Note: The job is a remote job and is open to candidates in USA. Energy Exemplar is a company focused on empowering transformative energy decisions through innovative software solutions. They are seeking a Senior Segment Sales Leader to build and scale their presence across various strategic market segments in the Americas, focusing on creating new market opportunities and driving revenue growth.
Responsibilities
- Execute the go-to-market strategy for Traders, Renewable Developers, Data Centers, and Consultants across the Americas
- Build segment-specific value propositions, use cases, and ROI narratives aligned to EE’s PLEXOS, Adapt2, Playbook & Insights offerings
- Identify and prioritize beachhead use cases (e.g., price forecasting, portfolio optimization, data center siting, interconnection analysis, advisory modeling)
- Establish EE’s point of view in segments where brand awareness is currently limited
- Own segment-level ARR targets, pipeline health, and forecast accuracy
- Drive new logo acquisition while expanding early wins into repeatable motions
- Partner with RevOps to design coverage, quota, and capacity models appropriate for market-building segments
- Ensure disciplined execution using EE’s buyer-aligned sales process and Value Selling methodology
- Directly manage 6 Account Executives, providing coaching, deal support, and performance management
- Set clear expectations for pipeline generation, value selling quality, and account planning
- Recruit, onboard, and ramp additional talent as the segment scales
- Develop segment-specific sales playbooks and coach reps on navigating complex, multi-stakeholder buying groups
- Provide leadership (direct or dotted-line) to aligned Customer Success Managers to ensure adoption, renewal, and expansion
- Partner with CS leadership to define segment-appropriate engagement models, recognizing differences between transactional, advisory, and enterprise buyers
- Drive net revenue retention (NRR) through coordinated expansion plays and outcome-based success planning
- Work in a matrixed GTM model, partnering closely with ISO / Regional Sales Leaders (local execution & relationships), Product Marketing (messaging, positioning, playbooks), RevOps (forecasting, pipeline analytics, territory design), Partners & Alliances (consulting firms, advisors, ecosystem players)
- Act as the segment authority internally, representing customer needs to Product and Strategy teams
- Build and scale consulting and advisory partnerships (e.g., Brattle, Guidehouse, KPMG, boutique advisory firms)
- Define co-sell and referral motions that expand EE’s reach without linear headcount growth
- Enable partners with EE messaging, demos, and value stories tailored to each segment
Skills
- 10+ years in B2B enterprise or complex solution sales, preferably in energy, power markets, infrastructure, data, or analytics
- 5+ years experience leading high performing B2B, enterprise sales team
- Proven experience building new markets or segments, not just managing existing revenue
- Demonstrated success selling to one or more of the following: Power traders or market participants, Renewable developers / IPPs, Data center operators or large industrial loads, Consulting or advisory firms
- Experience leading and scaling high-performing sales teams
- Comfort operating in matrixed organizations with shared ownership and influence-based leadership
- Market builder mindset – thrives in ambiguity, enjoys creating demand where little exists
- Strong commercial judgment – knows where to focus and where not to invest
- Value-based seller – excels at executive-level conversations tied to outcomes and ROI
- Systems thinker – understands how sales, CS, Rev Ops, and partners must work together
- Credibility with senior buyers – able to engage CIOs, Heads of Trading, Strategy, and Advisory Partners
- Coach and leader – develops talent and builds a culture of accountability and collaboration
Benefits
- We trust our team to deliver great results from wherever they work best, whether that’s at home, in the office, or on the move.
Company Overview