Senior Account Executive - Sustainable Infrastructure (Central and North Florida)

Location:

Orlando, Jacksonville, or Tampa, FL (remote within territory; frequent regional travel)

The Senior Account Executive is a high‑impact, customer‑obsessed seller who creates, shapes, and wins complex Sustainable Infrastructure (SI) opportunities across Central and North Florida. This leader combines creativity, drive, and executive presence to inspire C‑suite customers to act—accelerating decarbonization, resilience, and operational outcomes through performance contracting, distributed energy, and as‑a‑Service solutions. The Senior Account Executive orchestrates cross‑functional pursuit teams ( Development Engineers, Performance Engineers, and Project Management ) to deliver compelling, risk‑mitigated solutions and measurable business results.

• Lead the Customer Agenda:
  Build trusted, strategic relationships at the C‑level (CEO/City/County Manager, CFO, COO, Facilities/Capital Planning leaders), uncover business drivers (financial, operational, ESG/decarbonization, risk) and convert them into actionable transformation roadmaps.
• Design provocative points‑of‑view and executive narratives that inspire action—framing outcomes, risk transfer, financing, and governance in language that resonates with boards and elected officials.
• Own the Book of Business:
  Source and progress a healthy pipeline across priority verticals (government, education, healthcare, commercial/industrial), balancing near‑term bookings with multi‑year programmatic growth.
• Lead deal strategy, pricing, risk governance, and approvals; forecast accurately; achieve bookings, margin, cash, and recurring revenue targets.
• Utilize Salesforce CRM to manage pipeline, document account progress, track opportunities, and ensure data integrity throughout the sales cycle.
• Rigorously follow the company’s sales process:
  Target, Qualify, Verify, Present, Negotiate, and Close. Apply structured methodologies to progress deals efficiently and maximize win rates.
• Create Compelling, Risk‑Mitigated Solutions across a range of offerings including Performance Contracting/ESCO, Design‑Build Modernization, Advisory & Energy Services, O&M/Facility Management, and as‑a‑Service models.
• Grow recurring service revenue by packaging performance guarantees, customer success, and lifecycle asset strategies.
• Influence & Lead a performance culture—coach teams, remove roadblocks, and drive accountability across sales stages, technical reviews, and governance.
• Convene and lead pursuit teams (Project Development Engineers, Project Delivery Consultants, Performance Engineers, Operations) to set scope, win themes, and solution strategy.
• Partner with Marketing, Finance, Legal/Risk, and Delivery leaders to accelerate time‑to‑value and ensure cash discipline and margin integrity.
• Demonstrate excellent presentation skills in customer meetings, executive briefings, and oral interviews. Communicate complex solutions clearly and persuasively to diverse audiences.
• Attend conferences, trade shows, and professional organizations to represent the company and expand industry knowledge. Proactively develop and maintain a strong network within related industry groups and associations.

• Performance Contracting / ESCO Services:
  Guaranteed‑savings programs to fund upgrades via energy/water savings; integrated M&V and risk transfer.
• Design‑Build Modernization: HVAC, controls/BMS, building envelope, lighting, water conservation, and plant optimization.
• Advisory & Energy Services:
  Roadmaps, investment‑grade audits (IGA/DEA), asset and capital planning, resilience/decarbonization strategy.
• Distributed Generation & Supply:
  Solar PV, battery storage/microgrids, CHP/thermal, demand response and utility…