Position Title: Sales Director  

          

Employment Status: Full Time    

    

Location: Remote

 

About Waypoint: Waypoint is a commercial energy efficiency company that delivers utility and public services for the commercial real estate sector. Waypoint’s core mission is to significantly decrease energy usage within the commercial building sector through advanced energy analytics and innovative market deployment programs. Our multidisciplinary team of technical experts and commercial real estate professionals develops and implements innovative market engagement strategies with demonstrated cost savings. In a short time, Waypoint has established itself as a trusted advisor to national commercial real estate companies, utilities, and select federal, state, and local government agencies.

Position Summary: Reporting to the Vice President of Waypoint Energy, you will be the primary owner of all sales and business development activities for North American utility accounts. You will play a key role in developing new business and managing key utility accounts (existing and prospective) to rapidly grow the company. You will be responsible for developing and implementing a structured sales plan aimed at generating new business and for building strong, trust-based relationships with customer decision-makers at the “CXO” level.

Other responsibilities will include developing proposal responses for new work and creating tools and resources for internal company use. A background in account management, sales, commercial real estate, utility project-management or an equivalent field is preferred for this role. The ideal candidate will also have a passion and capacity for working in an evolving, fast-paced, growth environment.

 

Responsibilities:
 

  • Expand business by delivering new bookings and revenue in named utility accounts in North America

  • Work with utilities to define, scope, and sell existing Waypoint solutions as well as new pilots as it relates to demand-side management customer programs

  • Collaborate with strategic implementation partners to expand scope for existing work and build a pipeline of new, partnership opportunities

  • Manage complex sales cycles at accounts

  • Prospect new and existing accounts to build a solid pipeline to ensure successful achievement of revenue targets

  • Execute on a targeted plan to ensure prioritization and proper resource allocation

  • Manage all opportunities by navigating the critical success factors, competitive challenges, partner landscape, objections, and other complex issues to ensure successful outcomes

  • Create quarterly forecasts including committed deals as well as pipeline for the current quarter and beyond

  • Articulate the path to closure and key tactical steps for each account in forecasted and pipeline deals

  • Schedule strategic meetings with clients, partners, and thought leaders to understand global and regional regulatory and industry-specific issues that impact existing and future accounts

  • Interface with Waypoint teammates who support other business functions (marketing, product management, and professional services teams) to review programs and timelines on an ongoing basis to ensure successful implementation

  • Recommend changes in products, service, and policy by evaluating results and competitive developments

  • Maintain professional and technical knowledge by attending educational workshops, reviewing professional publications, establishing personal networks, and participating in professional societies

  • Travel 20-40% of the time required once Covid restrictions are fully removed. Attend conferences and visit prospective client sites.

Qualifications:
 

  • BA or BS degree and 5-10 years of relevant utility energy efficiency sales experience required

  • Well established network within the utility energy efficiency industry

  • Excellent verbal and written communication skills

  • Proven ability to meet and exceed sales quotas

  • Proven track record of successfully managing customer relationships

  • Experience with energy, utility, and/or commercial real estate market needs

  • Have firm understanding of consulting skills/problem solving methodologies

  • Proficient in Microsoft Office and Salesforce

  • Ability to self-motivate and work successfully in a remote environment

  • Aptitude to cultivate and participate in a healthy team work environment

 

Compensation: Base salary plus bonus structure commensurate with experience as well as competitive benefits and stock options

 

Inquiries: If you believe you are well qualified for this role, please send a cover letter and resume to hr@waypoint-energy.com

 

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, gender identity, sexual orientation, or national origin.