Role summary
energy exemplar (ee) is seeking a senior
segment sales leader
to build and scale our presence across four strategic, underpenetrated segments in the americas:
power traders & market participants
renewable developers & ipps
data centers & large loads
consultants & advisory firms
this is a
market-building leadership role
, not a maintenance role. Unlike the utility & iso segment—where ee has an established footprint—these segments represent
significant whitespace opportunity
requiring new value narratives, buying motions, and ecosystem engagement.
the segment sales leader will own
segment strategy, pipeline creation, and arr growth
across these customer types, working in close partnership with iso-based field teams, revops, product marketing, and partners. The role will directly manage
6 account executives
and have
dotted-line or direct leadership over aligned customer success managers (csms)
.
core responsibilities
execute the
go-to-market strategy
for traders, renewable developers, data centers, and consultants across the americas.
build
segment-specific value propositions
, use cases, and roi narratives aligned to ee's plexos, adapt2, playbook & insights offerings.
identify and prioritize
beachhead use cases
(e.g., price forecasting, portfolio optimization, data center siting, interconnection analysis, advisory modeling).
establish ee's
point of view
in segments where brand awareness is currently limited.
revenue ownership & growth
own
segment-level arr targets
, pipeline health, and forecast accuracy.
drive
new logo acquisition
while expanding early wins into repeatable motions.
partner with revops to design
coverage, quota, and capacity models
appropriate for market-building segments.
ensure disciplined execution using ee's buyer-aligned sales process and value selling methodology.
directly manage
6 account executives
, providing coaching, deal support, and performance management.
set clear expectations for
pipeline generation, value selling quality, and account planning
.
recruit, onboard, and ramp additional talent as the segment scales.
develop segment-specific sales playbooks and coach reps on navigating complex, multi-stakeholder buying groups.
customer success & expansion alignment
provide leadership (direct or dotted-line) to aligned
customer success managers
to ensure adoption, renewal, and expansion.
partner with cs leadership to define
segment-appropriate engagement models
, recognizing differences between transactional, advisory, and enterprise buyers.
drive
net revenue retention (nrr)
through coordinated expansion plays and outcome-based success planning.
cross-functional & matrix leadership
work in a matrixed gtm model, partnering closely with:
iso / regional sales leaders
(local execution & relationships)
product marketing
(messaging, positioning, playbooks)
revops
(forecasting, pipeline analytics, territory design)
act as the
segment authority
internally, representing customer needs to product and strategy teams.
partner & ecosystem development
build and scale
consulting and advisory partnerships
(e.g., brattle, guidehouse, kpmg, boutique advisory firms).
define co-sell and referral motions that expand ee's reach without linear headcount growth.
enable partners with ee messaging, demos, and value stories tailored to each segment.
success metrics
year 1 (build phase):
clear, validated gtm strategy per segment
consistent pipeline creation across all four segments
first set of repeatable wins and reference customers
sales team fully enabled and certified in value selling
predictable segment-level pipeline and forecast accuracy
strong new-logo contribution to americas arr
nrr = target through expansion and cross-sell
required experience
10+ years in
b2b enterprise or complex solution sales
, preferably in energy, power markets, infrastructure, data, or analytics.
proven experience
building new markets or segments
, not just managing existing revenue.
demonstrated success selling to one or more of the following:
power traders or market participants
data center operators or large industrial loads
consulting or advisory firms
experience leading and scaling
high-performing sales teams
.
comfort operating in
matrixed organizations
with shared ownership and influence-based leadership.
critical capabilities & attributes
market builder mindset
– thrives in ambiguity, enjoys creating demand where little exists.
strong commercial judgment
– knows where to focus and where not to invest.
value-based seller
– excels at executive-level conversations tied to outcomes and roi.
systems thinker
– understands how sales, cs, revops, and partners must work together.
credibility with senior buyers
– able to engage cios, heads of trading, strategy, and advisory partners.
coach and leader
– develops talent and builds a culture of accountability and collaboration.
ee is proud to be an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all team members. We welcome applications from people of all backgrounds, experiences, identities, and abilities. Please let us know if you require accommodations at any stage of the recruitment process—we're here to support you in showcasing your full potential.
note: this section has been preserved to communicate ee's commitment to privacy. The original candidate privacy notice explains how we collect, use, and protect your personal information when you apply for a role with us.
energy exemplar respects your privacy and is committed to protecting the personal data you share during the recruitment process. This candidate privacy notice explains how we collect, use, and protect your personal information when you apply for a role with us.
additional information
energy exemplar is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all team members. We welcome applications from people of all backgrounds, experiences, identities, and abilities. If you require accommodations at any stage of the recruitment process, please let us know.
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