Account Executive
VIE Technologies, San Diego, CA, United States
This is a solutions sale that requires both technical credibility and business acumen. You will be selling to asset managers, operations and maintenance leaders, reliability engineers, and C-suite executives who are accountable for critical infrastructure performance. You need to be able to speak their language, understand their pain, and connect VIE's technology to measurable operational and financial outcomes.This role is ideally suited for a consultative seller who has navigated complex, multi-stakeholder sales in industrial, utility, or SaaS environments — and is energized by the challenge of evangelizing a genuinely transformative technology in markets with enormous unmet need.
What You'll Do
Pipeline Development & Territory Management
Build and manage a robust pipeline of enterprise opportunities across your assigned North American territory.
Prospect strategically into target verticals — electric utilities, oil and gas, data centers, and large industrial electricity consumers — through outbound outreach, industry events, partner channels, and executive referrals.
Develop and execute territory and account plans that align VIE's solution to the operational and financial priorities of each prospect.
Enterprise Sales Execution
Own the full sales cycle: discovery, solution design, proof-of-concept coordination, proposal, negotiation, and contract close.
Lead multi-threaded engagement across operational, technical, and financial stakeholders within target accounts.
Deliver compelling demos and ROI-based business cases that translate VIE's predictive maintenance capabilities into quantified customer value (reduced downtime, avoided failures, optimized maintenance spend, extended asset life).
Navigate complex procurement processes including RFPs, procurement reviews, legal, and IT security evaluations.
Customer & Market Development
Build trusted, long-term relationships with key decision makers and influencers in target accounts.
Identify and develop strategic partnerships with EPC firms, system integrators, OEM channel partners, and utilities consultants to accelerate market access.
Represent VIE Technologies at industry conferences, trade shows, and customer events (e.g., DistribuTECH, CIGRE, PowerGen, SPE, DataCenter World).
Provide market intelligence back to product, marketing, and leadership teams — surfacing customer needs, competitive dynamics, and emerging opportunities.
Revenue Operations & Forecasting
Maintain accurate, up-to-date pipeline and opportunity data in CRM (Salesforce or equivalent).
Provide reliable monthly and quarterly revenue forecasts to the Chief Revenue Officer.
Meet or exceed quarterly and annual ARR/revenue targets.
What We're Looking For
Required Experience & Background
5–10 years of B2B solution sales experience, with a demonstrated track record of closing complex, multi-stakeholder enterprise deals.
Proven success selling software, SaaS, or technology-enabled solutions — not equipment or commodities. You sell outcomes, not boxes.
Experience selling into one or more of the following: electric utilities, oil and gas (upstream, midstream, or downstream), data centers, or large industrial electricity consumers.
Familiarity with the operational realities of asset-intensive industries — transformer maintenance, grid reliability, power quality, or industrial uptime are concepts you understand deeply.
Comfortable selling to both technical audiences (reliability engineers, operations managers) and business/executive audiences (C-suite, VPs of Operations, Asset Management Directors).
Strong track record of consistently achieving or exceeding quota in a high-growth, early-stage or scale-up environment.
Preferred Qualifications
Direct experience selling to electric utilities (IOUs, co-ops, munis) or energy companies with significant transformer infrastructure.
Background in industrial IoT, predictive maintenance, condition monitoring, power quality, or energy management software.
Existing relationships with asset managers, grid operators, or reliability engineers at utilities, O&G companies, or data center operators.
Experience selling through channel partners, system integrators, or OEM relationships in addition to direct enterprise sales.
Familiarity with procurement dynamics in regulated utility environments or government/public power entities.
Skills & Competencies
Hunter mentality paired with the patience and discipline to navigate long-cycle, technical enterprise deals.
Consultative Selling:
Able to engage meaningfully with engineers and operations teams on equipment reliability, data analytics, and IIoT architecture without overselling. Technical Credibility:
Skilled at constructing ROI models and business cases that connect operational data to financial impact.
Business Acumen:
Confident engaging at the C-level; able to tailor messaging from shop floor to boardroom. Executive Presence:
Rigorous about CRM hygiene, forecasting accuracy, and opportunity management. Pipeline Discipline:
Energized by building in white space; comfortable with ambiguity and the cadence of an early-stage company.
Resilience & Grit:
Able to work cross-functionally with technical, product, and marketing teams to shape the customer experience.
Location & Travel
This role can be based anywhere in North America. You should expect to travel 30–50% of the time for customer meetings, site visits, and industry events. Proximity to a major airport hub is preferred.
Salary/Compensation: $100,000 - $200,000 per year plus commission
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What You'll Do
Pipeline Development & Territory Management
Build and manage a robust pipeline of enterprise opportunities across your assigned North American territory.
Prospect strategically into target verticals — electric utilities, oil and gas, data centers, and large industrial electricity consumers — through outbound outreach, industry events, partner channels, and executive referrals.
Develop and execute territory and account plans that align VIE's solution to the operational and financial priorities of each prospect.
Enterprise Sales Execution
Own the full sales cycle: discovery, solution design, proof-of-concept coordination, proposal, negotiation, and contract close.
Lead multi-threaded engagement across operational, technical, and financial stakeholders within target accounts.
Deliver compelling demos and ROI-based business cases that translate VIE's predictive maintenance capabilities into quantified customer value (reduced downtime, avoided failures, optimized maintenance spend, extended asset life).
Navigate complex procurement processes including RFPs, procurement reviews, legal, and IT security evaluations.
Customer & Market Development
Build trusted, long-term relationships with key decision makers and influencers in target accounts.
Identify and develop strategic partnerships with EPC firms, system integrators, OEM channel partners, and utilities consultants to accelerate market access.
Represent VIE Technologies at industry conferences, trade shows, and customer events (e.g., DistribuTECH, CIGRE, PowerGen, SPE, DataCenter World).
Provide market intelligence back to product, marketing, and leadership teams — surfacing customer needs, competitive dynamics, and emerging opportunities.
Revenue Operations & Forecasting
Maintain accurate, up-to-date pipeline and opportunity data in CRM (Salesforce or equivalent).
Provide reliable monthly and quarterly revenue forecasts to the Chief Revenue Officer.
Meet or exceed quarterly and annual ARR/revenue targets.
What We're Looking For
Required Experience & Background
5–10 years of B2B solution sales experience, with a demonstrated track record of closing complex, multi-stakeholder enterprise deals.
Proven success selling software, SaaS, or technology-enabled solutions — not equipment or commodities. You sell outcomes, not boxes.
Experience selling into one or more of the following: electric utilities, oil and gas (upstream, midstream, or downstream), data centers, or large industrial electricity consumers.
Familiarity with the operational realities of asset-intensive industries — transformer maintenance, grid reliability, power quality, or industrial uptime are concepts you understand deeply.
Comfortable selling to both technical audiences (reliability engineers, operations managers) and business/executive audiences (C-suite, VPs of Operations, Asset Management Directors).
Strong track record of consistently achieving or exceeding quota in a high-growth, early-stage or scale-up environment.
Preferred Qualifications
Direct experience selling to electric utilities (IOUs, co-ops, munis) or energy companies with significant transformer infrastructure.
Background in industrial IoT, predictive maintenance, condition monitoring, power quality, or energy management software.
Existing relationships with asset managers, grid operators, or reliability engineers at utilities, O&G companies, or data center operators.
Experience selling through channel partners, system integrators, or OEM relationships in addition to direct enterprise sales.
Familiarity with procurement dynamics in regulated utility environments or government/public power entities.
Skills & Competencies
Hunter mentality paired with the patience and discipline to navigate long-cycle, technical enterprise deals.
Consultative Selling:
Able to engage meaningfully with engineers and operations teams on equipment reliability, data analytics, and IIoT architecture without overselling. Technical Credibility:
Skilled at constructing ROI models and business cases that connect operational data to financial impact.
Business Acumen:
Confident engaging at the C-level; able to tailor messaging from shop floor to boardroom. Executive Presence:
Rigorous about CRM hygiene, forecasting accuracy, and opportunity management. Pipeline Discipline:
Energized by building in white space; comfortable with ambiguity and the cadence of an early-stage company.
Resilience & Grit:
Able to work cross-functionally with technical, product, and marketing teams to shape the customer experience.
Location & Travel
This role can be based anywhere in North America. You should expect to travel 30–50% of the time for customer meetings, site visits, and industry events. Proximity to a major airport hub is preferred.
Salary/Compensation: $100,000 - $200,000 per year plus commission
recblid 12bwmymvsxee7gol3c8c9rz6natgm4