Director, Executive Accounts

Plug Power

. Own the commercial relationship with one of Plug Power’s largest and most strategic customers .

Posted 10/30/2026full-timeRemote • United StatesLead💰 $137,500 - $220,000 per yearWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in managing complex customer relationships and executing strategic account plans to drive revenue growth. Proficient in sales cycle management, financial acumen, and leading cross-functional teams to deliver integrated solutions in the energy sector.

Highest-signal resume keywords

Strategic Account ManagementSales Cycle ManagementFinancial AcumenCross-Functional Team LeadershipExperience with Fuel Cells and Hydrogen Technologies

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Sales ManagementContract NegotiationTCO and ROI ModelingRFP Response ManagementCommercial Strategy DevelopmentBusiness Case DevelopmentPipeline ManagementAccount Performance AnalysisMulti-Site Program CoordinationCapital Equipment Sales

Soft Skills

Exceptional Written CommunicationExceptional Verbal CommunicationRelationship BuildingOrganizational SkillsResults-Driven Work Style

Tools & Technologies

Salesforce CRM

Industry Keywords

Energy StorageHydrogen Fueling InfrastructureMaterial HandlingLogisticsIndustrial EquipmentEnterprise SalesHyperscale CustomersCommercial AgreementsCustomer SatisfactionExecutive Presentations

About the role

Key responsibilities & impact

Own the commercial relationship with one of Plug Power’s largest and most strategic customers
Serve as senior sales leader and primary point of contact for the customer’s executive and functional stakeholders
Develop and execute a multi-year strategic account plan to grow revenue and deepen share of wallet
Build and sustain trusted relationships with senior executives and functional leaders
Lead the full sales cycle, including opportunity identification, RFP responses, pricing, commercial strategy, contract negotiation, TCO, and business case development
Sell Plug’s integrated ecosystem of fuel cell systems, hydrogen fueling infrastructure, hydrogen supply, and services
Own account health, escalation management, customer satisfaction, and Customer Quarterly Business Reviews
Present sales and revenue forecasts, pipeline reviews, and account performance to executive leadership
Translate customer needs into design specifications, product roadmap input, and deployment plans
Coordinate large, multi-site programs across internal teams and manage schedule, cost, and quality commitments
Prepare and deliver executive-level presentations and business reviews
Represent Plug Power with professionalism and integrity
Perform other duties as assigned

Requirements

What you’ll need

Bachelor’s degree in engineering, business, or a related field
7+ years of experience in sales, account management, product management, engineering, or a related field
Experience with fuel cells, hydrogen, batteries, or other energy storage and power technologies
Demonstrated success managing complex, high-value customer relationships and negotiating large commercial agreements
Ability to travel up to 50%
Background in the material handling, warehousing, logistics, or industrial equipment industries
Experience selling capital equipment (capex) and long-cycle, multi-site solutions
Experience selling into large, sophisticated enterprise or hyperscale customers, including navigating formal RFP and procurement processes
Experience selling an ecosystem — bundling equipment, infrastructure, fuel or energy supply, and services into a single value proposition
Strong financial acumen, including TCO and ROI modeling and commercial pricing strategy
Proficiency with Salesforce CRM
Sharp business sense with the ability to articulate value to diverse audiences and drive results against aggressive targets
Ability to learn complex technology quickly and engage credibly with engineers and executives alike
Exceptional written and verbal skills
Proven ability to lead cross-functional teams without direct authority, build alignment, and hold others accountable
Highly organized, detail-oriented, and relentless in follow-through, with a results-driven work style

Benefits

Comp & perks

Health, Dental & Vision Insurance eligibility starting from the first day of hire
401(k) with 5% company match
Bonus eligibility
Paid time off including vacation, personal and sick time
Paid Holidays
Wellness Reimbursement Program
Potential to apply for Tuition Reimbursement
Fertility and Family Building Benefit
Employee Referral program
Employee Assistance Program