Sales Director

Hansen Technologies

. Own and lead the end-to-end enterprise sales cycle from account and territory planning through prospecting, discovery, demonstrations, negotiation, and close .

Posted 11/6/2026full-timeRemote • United StatesLeadWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates extensive experience in enterprise software and SaaS sales, with a strong focus on account expansion and new logo acquisition. Proven ability to lead complex sales cycles, manage multi-stakeholder negotiations, and build executive-level relationships within the utility and municipality sectors.

Highest-signal resume keywords

Enterprise Software/SaaS SalesAccount ExpansionComplex NegotiationPipeline ManagementUtility/Municipality Revenue Lifecycle

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Sales Cycle ManagementRFI/RFP ResponsesBusiness Case DevelopmentContract NegotiationCRM Data ManagementMS Office ProficiencyMS Dynamics CRMBI ReportingAI-Enabled ReportingSolution Selling

Soft Skills

Effective CommunicationExecutive PresenceStrong Writing SkillsRelationship BuildingAbility to Learn Quickly

Tools & Technologies

LinkedIn Sales NavigatorCRM ToolsMS Excel

Certifications & Qualifications

Formal Sales Methodology Training

Industry Keywords

Energy MarketMunicipality MarketUtility MarketCustomer Care SolutionsBilling Solutions

About the role

Key responsibilities & impact

Own and lead the end-to-end enterprise sales cycle from account and territory planning through prospecting, discovery, demonstrations, negotiation, and close
Lead complex commercial motions, including RFI/RFP responses, pricing and packaging, business cases, and contract negotiations
Build and execute strategic prospecting plans to develop qualified pipeline among utilities, municipalities, and energy providers
Combine self-generated outbound activity with marketing campaigns, account-based programmes, events, and partner-sourced opportunities
Run structured business, technical, and financial discovery and qualification
Maintain pipeline governance in CRM, including opportunity strategy, close plans, next steps, and forecasting
Use account intelligence tools such as LinkedIn Sales Navigator to identify buying centres and build relationships
Build executive-level trusted-advisor relationships and manage value positioning, risks, and objections
Convert expansion opportunities within existing customers in partnership with Customer Success
Lead commercial negotiation of renewals and recontracting events
Represent Hansen Technologies at industry events, associations, and executive forums
Lead cross-functional deal teams across Pre-Sales, Bid Management, Delivery, Product, Marketing, and shared services
Confirm delivery feasibility and capacity before commercial commitment and ensure handoff from signed contract to implementation
Achieve quota across new logo, expansion, and renewal bookings
Maintain qualified pipeline coverage, win rate, forecast accuracy, and CRM data quality

Requirements

What you’ll need

10+ years of proven success in enterprise software/SaaS sales, including new logo acquisition and account expansion
Experience selling enterprise software/SaaS and leading complex, multi-stakeholder deals
Bachelor's degree (or equivalent experience)
Experience selling customer care and billing solutions (SaaS and/or on-prem)
Understanding of utility/municipal revenue lifecycle for electricity, gas, and water services
Executive presence and effective communication with C-level stakeholders
High proficiency with MS Office and CRM tools
Strong writing skills for executive summaries, proposals, and business cases
Strong computer skills, especially MS Office, MS Excel, and MS Dynamics CRM
Experience with BI and AI-enabled reporting is a plus
Experience with enterprise procurement processes and selling into regulated environments
Formal sales methodology training is a plus
In-depth knowledge of the Energy, Municipality, and Utility market space
Strong verbal and written communication skills
Ability to learn markets quickly
Bachelor's degree or equivalent experience and 10+ years of progressive enterprise software sales experience, including solution selling alongside pre-sales