Sales Account Executive, New Business - Energy & Utilities

FOCUS Performance is a technology partner serving the energy industry with platforms that connect job tasks, training, qualification, scheduling, and compliance auditing. The Sales Account Executive will own full-cycle, net-new business development across energy and utility accounts by generating pipeline, managing complex multi-stakeholder sales, maintaining forecasts, and consistently meeting or exceeding quota.

Responsibilities:

• Identify and engage net-new utility and energy accounts (IOUs, co-ops, munis, nuclear operators, IPPs) and build relationships with training, operations, and compliance leaders
• Build a self-sourced pipeline through outbound prospecting, events, channel partners, and inbound leads — no single channel is your safety net
• Run the full sales cycle end to end: discovery → demo → business case → procurement/RFP, security, and legal review → close — using mutual action plans to keep momentum and shorten time-to-signature
• Tailor your approach to complex buying groups with multiple stakeholders and long evaluation windows
• Partner closely with Solutions Engineers, Product, and Client Success to keep every deal aligned to what the customer actually needs
• Keep deal stages and forecasts accurate and current in HubSpot CRM
• Lead with Question-Based Selling (QBS): use strategic, well-sequenced questions to uncover pain, build credibility with technical and operational buyers, and earn mindshare that moves deals forward. Use MEDDPICC as a secondary framework to qualify opportunities with discipline
• Meet and exceed quota and performance KPIs, consistently

Requirements:

• 5+ years of full-cycle SaaS sales experience within GovTech, energy, or public-sector
• A track record of self-sourcing pipeline and closing net-new logo business, not just managing inbound, and of shortening long, complex sales cycles through executive alignment, mutual action plans, and urgency tied to compliance or operational risk
• Sharp discovery, objection-handling, and multi-threading instincts across complex buying committees
• Hands-on experience with HubSpot or a comparable CRM
• Comfort operating in a lean, scale-up environment where you help build the process, not just follow it
• utility experience