Enterprise Customer Account Executive expanding retention and revenue across Nitro’s SaaS digital document workflow customers. Advising North American accounts and driving product adoption, pipeline, and renewals.
About the role
- Senior Account Executive winning new municipal utility customers for Advanced Utility Systems’ CIS Infinity platform. Shaping RFPs, leading enterprise pursuits, and accelerating AI-assisted sales.
Responsibilities
- Win new municipal utility customers for the CIS Infinity platform and related products
- Own a new-logo quota across North American municipal electric, water, wastewater, and gas utilities
- Build target account plans identifying buying signals such as aging CIS platforms, contract expirations, leadership changes, and budget cycles
- Develop relationships with utility managers, finance directors, customer service leaders, IT leaders, and city or board decision makers
- Conduct discovery and connect operational pain to defensible business cases
- Apply MEDDPICC to qualify opportunities, manage the funnel, and maintain accurate pipeline and forecasts
- Report on pursuit health, win rates, and lessons from lost deals
- Engage prospects during needs assessment, budget planning, and consultant selection to shape RFP requirements
- Build relationships with utility consultants, procurement officers, and consulting firms
- Make bid or no-bid recommendations for RFPs
- Own RFP responses from kickoff to submission and coordinate product, professional services, and finance contributors
- Lead finalist demonstrations, reference calls, oral presentations, and best-and-final negotiations through contract signature
- Informally mentor a new sales team member, sales engineer, or sales intern
- Support account research, RFP preparation, discovery calls, demonstrations, and live pursuits
- Share sales learnings with leadership as the team expands in 2027 and 2028
- Use AI to analyze RFPs, extract requirements, draft responses, build proposals, research accounts, map stakeholders, prepare demonstrations, and create closing plans
- Work with sales leadership and R&D to document effective AI-assisted practices
- Measure AI process results using hours saved, proposal quality, bid volume, and win rate
- Travel approximately 50% as needed
Requirements
- Five or more years of quota-carrying software sales experience
- Recent track record selling CIS, billing, or other enterprise software to municipal utilities or comparable public sector buyers
- History of new-logo success; experience must not mainly be renewals, upsells, or install base expansion
- Demonstrated experience with public sector procurement, including RFP response, bid or no-bid decisions, evaluation scoring, orals, and contract negotiation
- Ability to influence buying processes before RFP issuance through consultant relationships, requirement shaping, and executive sponsorship
- Strong relationship-building credibility among utility managers, finance leaders, and board or council members
- Ability to produce or direct executive summaries, differentiated technical responses, and pricing narratives
- Willingness to mentor a new sales team member informally and work effectively with a sales engineer or demo specialist
- Commitment to learn and consistently apply MEDDPICC
- Curiosity and hands-on initiative with AI tools
- Willingness to travel to prospect sites, conferences, and finalist presentations
- Current, valid passport
- Legally eligible to travel internationally, including required visa exemption or travel visas for Canada, the United States, and the Caribbean
- Preference for candidates who can work in EST timezone
- Knowledge of the meter-to-cash cycle and municipal utility challenges is an advantage
- Existing network among North American municipal utilities, utility associations, and utility consulting firms is an advantage
- Experience selling against established CIS competitors and displacing a legacy platform is an advantage
- Prior MEDDPICC, MEDDIC, or Challenger knowledge is an advantage
- Familiarity with CRM, pursuit management, and proposal automation tools is an advantage
Benefits
- 3 weeks’ vacation and 5 personal days
- Comprehensive Medical, Dental, and Vision benefits starting from your first day of employment
- Employee stock ownership and RRSP/401k matching programs
- Lifestyle rewards
- Remote work
- Leadership development available to those who succeed and want it
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