Sales Leader Market Segments (Trading/IPPS)
Energy Exemplar, New York, NY, United States
In an era where the world is rapidly advancing towards a cleaner future through decarbonization, Energy Exemplar’s mission lies in ‘Empowering Transformative Energy Decisions’. Founded in 1999 in Adelaide, Australia, our award-winning software portfolio encompassing the modeling and simulation platform PLEXOS®, Aurora, and Adapt2, is trusted by innovative organizations across the globe. Through our technology and people, we strive to enable stakeholders from across the entire energy value chain to revolutionize the energy ecosystem and to collaboratively plan and execute for a sustainable energy future with unprecedented clarity, speed, and innovation.
Our impact is global and is being recognized across the industry. Some of our recent accolades include:
SaaS Company of the Year (2025) – Global Business Tech Awards.
Environmental Impact Award (2025) – E+E Leaders Awards.
IPPAI (Independent Power Producers Association of India) Power Awards (2025) - Winners
Finalist: Platts Global Energy Awards (2024) – Grid Edge category
Finalist: Reuters Global Energy Transition Awards (2024) – Technologies of Change
Top 50 Marketing Team (2024) – Voted by the public at the ICON Awards.
How We Work Energy Exemplar is growing fast around 30% year on year and, that growth is driven by how we work. We trust our team to deliver great results from wherever they work best, whether that’s at home, in the office, or on the move.
We’re a global team that values ownership, integrity, and innovation. You’ll be supported to balance work and life in a way that works for you, and empowered to take initiative, solve problems, and make an impact, regardless of your background, location, or role.
Our four core values, Customer Success, One Global Team, Integrity & Ownership, and Innovation Excellence aren’t just words. They show up in how we collaborate, how we solve, and how we grow together.
About Energy Exemplar In an era where the world is rapidly advancing towards a cleaner future through decarbonization, Energy Exemplar’s mission lies in ‘Empowering Transformative Energy Decisions’. Founded in 1999 in Adelaide, Australia, our award-winning software portfolio encompassing the modeling and simulation platform PLEXOS®, Aurora, and Adapt2, is trusted by innovative organizations across the globe. Through our technology and people, we strive to enable stakeholders from across the entire energy value chain to revolutionize the energy ecosystem and to collaboratively plan and execute for a sustainable energy future with unprecedented clarity, speed, and innovation.
Our impact is global and is being recognized across the industry. Some of our recent accolades include:
SaaS Company of the Year (2025) – Global Business Tech Awards.
Environmental Impact Award (2025) – E+E Leaders Awards.
IPPAI (Independent Power Producers Association of India) Power Awards (2025) - Winners
Finalist: Platts Global Energy Awards (2024) – Grid Edge category
Finalist: Reuters Global Energy Transition Awards (2024) – Technologies of Change
Top 50 Marketing Team (2024) – Voted by the public at the ICON Awards.
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.
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.
#remote
Energy Exemplar 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.
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.
#J-18808-Ljbffr
Our impact is global and is being recognized across the industry. Some of our recent accolades include:
SaaS Company of the Year (2025) – Global Business Tech Awards.
Environmental Impact Award (2025) – E+E Leaders Awards.
IPPAI (Independent Power Producers Association of India) Power Awards (2025) - Winners
Finalist: Platts Global Energy Awards (2024) – Grid Edge category
Finalist: Reuters Global Energy Transition Awards (2024) – Technologies of Change
Top 50 Marketing Team (2024) – Voted by the public at the ICON Awards.
How We Work Energy Exemplar is growing fast around 30% year on year and, that growth is driven by how we work. We trust our team to deliver great results from wherever they work best, whether that’s at home, in the office, or on the move.
We’re a global team that values ownership, integrity, and innovation. You’ll be supported to balance work and life in a way that works for you, and empowered to take initiative, solve problems, and make an impact, regardless of your background, location, or role.
Our four core values, Customer Success, One Global Team, Integrity & Ownership, and Innovation Excellence aren’t just words. They show up in how we collaborate, how we solve, and how we grow together.
About Energy Exemplar In an era where the world is rapidly advancing towards a cleaner future through decarbonization, Energy Exemplar’s mission lies in ‘Empowering Transformative Energy Decisions’. Founded in 1999 in Adelaide, Australia, our award-winning software portfolio encompassing the modeling and simulation platform PLEXOS®, Aurora, and Adapt2, is trusted by innovative organizations across the globe. Through our technology and people, we strive to enable stakeholders from across the entire energy value chain to revolutionize the energy ecosystem and to collaboratively plan and execute for a sustainable energy future with unprecedented clarity, speed, and innovation.
Our impact is global and is being recognized across the industry. Some of our recent accolades include:
SaaS Company of the Year (2025) – Global Business Tech Awards.
Environmental Impact Award (2025) – E+E Leaders Awards.
IPPAI (Independent Power Producers Association of India) Power Awards (2025) - Winners
Finalist: Platts Global Energy Awards (2024) – Grid Edge category
Finalist: Reuters Global Energy Transition Awards (2024) – Technologies of Change
Top 50 Marketing Team (2024) – Voted by the public at the ICON Awards.
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.
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.
#remote
Energy Exemplar 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.
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.
#J-18808-Ljbffr