Sales Director

Urban Ridge Supplies • New York, NY

2d

About The Position

Hansen Technologies is a global software provider servicing the Energy & Utilities industries with a large portfolio of customers and prospects throughout the US and beyond. We are seeking a senior Sales Executive with 10+ years of enterprise software sales experience to own the end-to-end sales process, from targeted prospecting and discovery through solution positioning, executive alignment, proposal development, commercial negotiation, and contract close. This is a quota-carrying role responsible for building and executing territory/account plans, creating pipeline, forecasting performance, and partnering cross-functionally with Product, Delivery, and Marketing to win and expand strategic customer relationships. Shape the vision. Prove the value. Win confidence. This is a senior, quota-carrying leader responsible for winning new business and expanding strategic customer relationships in the Energy & Utilities market. The role owns the full enterprise sales cycle from territory/account planning, prospecting, and discovery through solution positioning, proposal/RFP development, negotiation, and close while building a predictable pipeline and accurate forecasts. Working closely with Product, Delivery, Marketing, Finance, and Legal, the Sales Executive shapes deal strategy and value propositions, advises executive stakeholders, and ensures a smooth handoff from contract signature to implementation.

Requirements

• 10+ years' enterprise software/SaaS sales experience, with a proven track record of exceeding quota through both new logo acquisition and account growth.
• Experienced in leading complex, multi-stakeholder enterprise sales cycles from prospecting and discovery through negotiation and close.
• Strong consultative and value-based seller, skilled at uncovering business challenges, quantifying ROI, and positioning solutions as strategic outcomes.
• Demonstrated ability to engage and influence C-level executives, procurement, finance, operations and technical stakeholders.
• Excellent written and verbal communication skills, with experience developing executive summaries, proposals, business cases and commercial presentations.
• Strong pipeline management, forecasting and CRM discipline, with proficiency in HubSpot, Dynamics, Salesforce or similar CRM platforms.
• Experience navigating enterprise procurement processes, RFP/RFI responses and contract negotiations within regulated industries.
• Background selling into Utilities, Energy, Municipalities, Customer Care & Billing, or adjacent regulated sectors is highly desirable.
• Knowledge of the utility revenue lifecycle (electricity, gas and water) and customer billing solutions is a strong advantage.
• Self-motivated, competitive and collaborative team player with high levels of integrity and accountability.
• Strong analytical, listening and problem-solving skills, with the ability to quickly learn new markets and customer environments.
• Bachelor's degree (or equivalent experience) and formal enterprise sales methodologies (MEDDPICC, Challenger, Miller Heiman, etc.) preferred.

Nice To Haves

• Background selling into Utilities, Energy, Municipalities, Customer Care & Billing, or adjacent regulated sectors is highly desirable.
• Knowledge of the utility revenue lifecycle (electricity, gas and water) and customer billing solutions is a strong advantage.
• Formal enterprise sales methodologies (MEDDPICC, Challenger, Miller Heiman, etc.) preferred.

Responsibilities

• Own and lead the end-to-end enterprise sales cycle: account/territory planning, prospecting, discovery, solution demonstrations, value justification/ROI, stakeholder alignment, proposal development, negotiation, and close.
• Lead complex commercial motions including RFI/RFP responses, pricing and packaging strategy, business case development, and contract negotiations in partnership with Legal, Finance, and executive leadership.
• Build and execute a strategic prospecting plan to develop qualified pipeline within targeted utilities/municipalities/energy providers using outbound, partner channels, events, and account-based tactics.
• Run structured discovery and qualification (business, technical, and financial) to confirm fit, define success criteria, map stakeholders, and advance opportunities to close.
• Maintain rigorous pipeline governance in CRM (e.g., Dynamics), including opportunity strategy, close plans, next steps, and accurate forecasting; provide regular updates and insights to sales leadership.
• Leverage account intelligence tools (including LinkedIn Sales Navigator and relevant industry sources) to identify buying centers, build multi-threaded relationships, and develop targeted engagement plans.
• Establish and maintain executive-level, trusted-advisor relationships; articulate differentiated value, manage risk/objections, and drive expansion opportunities within assigned accounts.
• Lead cross-functional deal teams (Delivery, Product, DevOps, Marketing, and shared services) to shape solutions, coordinate bid management, and ensure a clear handoff from signed contract to implementation.

Benefits

• We are proud to be an equal opportunities employer.
• Hansen prides itself on celebrating diversity and is committed to creating an inclusive environment for all employees, extending this to how we work with our customers, partners and suppliers.
• We welcome applications from all qualified candidates, regardless of age, disability, gender identity or expression, marital status, race, ethnicity, religion or belief, sexual orientation, or any other protected characteristic.
• If you require any adjustments or accommodations during the recruitment process, please let us know.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior