Sales Account Executive, New Business – Energy & Utilities

FOCUS Learning Corporation

. Identify and engage net-new utility and energy accounts, including IOUs, co-ops, municipals, nuclear operators, and IPPs .

Posted 10/8/2026full-timeRemote • United StatesMid-LevelSeniorWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates extensive experience in full-cycle SaaS sales, particularly within GovTech and energy sectors, with a strong ability to self-source pipeline and close net-new logo business. Proficient in utilizing mutual action plans and frameworks like MEDDPICC to navigate complex sales cycles and engage with diverse buying committees.

Highest-signal resume keywords

Full-Cycle SaaS Sales ExperienceSelf-Sourcing PipelineHubSpot CRM ProficiencyQuestion-Based Selling (QBS)MEDDPICC Qualification Framework

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Sales Cycle ManagementObjection HandlingMulti-Threading SkillsComplex Sales StrategiesPipeline Generation

Soft Skills

Relationship BuildingDiscovery SkillsExecutive Alignment

Tools & Technologies

HubSpot CRM

Industry Keywords

GovTechEnergy SectorPublic-Sector SalesUtility ExperienceCompliance Risk Management

About the role

Key responsibilities & impact

Identify and engage net-new utility and energy accounts, including IOUs, co-ops, municipals, nuclear operators, and IPPs
Build relationships with training, operations, and compliance leaders
Generate self-sourced pipeline through outbound prospecting, events, channel partners, and inbound leads
Run the full sales cycle from discovery and demo through business case, procurement/RFP, security and legal review, and close
Use mutual action plans to maintain momentum and shorten time-to-signature
Tailor sales approach to complex buying groups and long evaluation windows
Partner with Solutions Engineering, Product, and Client Success teams
Maintain accurate deal stages and forecasts in HubSpot CRM
Meet and exceed quota and performance KPIs
Own net-new logo growth across public-sector, education, energy, and government verticals

Requirements

What you’ll need

5+ years of full-cycle SaaS sales experience within GovTech, energy, or public-sector; utility experience strongly preferred
Track record of self-sourcing pipeline and closing net-new logo business
Experience shortening long, complex sales cycles through executive alignment, mutual action plans, and urgency tied to compliance or operational risk
Strong discovery, objection-handling, and multi-threading skills across complex buying committees
Hands-on experience with HubSpot or a comparable CRM
Comfort operating in a lean, scale-up environment and helping build sales processes
Experience with Question-Based Selling (QBS)
Experience using MEDDPICC as a qualification framework

Benefits

Comp & perks

Uncapped earning potential with a lucrative base plus commission structure
Real autonomy to build territory and pipeline
Mission-driven work supporting safe operation of critical infrastructure
Growth trajectory and resources of a private-equity-backed company without large-enterprise bureaucracy
Fully remote work