Redaptive

Compensation

Full Description

Position Summary: Redaptive is searching for an enthusiastic and talented Sales Executive to sell solutions on our sales team. Reporting to the Managing Director of Sales, this role oversees the entire sales process—from identifying and cultivating new opportunities to navigating a complex sales cycle and driving them to closure. Typical opportunities range from $2,000,000 to $40,000,000 and involve multiple energy conservation measures across various sites for large industrial and commercial clients. The ideal candidate will have a proven track record of managing and securing large, complex deals while collaborating with senior executives (such as VPs of Facilities, CFOs, VPs of Energy, and Chief Sustainability Officers) with enterprise-wide responsibilities. This is an external facing role that requires working internally with Redaptive’s sales support, customer success, project delivery, legal, safety, and finance teams to drive transactions from the initial lead phase through contracting, underwriting, funding and closing. In this position, you will contribute to Redaptive’s top and bottom-line by successfully driving revenue to close while managing profitability, bankability and executability. Responsibilities and Duties: • Run a full sales lifecycle, start to finish, within the enterprise segment. • Lead multiple layers of presentations from introductory, to fact finding and initial overview to refined, and ultimately to final. • Develop and execute effective sales strategies using data-driven insights to positively impact the executive–level decision maker’s core business. • Execute on a multiple-solution sales playbook and help shape that playbook for future sales opportunities. • Understand and articulate clear and winning value propositions. Be prepared to understand which value propositions are most applicable for the various potential customers and drive their interest. • Assess financial and operational risks for Redaptive, as well as evaluating profitability and exploring creative deal structures to differentiate Redaptive’s offering. • Partner with Energy Engineering and Solutions teams to develop pricing and constructability of projects to meet customer needs. • Align with Finance team to develop pricing and ensure bankability of contracts. • Lead and coordinate development of creative or unique solutions – thinking beyond what we have always done, creating a vision of what could be, driving through hurdles, leading teams to develop unique solutions. • Negotiate at the executive level through a multi-constituent sales process including internal and external legal teams. • Help identify additional potential sales or growth opportunities. • Other duties as assigned Required Abilities and Skills: • Interpersonal skills required for success in the role • Technical skills required for success in the role • Experience contracting, pricing, structuring, and analyzing development projects, e.g., commercial and industrial, real estate development, healthcare, SaaS, K-12, public private partnerships, generation or utility projects, etc. • History of exceeding quota and growing territory year-over-year. • Superb probing and listening skills to identify customer needs, understand objections. • Demonstrated ability to conduct presentations of value proposition to C-Level executives. • Success in managing a complex pipeline and a sales commit • Proven closer who navigates transactions and drives them to execution. • Relationship management and rapport building. • Resourceful and comfortable operating in an entrepreneurial environment. • Excellent written and oral communication skills. • Have an ergonomically correct and functional work-from-home workstation set up; amenable to working from home for the foreseeable future. Education and Experience: • 6-10+ years' experience in technology sales, energy markets, large B2B contracts including long sales cycles and multiple phases. • Excellent PowerPoint skills along with strong quantitative analysis and Excel skills. Travel: Willingness to travel up to 50% as needed. The Perks! • Competitive base salary • Commission model for sales • Equity plan participation • Company-subsidized benefits: medical, dental, vision, life insurance • Flexible Spending Accounts: healthcare and dependent care • 6% 401(k) match with immediate vesting • Flexible Time Off • Expected annual salary: $140,000 - $160,000 (subject to adjustment for relevant experience, skills, geo location) The company is an Equal Opportunity Employer, drug free workplace, and complies with ADA regulations as applicable. All duties and responsibilities are essential functions and requirements and are subject to possible modification to reasonably accommodate individuals with disabilities. The requirements listed in this document are the minimum levels of knowledge, skills, or abilities. Redaptive is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees.