Account Executive, Power Factors
SCADA/EMS Americas
Digital infrastructure management for renewable energy
Open for applications
Digital infrastructure management for renewable energy
501-1000 employees
Open for applications
501-1000 employees
Company mission
To constantly reinvent, develop, and deliver the most advanced infrastructure management systems.
Role
Who you are
- Experience: 5+ years of B2B enterprise SaaS sales experience, preferably within the Energy, CleanTech, or Utility sectors
- Track Record: Proven history of consistently meeting or exceeding annual quotas (e.g., $1M+ ARR). Experience closing 6-figure+ multi-year contracts
- Industry Knowledge: Familiarity with the renewable energy landscape (Wind, Solar, BESS) is highly preferred. Understanding of SCADA, EMS, plant controls, or grid integration is a distinct advantage
- Skillset:
- Expertise in consultative sales methodologies (e.g., MEDDPICC, Challenger, or similar)
- Strong negotiation and contract structuring skills
- Ability to present complex technical concepts to non-technical executives
- Attributes: Self-starter with high "sales grit," intellectual curiosity, and a genuine passion for renewable energy and sustainability
What the job involves
- As a North American Account Executive, you will own the end-to-end sales cycle for high-value renewable energy accounts across the US and Canada
- You will target Engineering, Procurement & Construction firms (EPCs), Original Equipment Manufacturers (OEMs), and Systems Integrators, helping them standardize on our Unity SCADA and Energy Management System (EMS) solutions across the renewable energy projects they design, build, and commission
- You will act as a strategic advisor to C-Suite and VP-level stakeholders, translating complex technical challenges into clear operational ROI
- This is a "hunter" role requiring a disciplined approach to territory planning, pipeline generation, and closing complex, multi-stakeholder enterprise deals
- Territory & Opportunity Management: Develop and execute a strategic territory plan to exceed annual sales quotas. Build and maintain a robust pipeline of 3x-4x coverage through self-sourced prospecting and marketing-led leads
- Full-Cycle Sales Execution: Lead the entire sales process from initial discovery and qualification to negotiation and commercial close. Navigate complex buying centers involving Engineering, Project Management, Procurement, and Product/Technology stakeholders
- Solution Selling: Articulate the value of Power Factors' Unity SCADA and EMS solutions to solve critical challenges in plant controls integration, grid code compliance, and project commissioning
- Strategic Account Development: Cultivate relationships with key decision-makers at target accounts (EPCs, OEMs, and Systems Integrators). Map out organizational structures to identify champions and economic buyers
- Cross-Functional Collaboration: Partner with Solution Engineers to deliver compelling demos and Proof of Concepts (POCs). Collaborate with Marketing, Product, and Customer Success teams to ensure alignment between customer needs and our roadmap
- Forecasting & Hygiene: Maintain rigorous CRM (Salesforce) hygiene. Provide accurate weekly, monthly, and quarterly forecasts to leadership
Our take
There are major efforts across the energy sector to take advantage of digital transformation. Renewables in particular are focusing on revenue-maximisation and income stacking instead of cultivating a dependence on subsidies, both of which require laser-tight monitoring and performance optimisation. For over two decades now, Power Factors - formerly Inaccess - has been providing a digital platform for precisely this.
Power Factors’ key product is Unity, a supervisory control and data acquisition system that allows organisations across the renewable, industrial, and infrastructure sectors to monitor and maximise performance in their generation centres. It’s been used in some of the largest global battery storage projects and allows organisations to bring project management across owner, developer, and operator teams into one space.
As market forces are expected to overtake subsidies as the driving force for competition in the renewables sector, it’s expected that more operators will be investing in systems that will generate a competitive edge. This is good news for Power Factors, which comes to the growing market with extensive experience and deep industry penetration.
Freddie
Company Specialist at Welcome to the Jungle
Insights
Company
Funding (2 rounds)
Nov 2009
$0.2m
GRANT
Oct 2008
$0.2m
GRANT
Total funding: $0.3m
Company benefits
- Competitive salary according to your qualifications
- On call rotations paid extra
- Remote work with optional on-premises
- Opportunity to work in a hot industry and make an impact
- Respect of work-life balance
- Private health insurance plan
- All around knowledge of business logic
- You will have the opportunity to work closely with a highly motivated multicultural team in a dynamic and fast paced environment that provides the ground and the opportunity for international career development
Company HQ
West End, Waltham, MA
Leadership
Took a PhD in broadband telecommunication systems, and before spending over two decades at Inaccess also held roles at Teletel and 4plus Technologies.
Also a Board Member at Smartlinx. Previously worked as an Operating Partner at Advent International, Interim CEO at Viventium and was a Board Member for Azalea Health.
Deborah Beatty
(Chief Strategy Officer)Previously a Board Member for ARHT Media and was the Senior Vice President at PointClickCare.
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