Energy Exemplar

Lead global go-to-market operations strategy and optimization to drive scalable revenue growth. | Over 10 years in B2B SaaS revenue or sales operations with 5+ years leadership and expertise in Salesforce and strategic planning. | About Energy Exemplar In an era where the world is rapidly advancing towards a cleaner future through decarbonization, Energy Exemplar’s mission lies in ‘Empowering Transformative Energy Decisions’. Founded in 1999 in Adelaide, Australia, our award-winning software portfolio encompassing the modeling and simulation platform PLEXOS®, Aurora, and Adapt2, is trusted by innovative organizations across the globe. Through our technology and people, we strive to enable stakeholders from across the entire energy value chain to revolutionize the energy ecosystem and to collaboratively plan and execute for a sustainable energy future with unprecedented clarity, speed, and innovation.  Our impact is global and is being recognized across the industry. Some of our recent accolades include: * SaaS Company of the Year (2025) – Global Business Tech Awards. * Environmental Impact Award (2025) – E+E Leaders Awards. * IPPAI (Independent Power Producers Association of India) Power Awards (2025) - Winners * Finalist: Platts Global Energy Awards (2024) – Grid Edge category * Finalist: Reuters Global Energy Transition Awards (2024) – Technologies of Change * Top 50 Marketing Team (2024) – Voted by the public at the ICON Awards. How We Work Energy Exemplar is growing fast around 30% year on year and, that growth is driven by how we work. We trust our team to deliver great results from wherever they work best, whether that’s at home, in the office, or on the move. We’re a global team that values ownership, integrity, and innovation. You’ll be supported to balance work and life in a way that works for you, and empowered to take initiative, solve problems, and make an impact, regardless of your background, location, or role. Our four core values, Customer Success, One Global Team, Integrity & Ownership, and Innovation Excellence aren’t just words. They show up in how we collaborate, how we solve, and how we grow together. ** role location UTAH About the Position Energy Exemplar is seeking an experienced Director, Revenue Operations to lead the strategy, execution, and optimisation of our global go-to-market operations. Reporting to the VP Business Operations this role will be responsible for building scalable processes, systems, planning frameworks, analytics, and governance across Marketing, Sales, Customer Success and Solutions. The Director of Revenue Operations will serve as a strategic business partner to executive leadership, driving operational excellence across the entire customer lifecycle. This individual will lead revenue planning, forecasting, territory and quota design, technology strategy, performance analytics, and process optimisation to enable predictable, efficient, and scalable growth. This is a high-impact leadership role requiring a combination of strategic thinking, operational excellence, analytical expertise, and people leadership. The ideal candidate has successfully built and scaled Revenue Operations within a global B2B SaaS or enterprise software organisation and is passionate about enabling high-performing commercial teams through data, systems, and process excellence. Responsibilities * Develop and execute the global Revenue Operations strategy to support Energy Exemplar's growth objectives and go-to-market transformation. * Lead and optimise end-to-end revenue processes across Marketing, Sales, Customer Success and Solutions. * Partner with executive leadership to drive Annual Operating Planning (AOP), revenue planning, capacity modelling, territory design, quota allocation, compensation planning, and coverage strategies. * Own the company's forecasting framework, pipeline governance, opportunity management, and revenue performance reporting to improve forecast accuracy and business predictability. * Establish and maintain executive dashboards, KPIs, and reporting that provide actionable insights into pipeline health, sales productivity, customer retention, and overall revenue performance. * Drive continuous improvement of Salesforce, CPQ, HubSpot, and the broader Revenue Technology stack to maximise efficiency, automation, adoption, and data quality. * Partner with Business Systems and technical teams to define and prioritise system enhancements that support scalable commercial operations. * Develop governance frameworks for data quality, CRM standards, process compliance, and reporting consistency across all global regions. * Collaborate closely with Finance to support revenue forecasting, budgeting, headcount planning, and business performance analysis. * Identify opportunities to improve operational efficiency, reduce friction across the customer journey, and accelerate revenue growth through process innovation and automation. * Lead, mentor, and develop the Revenue Operations team, fostering a high-performance culture focused on continuous improvement and business partnership. * Act as a trusted advisor to executive leadership, using data and insights to influence strategic commercial decisions. Candidate Requirements & Qualifications * 10+ years of progressive experience in Revenue Operations, Sales Operations, Commercial Operations, or Go-to-Market Operations within a B2B SaaS or enterprise software environment. * 5+ years of leadership experience managing and developing high-performing Revenue Operations or Sales Operations teams. * Proven success designing and scaling Revenue Operations functions within a global, high-growth organisation. * Deep expertise across: * Annual Operating Planning (AOP) * Revenue planning and forecasting * Capacity and coverage planning * Territory and quota design * Sales compensation planning * Pipeline management and forecast governance * Opportunity stage management * Demand generation funnel analytics * Customer lifecycle, renewals, and revenue retention processes * Advanced Salesforce (SFDC) expertise, including CRM optimisation, reporting, automation, and CPQ. * Demonstrated experience translating complex business requirements into scalable systems and process improvements. * Exceptional analytical skills with advanced Excel capabilities and experience using business intelligence platforms to generate executive-level insights. * Strong commercial acumen with the ability to connect operational metrics to business outcomes. * Outstanding stakeholder management skills, with experience partnering effectively with executive leadership across Sales, Marketing, Customer Success, Finance, Product, and IT. * Excellent communication, change management, and influencing skills. * Demonstrated ability to lead organisational change, establish governance, and drive adoption across global teams. Energy Exemplar is proud to be an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all team members. We welcome applications from people of all backgrounds, experiences, identities, and abilities. Please let us know if you require accommodations at any stage of the recruitment process—we're here to support you in showcasing your full potential. Energy Exemplar respects your privacy and is committed to protecting the personal data you share during the recruitment process. This Candidate Privacy Notice explains how we collect, use, and protect your personal information when you apply for a role with us.

Lead segment sales strategy and team to build new markets and grow ARR across multiple customer segments in the Americas. | 10+ years in B2B enterprise sales with 5+ years leading high-performing sales teams, experience in energy or related sectors, and ability to build new markets. | About Energy Exemplar In an era where the world is rapidly advancing towards a cleaner future through decarbonization, Energy Exemplar’s mission lies in ‘Empowering Transformative Energy Decisions’. Founded in 1999 in Adelaide, Australia, our award-winning software portfolio encompassing the modeling and simulation platform PLEXOS®, Aurora, and Adapt2, is trusted by innovative organizations across the globe. Through our technology and people, we strive to enable stakeholders from across the entire energy value chain to revolutionize the energy ecosystem and to collaboratively plan and execute for a sustainable energy future with unprecedented clarity, speed, and innovation. Our impact is global and is being recognized across the industry. Some of our recent accolades include: • SaaS Company of the Year (2025) – Global Business Tech Awards. • Environmental Impact Award (2025) – E+E Leaders Awards. • IPPAI (Independent Power Producers Association of India) Power Awards (2025) - Winners • Finalist: Platts Global Energy Awards (2024) – Grid Edge category • Finalist: Reuters Global Energy Transition Awards (2024) – Technologies of Change • Top 50 Marketing Team (2024) – Voted by the public at the ICON Awards. How We Work Energy Exemplar is growing fast around 30% year on year and, that growth is driven by how we work. We trust our team to deliver great results from wherever they work best, whether that’s at home, in the office, or on the move. We’re a global team that values ownership, integrity, and innovation. You’ll be supported to balance work and life in a way that works for you, and empowered to take initiative, solve problems, and make an impact, regardless of your background, location, or role. Our four core values, Customer Success, One Global Team, Integrity & Ownership, and Innovation Excellence aren’t just words. They show up in how we collaborate, how we solve, and how we grow together. About Energy Exemplar In an era where the world is rapidly advancing towards a cleaner future through decarbonization, Energy Exemplar’s mission lies in ‘Empowering Transformative Energy Decisions’. Founded in 1999 in Adelaide, Australia, our award-winning software portfolio encompassing the modeling and simulation platform PLEXOS®, Aurora, and Adapt2, is trusted by innovative organizations across the globe. Through our technology and people, we strive to enable stakeholders from across the entire energy value chain to revolutionize the energy ecosystem and to collaboratively plan and execute for a sustainable energy future with unprecedented clarity, speed, and innovation. Our impact is global and is being recognized across the industry. Some of our recent accolades include: • SaaS Company of the Year (2025) – Global Business Tech Awards. • Environmental Impact Award (2025) – E+E Leaders Awards. • IPPAI (Independent Power Producers Association of India) Power Awards (2025) - Winners • Finalist: Platts Global Energy Awards (2024) – Grid Edge category • Finalist: Reuters Global Energy Transition Awards (2024) – Technologies of Change • Top 50 Marketing Team (2024) – Voted by the public at the ICON Awards. How We Work Energy Exemplar is growing fast around 30% year on year and, that growth is driven by how we work. We trust our team to deliver great results from wherever they work best, whether that’s at home, in the office, or on the move. We’re a global team that values ownership, integrity, and innovation. You’ll be supported to balance work and life in a way that works for you, and empowered to take initiative, solve problems, and make an impact, regardless of your background, location, or role. Our four core values, Customer Success, One Global Team, Integrity & Ownership, and Innovation Excellence aren’t just words. They show up in how we collaborate, how we solve, and how we grow together. Role Summary Energy Exemplar (EE) is seeking a senior Segment Sales Leader to build and scale our presence across four strategic, underpenetrated segments in the Americas: • Power Traders & Market Participants • Renewable Developers & IPPs • Data Centers & Large Loads • Consultants & Advisory Firms This is a market-building leadership role, not a maintenance role. Unlike the Utility & ISO segment—where EE has an established footprint—these segments represent significant whitespace opportunity requiring new value narratives, buying motions, and ecosystem engagement. The Segment Sales Leader will own segment strategy, pipeline creation, and ARR growth across these customer types, working in close partnership with ISO-based field teams, RevOps, Product Marketing, and Partners. The role will directly manage 6 Account Executives and have dotted-line or direct leadership over aligned Customer Success Managers (CSMs). Core Responsibilities • Segment Strategy & Market Creation • Execute the go-to-market strategy for Traders, Renewable Developers, Data Centers, and Consultants across the Americas. • Build segment-specific value propositions, use cases, and ROI narratives aligned to EE’s PLEXOS, Adapt2, Playbook & Insights offerings. • Identify and prioritize beachhead use cases (e.g., price forecasting, portfolio optimization, data center siting, interconnection analysis, advisory modeling). • Establish EE’s point of view in segments where brand awareness is currently limited. • Revenue Ownership & Growth • Own segment-level ARR targets, pipeline health, and forecast accuracy. • Drive new logo acquisition while expanding early wins into repeatable motions. • Partner with RevOps to design coverage, quota, and capacity models appropriate for market-building segments. • Ensure disciplined execution using EE’s buyer-aligned sales process and Value Selling methodology. • Sales Leadership & Team Development • Directly manage 6 Account Executives, providing coaching, deal support, and performance management. • Set clear expectations for pipeline generation, value selling quality, and account planning. • Recruit, onboard, and ramp additional talent as the segment scales. • Develop segment-specific sales playbooks and coach reps on navigating complex, multi-stakeholder buying groups. • Customer Success & Expansion Alignment • Provide leadership (direct or dotted-line) to aligned Customer Success Managers to ensure adoption, renewal, and expansion. • Partner with CS leadership to define segment-appropriate engagement models, recognizing differences between transactional, advisory, and enterprise buyers. • Drive net revenue retention (NRR) through coordinated expansion plays and outcome-based success planning. • Cross-Functional & Matrix Leadership • Work in a matrixed GTM model, partnering closely with: • ISO / Regional Sales Leaders (local execution & relationships) • Product Marketing (messaging, positioning, playbooks) • RevOps (forecasting, pipeline analytics, territory design) • Partners & Alliances (consulting firms, advisors, ecosystem players) • Act as the segment authority internally, representing customer needs to Product and Strategy teams. • Partner & Ecosystem Development • Build and scale consulting and advisory partnerships (e.g., Brattle, Guidehouse, KPMG, boutique advisory firms). • Define co-sell and referral motions that expand EE’s reach without linear headcount growth. • Enable partners with EE messaging, demos, and value stories tailored to each segment. Success Metrics Year 1 (Build Phase): • Clear, validated GTM strategy per segment • Consistent pipeline creation across all four segments • First set of repeatable wins and reference customers • Sales team fully enabled and certified in Value Selling Year 2 (Scale Phase): • Predictable segment-level pipeline and forecast accuracy • Strong new-logo contribution to Americas ARR • NRR ≥ target through expansion and cross-sell • Established partner-sourced pipeline Required Experience • 10+ years in B2B enterprise or complex solution sales, preferably in energy, power markets, infrastructure, data, or analytics. • 5+ years experience leader high performing b2b, enterprise sales team • Proven experience building new markets or segments, not just managing existing revenue. • Demonstrated success selling to one or more of the following: • Power traders or market participants • Renewable developers / IPPs • Data center operators or large industrial loads • Consulting or advisory firms • Experience leading and scaling high-performing sales teams. • Comfort operating in matrixed organizations with shared ownership and influence-based leadership. Critical Capabilities & Attributes • Market builder mindset – thrives in ambiguity, enjoys creating demand where little exists. • Strong commercial judgment – knows where to focus and where not to invest. • Value-based seller – excels at executive-level conversations tied to outcomes and ROI. • Systems thinker – understands how sales, CS, Rev Ops, and partners must work together. • Credibility with senior buyers – able to engage CIOs, Heads of Trading, Strategy, and Advisory Partners. • Coach and leader – develops talent and builds a culture of accountability and collaboration. #remote Energy Exemplar is proud to be an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all team members. We welcome applications from people of all backgrounds, experiences, identities, and abilities. Please let us know if you require accommodations at any stage of the recruitment process—we're here to support you in showcasing your full potential. Energy Exemplar respects your privacy and is committed to protecting the personal data you share during the recruitment process. This Candidate Privacy Notice explains how we collect, use, and protect your personal information when you apply for a role with us.

Manage a portfolio of enterprise customers post-sale to maximize adoption, drive renewals and growth, and lead strategic customer engagements and business reviews. | 8+ years in customer success or account management with enterprise software customers, strong relationship-building skills, proficiency with CRM tools, and excellent communication. | About Energy Exemplar In an era where the world is rapidly advancing towards a cleaner future through decarbonization, Energy Exemplar’s mission lies in ‘Empowering Transformative Energy Decisions’. Founded in 1999 in Adelaide, Australia, our award-winning software portfolio encompassing the modeling and simulation platform PLEXOS®, Aurora, and Adapt2, is trusted by innovative organizations across the globe. Through our technology and people, we strive to enable stakeholders from across the entire energy value chain to revolutionize the energy ecosystem and to collaboratively plan and execute for a sustainable energy future with unprecedented clarity, speed, and innovation. Our impact is global and is being recognized across the industry. Some of our recent accolades include: • SaaS Company of the Year (2025) – Global Business Tech Awards. • Environmental Impact Award (2025) – E+E Leaders Awards. • IPPAI (Independent Power Producers Association of India) Power Awards (2025) - Winners • Finalist: Platts Global Energy Awards (2024) – Grid Edge category • Finalist: Reuters Global Energy Transition Awards (2024) – Technologies of Change • Top 50 Marketing Team (2024) – Voted by the public at the ICON Awards. How We Work Energy Exemplar is growing fast around 30% year on year and, that growth is driven by how we work. We trust our team to deliver great results from wherever they work best, whether that’s at home, in the office, or on the move. We’re a global team that values ownership, integrity, and innovation. You’ll be supported to balance work and life in a way that works for you, and empowered to take initiative, solve problems, and make an impact, regardless of your background, location, or role. Our four core values, Customer Success, One Global Team, Integrity Ownership, and Innovation Excellence aren’t just words. They show up in how we collaborate, how we solve, and how we grow together. About the Role As a Lead Customer Success Manager (CSM) at Energy Exemplar, you will play a pivotal role in shaping the post-sale experience for our most strategic customers. Acting as a trusted advisor, you’ll guide organizations through their journey with our simulation software, maximizing adoption, accelerating time-to-value, and fostering long-term partnerships that lead to renewals and growth. This is a high-impact, customer-facing role that requires strong strategic thinking, cross-functional leadership, and a proactive approach to value delivery. You will be responsible for a portfolio of key accounts, ensuring they achieve measurable success through their investment in Energy Exemplar’s technologies. • Serve as the primary post-sales relationship owner for a portfolio of enterprise-level customers, ensuring strong engagement and satisfaction throughout the customer lifecycle. • Act as a strategic partner to your customers, understanding their business goals and proactively driving outcomes that align with those goals. • Collaborate closely with Account Executives to build strategic account plans, support expansion opportunities, and deliver seamless customer experiences. • Lead regular executive business reviews to showcase value delivered, align on strategic priorities, and identify new growth opportunities. • Monitor and manage customer health scores, adoption metrics, and sentiment using tools like Salesforce and HubSpot. • Identify and mitigate renewal risks early by driving engagement strategies, surfacing concerns, and mobilizing internal resources as needed. • Drive successful, timely renewals by maintaining deep knowledge of your customers' usage, licensing, and business objectives. • Keep Salesforce records and dashboards accurate and up to date, including renewal opportunities, customer health, and stakeholder mapping. • Share product updates, feature releases, and best practices regularly to ensure customers are fully enabled and informed. • Contribute to the continuous improvement of the Customer Success function through mentoring, process enhancements, and cross-team collaboration. Qualifications • Bachelor’s degree in Business, Strategy, Engineering, Communications, or a related field. • 8+ years of experience in a Customer Success or Account Management role, preferably supporting enterprise software customers. • Proven track record of driving customer adoption, retention, and expansion in complex, technical environments. • Exceptional relationship-building skills, with experience engaging senior/executive stakeholders. • Strong proficiency with CRM and customer success tools such as Salesforce and HubSpot. • Excellent communication, presentation, and problem-solving skills. Desired but not required • Experience managing enterprise customers in the energy, utilities, or simulation software space. Must be located on the west coast or northeast region of U.S. The pay range for this position is between $140,000-160,000 annually. Pay within this range varies by work location and may also depend on job-related knowledge, skills, and experience. Energy Exemplar is proud to be an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all team members. We welcome applications from people of all backgrounds, experiences, identities, and abilities. Please let us know if you require accommodations at any stage of the recruitment process—we're here to support you in showcasing your full potential. Energy Exemplar respects your privacy and is committed to protecting the personal data you share during the recruitment process. This Candidate Privacy Noticeexplains how we collect, use, and protect your personal information when you apply for a role with us.