Enterprise Account Executive

About ESA ESA is a prominent clean energy development and decarbonization platform. Over the past decade, ESA has successfully transacted over 6 GW of operating solar energy projects and pre-construction development assets. Our diverse portfolio spans a broad array of asset classes, including corporate headquarters, commercial and industrial facilities, community solar portfolios, and multi-100 MW utility-scale solar projects. In 2023 alone, ESA was awarded the prestigious award of Best Place to Work by Orlando Business Journal, and the #1 Solar Developer in Florida by Solar Power World Magazine.

We believe in a culture of teamwork and collaboration to collectively achieve our goals. Our employees are the foundation of our brand and success. Be a part of changing the future of energy, with a people forward company that believes in your success.

Our Vision and Your Role

Corporate commitment to cutting carbon footprint is at an all time high, with more large enterprise targeting ambitious net zero and carbon neutral commitments within the next decade. As an enterprise Account Executive at ESA, you will partner with some of the largest organizations in the United States to support them in analyzing their emissions and developing multi-year strategies to achieve carbon reductions. Through ESA’s leading development platform, we provide access to scalable on-site solar implementation, community solar, and off-site virtual power purchase agreements. Our goal is to be a partner in enabling our clients to go beyond the commitment stage and provide actionable projects to reduce carbon emissions meet long-term commitments.

Who You Are

• An experienced professional with a demonstrated background in enterprise sales, carbon advisory, or renewable energy development
• A strong educator with a passion for consultative selling and solution analysis
• An adaptive and flexible team player open to learning new processes and trying new things
• A natural leader with a “do whatever it takes” mindset to serve our clients.

Position Details

Consultative Selling

• Act as a decarbonization consultant, supporting a customer’s journey to net zero through on-site solar power purchase agreements, community solar, and virtual power purchase agreements (VPPAs)
• Collaborate with the analyst and data teams to conduct portfolio analysis to determine recommended decarbonization solutions.
• Collaborate with customer representatives to obtain scope 2 emissions data and electric utility information
• Manage development team in developing initial on-site solar designs, energy analysis, utility rate analysis, policy analysis, and project pricing.
• Multi-thread with various stakeholders to understand customer requirements and success criteria for solutions
• Coordinate with pricing team to develop comprehensive power purchase agreement proposals for customers
• Present portfolio level pricing analysis and decarbonization roadmaps that meet customer timelines and corporate requirements.
• Coordinate with origination operations team to oversee due diligence and site investigation
• Negotiate power purchase agreements and other contract forms, managing internal and external legal teams to meet target close dates
• Present final project approvals to investment committee and close portfolio contracts with clients
• Support operations teams in client onboarding and relationship management through the implementation phase

New Business Development

• Develop and maintain a pipeline of corporate accounts that meet company defined ideal customer profile (ICP) requirements
• Collaborate with the account-based marketing team to identify strategic accounts and develop outreach strategies
• Conduct outbound contact through LinkedIn, cold-calling, and email to self-source approximately 25% of pipeline
• Provide continuous feedback to ABM, marketing, and sales enablement teams to inform go-to-market strategies
• Host initial discovery meetings with clients to understand carbon reduction commitments and timelines
• Identify key stakeholders and economic decision makers to educate on ESA’s approach to decarbonization
• Provide regular updates on sales activities, pipeline progress, and forecasts to senior management
• Travel as needed to meet with clients and attend industry events

Requirements

Required Education and Experience

• 3-5 years in professional consulting or business development with a focus on enterprise-level accounts and national corporations
• 2-3 years of demonstrated success negotiating power purchase agreements
• Proven success in exceeding sales quotas and managing complex sales cycles in B2B environments
• General understanding of carbon accounting principles and corporate decarbonization strategies
• Ability to analyze and present complex financial models and cost savings forecasts
• Bachelor’s degree in business, engineering, environmental science, or a related field is preferred

Job Type: Full Time

Location: Remote/Hybrid

Salary: OTE $225k-$300k

Benefits

Company Benefits

• Flexible Work Schedule
• 3 Weeks Paid Time Off
• 14 Paid Holidays + Holiday Corporate Closure
• 5 Sick Days
• 2 Personal Days
• 2 Community Service Days
• National Healthcare, Dental, and Vision Plans
• Company Provided Life Insurance Plan
• 401(k) with Company Matching Plan
• Reimbursement of Training and Continuing Education
• Pet Care Reimbursement for Company Travel
• Employee Recognition and Rewards Program
• Employee Discount Program

ESA provides equal employment opportunities to all employees and applicants without regard to race, color, religion, gender, age, sexual orientation, national origin, ancestry, disability, genetics, veteran status or any other characteristic protected by state, federal and local laws. In addition to federal law requirements, ESA complies with applicable state and local laws governing nondiscrimination in employment in every location in which the company has facilities.