strategic roles within the organization.

Key Responsibilities

• Build trusted relationships with executive‑level stakeholders across the public sector, advising them on performance‑based facility solutions that support mission‑critical operations and long‑term infrastructure needs.
• Secure introductory meetings with senior decision makers to discuss modernization priorities, energy challenges, and opportunities for infrastructure improvement.
• Identify and penetrate new accounts, develop relationships with key influencers, uncover opportunities, shape differentiated solutions, negotiate terms, and close business.
• Develop a deep understanding of each customer’s operational, financial, and sustainability objectives to identify where energy solutions and technology can create value.
• Coordinate internal and customer‑facing teams to develop compelling value propositions, proposals, and financial models that lead to awarded projects.
• Apply a structured sales methodology, including disciplined CRM usage, accurate forecasting, pipeline management, and consistent sales process execution.
• Lead cross‑functional teams to develop comprehensive proposals that include technical design, financial structuring, cost savings, resilience benefits, and emissions reductions.
• Maintain working knowledge of distributed energy resources, on‑site generation, microgrids, storage, renewable technologies, and emerging sustainability trends.
• Manage a performance‑contracting sales process that relies on financial drivers, measurable outcomes, and clearly defined development milestones.
• Use consultative selling techniques to identify customer needs related to carbon reduction, resilience, financial performance, and technology modernization.
• Travel as needed, up to 30%.

Qualifications

• 7 years of sales experience.
• At least 5 years of complex sales or business development experience within public‑sector or institutional markets (state/local government, K‑12, higher education, transportation, public safety, etc.).
• Proven ability to break into new accounts at senior levels and build a pipeline that converts into awarded projects.
• Minimum 5 years of experience in performance contracting, ESCO solutions, or energy‑infrastructure project development.
• Prior experience leading technical teams through project development aligned with customer goals.
• Understanding of alternative financing and delivery models such as Energy‑as‑a‑Service, Power Purchase Agreements, and Energy Savings Performance Contracts. Energy Savings Performance Contracts.