Sales Director

Hansen•United States,

About The Position

Hansen Technologies is seeking a Sales Director to own the end-to-end sales process for customer information and billing (CIS) solutions in North America. This quota-carrying role is responsible for commercial outcomes across the customer lifecycle in the territory, including new-logo acquisition, expansion within existing customers, and renewals involving recontracting. The Sales Director will build and execute territory and account plans, create pipeline, forecast performance, and partner with Product, Delivery, Marketing, and other teams to win and expand strategic customer relationships. The role leads complex enterprise sales from prospecting and discovery through solution positioning, executive alignment, proposals, negotiations, and contract close. It includes developing qualified opportunities among utilities, municipalities, and energy providers; managing pipeline and CRM accuracy; building trusted executive relationships; representing Hansen in industry forums; and coordinating cross-functional deal teams to ensure solution feasibility, commercial readiness, and a clear handoff to implementation. Success is measured by quota attainment across new-logo, expansion, and renewal bookings; qualified pipeline coverage, including self-generated pipeline; sales-funnel conversion and win rate; and forecast accuracy and CRM data quality.

Requirements

10+ years of proven success in enterprise software or SaaS sales, including new-logo acquisition and account expansion.
Experience leading complex, multi-stakeholder enterprise deals and consistently achieving or exceeding quota.
Bachelor’s degree or equivalent experience.
Progressive enterprise software sales experience, including leading solution-selling motions alongside pre-sales.
Experience selling customer care and billing solutions, SaaS and/or on-premises.
Understanding of the utility and municipal revenue lifecycle for electricity, gas, and water services.
Executive presence and effective communication with internal and external audiences, including C-level stakeholders.
Proficiency with MS Office and CRM tools; strong computer skills, especially MS Office, MS Excel, and MS Dynamics CRM.
Consultative, value-based sales approach to uncover business drivers, quantify outcomes, and position solutions as strategic partnerships.
Strong writing skills to develop concise executive summaries, proposals, and business cases that communicate benefits, differentiation, and ROI.
Ability to actively listen to assess prospect needs and opportunities, with strong verbal and written communication.
Self-starter and team player who takes initiative, is competitive and motivated, and maintains a high level of integrity.
Ability to learn markets quickly and in-depth knowledge of the Energy, Municipality, and Utility market space.

Nice To Haves

Enterprise software or SaaS sales experience in Energy, Utilities, Municipalities, or adjacent regulated industries.
Experience with BI and AI-enabled reporting.
Formal sales methodology training.

Responsibilities

Own and lead the end-to-end enterprise sales cycle, including account and territory planning, prospecting, discovery, solution demonstrations, value justification and ROI, stakeholder alignment, proposal development, negotiation, and close.
Lead complex commercial motions, including RFI/RFP responses, pricing and packaging within agreed commercial guardrails, business-case development, and contract negotiations with Legal, Finance, and executive leadership.
Build and execute a strategic prospecting plan to develop qualified pipeline among targeted utilities, municipalities, and energy providers through outbound activity, marketing campaigns, account-based programs, events, and partner-sourced opportunities.
Conduct structured business, technical, and financial discovery and qualification to confirm fit, define success criteria, map stakeholders, and advance opportunities.
Maintain pipeline governance in CRM, including opportunity strategy, close plans, next steps, and accurate forecasts; provide regular updates and insights to sales leadership.
Use account-intelligence tools, including LinkedIn Sales Navigator and industry sources, to identify buying centers, build multi-threaded relationships, and develop targeted engagement plans.
Build executive-level trusted-advisor relationships in active pursuits and new-logo accounts; communicate differentiated value, manage risks and objections, and pursue expansion opportunities with Customer Success.
Lead commercial negotiations for renewals and recontracting, working with Customer Success on account health and readiness to broaden scope and secure long-term commitments.
Represent Hansen at industry events, associations, and executive forums, communicating its industry point of view and product narrative in coordination with product marketing and industry strategy teams.
Lead cross-functional deal teams across Pre-Sales, Bid Management, Delivery, Product, Marketing, and shared services to shape solutions, coordinate bid management, confirm delivery feasibility and capacity, and ensure a clear handoff from signed contract to implementation.