Senior Account Executive, DER Sales

Who We Are

Arcadia is the technology company empowering energy innovators and consumers to fight the climate crisis. Our software and APIs are revolutionizing an industry held back by outdated systems and institutions by creating unprecedented access to the data and clean energy needed to make a decarbonized energy grid possible.

In 2014, Arcadia set out on its mission to break the fossil fuel monopoly and since then we have been knocking down the institutional barriers to unlock decarbonization. To date, we have connected hundreds of thousands of consumers and small businesses with high-quality clean energy options. Fast forward to today, and now, we’re thinking even bigger. We have launched Arc, an industry-defining SaaS platform that empowers developers and energy innovators to deliver their own custom, personalized energy experiences, accelerating the transformation of the industry from an analog energy system into a digitized information network.

Tackling one of the world’s biggest challenges requires out-of-the-box thinking & diverse perspectives. We’re building a team of individuals from different backgrounds, industries, & educational experiences. If you share our passion for ushering in the era of the clean electron, we look forward to learning what you would uniquely bring to Arcadia!

What we’re looking for:

We are a rapidly growing Enterprise Solutions team responsible for building and growing Arcadia’s enterprise software line of business, also known as the Arc Platform. We lead go-to-market planning and implementation, full sales cycle management, solution design, technical scoping, and implementation for our enterprise customers. Our customers and prospects operate in energy or energy-adjacent sectors (e.g., leading EV companies, solar and storage companies, energy services providers). Arcadia’s one-of-a-kind platform enhances our customers’ products and services by offering unparalleled access to utility data and energy analytics. As the primary market-facing organization within Arcadia, this team also plays a critical role in shaping the long-term product roadmap.

We are seeking a motivated and entrepreneurial Account Executive to join our Distributed Energy Resources (DER) Team, focused on driving business development and sales engagements with pioneering companies in the DER vertical (solar/storage, developers, electric vehicles, demand response, VPPs, etc.). The ideal candidate has 4+ years of sales experience in the C&I solar/storage space or with DER software companies. They are comfortable discussing DERs and APIs together. They will establish themselves as a trusted advisor to both internal and external stakeholders on how Arcadia’s software capabilities can unlock significant value.

Arcadia is open to fully remote candidates who are based in the US and employees have access to co-working spaces.

#LI-REMOTE

What you’ll do:

• Build and manage a robust pipeline of prospects necessary to meet revenue targets
• Identify and qualify leads through research, networking, and inbound inquiries
• Understand prospects’ business needs and present tailored software solutions that demonstrate ROI, including product demonstrations and business cases
• Navigate complex sales processes with executive buyers, leveraging methodologies like Selling Through Curiosity and MEDDPIC
• Lead negotiations to achieve favorable contract terms and pricing, ensuring timely deal closures to meet revenue targets
• Own the contracting process, collaborating with Legal, IT, and Finance teams
• Stay updated on industry trends, competitive products, and new market opportunities while representing the company at conferences, workshops, and networking events to gather insights, promote brand awareness, and build/progress the pipeline
• Collaborate with marketing and product teams to provide feedback based on customer and market insights
• Maintain and update Salesforce with detailed notes and follow-up activities from customer engagements

What will help you succeed:

Must-haves:

• 4+ years of relevant experience in DER sales, software sales, business development or solution consulting at a relevant startup or in the utility/energy sector
• Strong understanding of market dynamics in the energy and sustainability space, particularly electrification, distributed energy resources, and decarbonization
• Proven ability to communicate effectively, negotiate commercial terms, and build strong relationships with sophisticated enterprise partners
• Track record of meeting or exceeding sales targets in a competitive and complex environment
• Self-motivated and results-driven, with the ability to work independently and collaboratively, willing to “roll up the sleeves” to drive engagements forward
• Proven prospecting skills and experience in identifying, qualifying, and closing new business opportunities
• Technical aptitude or the ability to quickly learn and understand complex energy solutions
• Passion for clean energy and a strong commitment to driving a renewable energy future
• Experience collaborating with cross-functional teams (ex: legal, product, marketing, customer success) to align efforts to drive engagements forward

Benefits:

• “Remote first” culture – work anywhere in the US as long as you have a reliable internet connection
• Flexible PTO – no accrued hours and no limit on the number of vacation days exempt employees can take each year
• 17 annual company-wide holidays including a week-long “summer break”
• 10 days sick leave
• Up to 4 weeks bereavement leave
• 2 volunteer days off
• 2 professional development days off
• 12 weeks paid parental leave for all parents
• 80-95% employer cost coverage for medical, dental, and vision benefits for employees and dependents