Account Executive / Director

Shoreline

. Own the full commercial relationship from first outreach through signed contract, renewal and expansion .

Posted 10/8/2026full-timeRemote • United StatesLeadWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in B2B SaaS sales, managing full-cycle account ownership, and executing effective commercial negotiations. Proficient in building tailored product demos and maintaining accurate forecasting using HubSpot CRM.

Highest-signal resume keywords

B2B SaaS Sales ExperienceFull-Cycle Account Executive RoleStrong Outbound Prospecting SkillsCommercial Negotiation ExpertiseDeep Product Knowledge in Wind Energy

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Account PlanningPipeline GenerationProposal WritingROI QuantificationDiscovery and QualificationTailored Product DemosForecastingChurn Risk IdentificationTender NegotiationUpselling and Cross-Selling

Soft Skills

Clear CommunicationSelf-DirectionConfidence in NegotiationCollaborationDisciplined Work Ethic

Tools & Technologies

HubSpot CRMAI Tools for ResearchSales Analytics Software

Industry Keywords

Wind EnergyRenewablesAsset-Heavy IndustrySimulation SoftwarePlanning SoftwareOptimization SoftwareAnalytics Software

About the role

Key responsibilities & impact

Own the full commercial relationship from first outreach through signed contract, renewal and expansion
Research target accounts and build account plans and buying-committee maps
Run outbound prospecting and follow up on inbound leads
Conduct discovery and qualify opportunities on need, budget, timeline and authority
Build tailored product demos and present to technical and commercial audiences
Write proposals and quantify customer-specific value and ROI
Lead commercial and legal negotiations, procurement and security reviews
Forecast accurately and flag risks early
Set up onboarding with Product and Customer Success while remaining the commercial account owner
Own renewals, including tenders, procurement and term negotiation
Expand existing accounts through upsell and cross-sell
Maintain account plans covering stakeholders, adoption, risks, expansion and renewal strategy
Identify churn risk using usage and sentiment signals
Hold commercial reviews with senior stakeholders and provide roadmap feedback
Keep HubSpot deals, contacts, notes, next steps and forecasts accurate
Collaborate with Marketing, Product, Customer Success and Support
Use AI tools and agents for research, call preparation and account planning
Share competitor, objection and buyer-behaviour insights with the team

Requirements

What you’ll need

B2B SaaS sales experience in a full-cycle AE role
Record of building new pipeline, closing new business and owning renewals or expansion
Proven experience selling complex, high-value solutions to multiple stakeholders over long cycles
Strong outbound habits and a record of generating pipeline
Deep product and industry knowledge, including wind energy challenges
Ability to build and run tailored demos for technical and commercial audiences
Confidence in discovery, demos and commercial negotiation, including procurement and legal
Comfort with a quota covering new and existing revenue
Honest and accurate forecasting
Disciplined use of HubSpot CRM
Excellent written and spoken English
Clear, concise communication
Self-direction and comfort in a scale-up company with evolving processes
Nice to have: experience in wind, renewables, energy, maritime or another asset-heavy industry
Nice to have: experience selling simulation, planning, optimisation, analytics or AI-based software
Nice to have: tender-based or framework-agreement sales experience

Benefits

Comp & perks

Remote working with a small, international team
Modern, AI-supported sales tooling
Variable / commission structure
Equity
Pension
Holiday entitlement in line with the country of employment
Close access to leadership and real influence on strategy, product and how we sell