Senior Account Executive, Arcadia
DER Sales
$95.6-159.3k
+ Equity.
More information about location
Climate software & data company
Open for applications
Climate software & data company
501-1000 employees
Open for applications
$95.6-159.3k
+ Equity.
More information about location
501-1000 employees
Company mission
Arcadia's mission is to stop climate change and break the fossil fuel monopoly by making clean energy simple and accessible for all.
Role
Who you are
- We are seeking a motivated and entrepreneurial Account Executive to join our Distributed Energy Resources (DER) Team, focused on driving business development and sales engagements with pioneering companies in the DER vertical (solar/storage, developers, electric vehicles, demand response, VPPs, etc.)
- The ideal candidate has 4+ years of sales experience in the C&I solar/storage space or with DER software companies. They are comfortable discussing DERs and APIs together
- 4+ years of relevant experience in DER sales, software sales, business development or solution consulting at a relevant startup or in the utility/energy sector
- Strong understanding of market dynamics in the energy and sustainability space, particularly electrification, distributed energy resources, and decarbonization
- Proven ability to communicate effectively, negotiate commercial terms, and build strong relationships with sophisticated enterprise partners
- Track record of meeting or exceeding sales targets in a competitive and complex environment
- Self-motivated and results-driven, with the ability to work independently and collaboratively, willing to “roll up the sleeves” to drive engagements forward
- Proven prospecting skills and experience in identifying, qualifying, and closing new business opportunities
- Technical aptitude or the ability to quickly learn and understand complex energy solutions
- Passion for clean energy and a strong commitment to driving a renewable energy future
- Experience collaborating with cross-functional teams (ex: legal, product, marketing, customer success) to align efforts to drive engagements forward
What the job involves
- We are a rapidly growing Enterprise Solutions team responsible for building and growing Arcadia’s enterprise software line of business, also known as the Arc Platform
- We lead go-to-market planning and implementation, full sales cycle management, solution design, technical scoping, and implementation for our enterprise customers
- Our customers and prospects operate in energy or energy-adjacent sectors (e.g., leading EV companies, solar and storage companies, energy services providers)
- Arcadia’s one-of-a-kind platform enhances our customers’ products and services by offering unparalleled access to utility data and energy analytics
- As the primary market-facing organization within Arcadia, this team also plays a critical role in shaping the long-term product roadmap
- They will establish themselves as a trusted advisor to both internal and external stakeholders on how Arcadia's software capabilities can unlock significant value
- Build and manage a robust pipeline of prospects necessary to meet revenue targets
- Identify and qualify leads through research, networking, and inbound inquiries
- Understand prospects' business needs and present tailored software solutions that demonstrate ROI, including product demonstrations and business cases
- Navigate complex sales processes with executive buyers, leveraging methodologies like Selling Through Curiosity and MEDDPIC
- Lead negotiations to achieve favorable contract terms and pricing, ensuring timely deal closures to meet revenue targets
- Own the contracting process, collaborating with Legal, IT, and Finance teams
- Stay updated on industry trends, competitive products, and new market opportunities while representing the company at conferences, workshops, and networking events to gather insights, promote brand awareness, and build/progress the pipeline
- Collaborate with marketing and product teams to provide feedback based on customer and market insights
- Maintain and update Salesforce with detailed notes and follow-up activities from customer engagements
Our take
Arcadia believes that without access to clear and actionable consumer data, companies’ climate plans are likely to prove fruitless. Fortunately, data is something Arcadia has an abundance of, with access to 95% of US utility accounts.
The company actually started with a B2C model, matching residents with suitable renewable energy sources based on their utility bill data, then shifted into community solar projects. Now armed with a high volume of consensually-shared customer data, Arcadia’s B2B API platform, Arc, allows companies to access its datasets in order to optimize their offerings.
The platform is used by the likes of electric vehicle charging network EVgo, as well as Ford, Oracle, and Airbnb. Its growing popularity and growth potential has seen Arcadia win major investment which will support the further development of Arc, as well as helping to accelerate its community solar business.
Steph
Company Specialist
Insights
Few candidates hear
back within 2 weeks
19% employee growth in 12 months
Company
Funding (last 2 of 10 rounds)
Apr 2024
$50m
LATE VC
Dec 2022
$125m
LATE VC
Total funding: $561m
Company benefits
- Remote first culture: Work anywhere in the US as long as you have a reliable internet connection.
- Flexible PTO: No accrued hours and no limit on the number of vacation days employees can take each year.
- Medical, dental, and vision: 80-95% employer cost coverage for medical, dental, and vision benefits for employees and dependents. Transparency in coverage.
- Company-wide holidays: 15 annual company-wide holidays including a week long "summer break".
- Weekly "flex time": No internal meetings on Tuesdays and Friday afternoons.
- Paid leave: 12 weeks paid parental leave for all parents, 10 days sick leave, up to 4 weeks bereavement leave.
- Additional time off: 2 volunteer days off, 2 professional development days off.
Company values
- Build for all
- Build for good
- Build together
- Build with urgency
- Build for simplicity
Company HQ
Penn Quarter, Washington, DC
Articles
Leadership
Kiran Bhatraju
(CEO)Former Legislative Assistant for the US House of Representatives, and former Truman National Security Project Fellow. Board Member at AppHarvest and member of the World Wildlife Fund National Council. Founded and was Director of Business Development at Energy company American Efficient from 2010 to 2014.
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