Enterprise Account Executive
About The Position
The Enterprise Account Executive is a senior quota-carrying role built for consultative sellers who thrive in complexity. You'll own the full sales cycle for Aurora's largest and most strategic prospects, from outbound prospecting through close, targeting enterprise solar installers, EPCs, and energy companies navigating multi-stakeholder buying processes. You'll partner closely with Solutions Architects, Account Management, and Marketing to position Aurora as the platform of record for enterprise solar operations. If you're energized by long-cycle deals, motivated by the clean energy transition, and ready to make a real dent in the industry, this role is for you.
Requirements
- 8+ years of enterprise SaaS sales experience with a track record of closing six-figure ARR deals
- Experience managing complex, multi-stakeholder sales cycles (1-12+ months)
- Strong consultative selling skills and the ability to diagnose business pain and map it to measurable outcomes
- Executive presence and credibility with C-suite buyers across Operations, Finance, and IT
- Proficiency in CRM-driven sales execution (Salesforce preferred)
- Familiarity with solution or value-based selling methodologies (MEDDPICC)
- Excellent written and verbal communication; able to craft compelling proposals and executive business cases
- Self-directed, organized, and accountable to pipeline hygiene and forecast accuracy
Nice To Haves
- Genuine passion for renewable energy and the role technology plays in accelerating solar adoption
- Experience in energy, construction tech, or field service SaaS is a plus
Responsibilities
- Own and exceed a quarterly and annual ARR quota targeting enterprise accounts
- Lead full-cycle enterprise sales: prospecting, discovery, solution design, stakeholder alignment, negotiation, and close
- Build and manage a healthy pipeline (3x quota coverage) through outbound prospecting, inbound follow-up, and partner-sourced opportunities
- Run disciplined, multi-threaded discovery to understand business pain, technical requirements, and executive priorities
- Partner with Solutions Architects to deliver compelling technical demonstrations, POCs, and solution proposals
- Navigate complex buying committees including C-suite, Operations, IT, and Finance stakeholders
- Develop and execute account plans for named enterprise targets, including whitespace analysis and expansion strategy
- Forecast opportunities and pipeline accurately in Salesforce on a weekly basis
- Collaborate with Marketing and SDR teams to drive awareness and pipeline generation within target accounts
- Represent Aurora at industry conferences, trade shows (e.g., RE+), and customer events
- Share structured market and competitive feedback with Product, Marketing, and Leadership
- Contribute to playbook development, onboarding materials, and peer enablement as a senior member of the team
Benefits
- Flexible PTO - Take the time when you need it
- Parental Leave - 16 weeks with 100% base salary + gradual return to work
- WFH Stipend - An initial $500 (Non-engineers) or $750 (Engineering roles)
- Coworking Stipend - $300 / month if you prefer to be at a coworking facility near you
- Energize Fridays - Company-wide days to log off and recharge
- Connectivity Stipend - Up to $100 / month towards internet or phone
- Learning & Development - $720 / annually to use towards professional development (You have to complete 90 days of employment to receive this stipend)
- Medical, Dental, and Vision - Premiums are 100% covered for Aurorans and 90% for dependents
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What This Job Offers
Job Type
Full-time
Career Level
Mid Level
Education Level
No Education Listed
Number of Employees
101-250 employees
