Account Executive

Account Executive

Location: North America — Remote

Hybrid Option: Columbus, OH

Reports To: VP of Sales

Compensation: Up to $100,000 base salary, commensurate with experience, plus uncapped commission

Focus: Net-New Enterprise Logos | Utilities | Telecom | Critical Infrastructure Risk Prevention

Opportunity

If you want to build the executive relationships that protect the pipelines, grids, and networks the country runs on — and you thrive on closing transformational enterprise deals — you’ll thrive here.

The company builds advanced technology that empowers the individuals who keep our lights on, water running, and pipelines flowing. Our solutions enhance the safety, reliability, and efficiency of critical infrastructure and the field technicians, engineers, and analysts who operate it.

We are looking for a senior Enterprise Account Executive to lead our net-new enterprise sales efforts across energy, utilities, telecom, and critical infrastructure asset protection.

This is a true hunter role focused on identifying, pursuing, and closing large, complex enterprise opportunities. You will target marquee “white whale” accounts across North America — organizations where a single enterprise agreement can establish a long-term, multi-product relationship.

The ideal candidate is an executive-level communicator who can command a conversation with an operator, VP of Operations, CIO, CRO, COO, or CEO and translate the company’ technology into measurable business, safety, operational, and risk outcomes.

Success in this role is measured not only by winning the initial enterprise deal, but by structuring each relationship to create opportunities for long-term cross-sell and upsell growth.

What You'll Do

• Lead the full sales cycle for net-new, enterprise-scale opportunities across energy, utilities, telecom, and critical infrastructure asset protection, including electric, gas, water, and telecom.

• Focus on the largest and highest-value target accounts in the North American market.

• Build and maintain relationships with C-level and senior operational executives, including COOs, CIOs, CROs, and VPs of Operations.

• Position the company as a strategic, enterprise-wide platform rather than a point solution.

• Apply advanced value-selling techniques to help executive buyers understand the operational, financial, safety, and risk impact of the company.

• Develop and execute account-based, multi-year strategic plans for landing flagship enterprise logos.

• Create clear post-close strategies for cross-sell and upsell opportunities, turning enterprise accounts into long-term growth engines.

• Partner closely with Customer Success, Solutions Engineering, Product, and other internal teams to develop enterprise-ready proposals, pricing structures, and contract terms.

• Develop a deep understanding of the company’ business development philosophy, pricing models, proposal methodology, and enterprise sales process.

• Maintain strong knowledge of the competitive landscape and the company’ positioning within utilities, telecom, energy, and critical infrastructure risk prevention.

• Source and cultivate executive-level relationships, referrals, and strategic connections to build a sustainable enterprise pipeline.

• Gather and present detailed business, technical, operational, and risk information to support proposals, underwriting, and executive presentations.

• Maintain accurate sales activity, pipeline, opportunity, and forecasting information within Salesforce CRM.

• Represent customer needs and strategic objectives internally to ensure a coordinated, high-touch enterprise experience.

• Attend industry seminars, trainings, conferences, and events as required.

• Adhere to company policies, procedures, business ethics standards, and applicable regulatory requirements.

What Success Looks Like

• Consistently build a strong pipeline of high-value, net-new enterprise opportunities.

• Establish trusted relationships with senior executives and key decision-makers.

• Close transformational, multi-year enterprise agreements.

• Expand initial enterprise wins into broader, multi-product relationships.

• Accurately forecast enterprise opportunities and maintain disciplined CRM hygiene.

• Become a trusted advisor to customers navigating operational, safety, infrastructure, and risk challenges.

• Help establish the company as a strategic technology partner across critical infrastructure organizations.

Who You Are

You are a senior enterprise sales professional who is energized by complex deals, executive relationships, and large strategic accounts. You know how to hunt, create opportunities where none previously existed, navigate complex buying committees, and build consensus across multiple stakeholders.

You are comfortable selling to sophisticated organizations where deals may involve operations, IT, risk, finance, procurement, and executive leadership. You understand that enterprise selling is about more than demonstrating product features — it is about connecting technology to measurable business outcomes.

You bring a combination of strategic account planning, executive presence, value selling, persistence, and commercial discipline.

Requirements

Qualifications

• 7+ years of proven, quota-carrying enterprise or strategic account executive experience , with a consistent track record of sourcing and closing large, complex, multi-year SaaS agreements.

• Demonstrated experience selling into energy, utilities, telecom, or critical infrastructure damage and risk prevention , including electric, gas, water, or telecom. Must have the domain fluency and credibility to earn the trust of operators and executive decision-makers.

• Executive presence and gravitas , with the ability to lead business conversations, influence stakeholders, and close deals at the C-suite and operator level. You should be someone the company can confidently put in front of a CEO or senior infrastructure operator.

• Proven success selling SaaS solutions and business value propositions through consultative and solution-selling approaches into large, complex, matrixed organizations.

• Track record of structuring enterprise agreements to create durable cross-sell and upsell opportunities and drive long-term account growth.

• Excellent verbal and written executive communication skills , including the ability to chair meetings, lead executive briefings, deliver presentations, and host webinars.

• Strong organizational and time-management skills , with the ability to multi-thread relationships and manage multiple long, complex enterprise sales cycles simultaneously.

• Comfortable operating in a high-growth, fast-paced environment with a diverse enterprise customer base and highly differentiated customer needs.

• Existing network and credibility within utility, telecom, critical infrastructure damage prevention, asset protection, or risk management functions is strongly preferred.

• Based in North America , with the ability and willingness to travel as needed for prospect meetings, customer engagements, conferences, and industry events.

• Bachelor’s degree or equivalent relevant experience.

AI Use in Hiring

As part of our hiring process, this role may use artificial intelligence or automated tools to assist in reviewing and screening applications. These tools support, but do not replace, human judgment in hiring decisions.

Role Type

This is a Back fill position.

Compensation

The salary range for this role is CAD $ 90K-100K. This range reflects the base salary only and does not include any other compensation components like OTE. Any offers made are dependent on factors including and not limited to experience, skills, and location.

Benefits

Why Join the company?

At the company, your work directly supports the people and organizations responsible for protecting the infrastructure our communities depend on every day.

Life at the company (US Benefits)

At the company, we believe great work happens when people have the support, flexibility, and resources they need to do their best work.

As part of the the company team, you’ll enjoy

• Competitive compensation with a base salary commensurate with experience, plus uncapped commission / OTE .

• The opportunity to join a dynamic, growing company that is well respected within its industry.

• Medical, dental, and vision insurance options.

• 401(k) plan with company match .

• Flexible PTO policy plus company-paid holidays.

• Additional benefits including life insurance, pet insurance, employee discounts, and perks programs .

• A generous one-time work-from-home stipend to help you get set up for success.

• Team events including monthly company lunches, volunteer outings, and quarterly gatherings.

• Hybrid employees have access to complimentary snacks, beverages, and coffee at our Columbus, Ohio office.