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Shoreline Wind is seeking an Account Executive or Director to own the complete commercial relationship with customers—from initial outreach through contract signature, renewal, and expansion. This is a full-cycle role where you build and manage a book of accounts, accountable for revenue generation at every stage: new logo acquisition, deal closure, retention, and growth.
You will sell to technical and commercial buyers in a complex, multi-stakeholder environment involving engineers, project managers, procurement, and leadership. You will run the full sales process yourself with support from Product, Marketing, and Customer Success rather than handing off to separate teams.
New Business Responsibilities:
- Own the complete new-business cycle: prospecting, account planning, and buying-committee mapping across developers, owners, operators, and service providers
- Execute outbound activities (email, LinkedIn, calls, events) and follow up on inbound marketing leads
- Conduct discovery to understand customer projects, constraints, and decision processes; qualify rigorously on need, budget, timeline, and authority
- Build tailored demos and present the platform to both technical and commercial audiences
- Write proposals, quantify value and ROI, and lead commercial and legal negotiations
- Manage procurement and security reviews to close contracts
- Forecast accurately and flag risk early
- Ensure smooth customer onboarding and remain the commercial owner post-close
Account Management & Growth:
- Manage renewals: track contract end dates, initiate renewal conversations at least three months in advance, and negotiate terms
- Drive expansion: identify opportunities for increased usage (more projects, users, teams, or higher tiers)
- Execute cross-sell: introduce additional products and services to new teams within existing customers
- Maintain living account plans for key customers covering stakeholders, adoption, risks, expansion opportunities, and renewal strategy
- Identify churn risk early by working with Customer Success and Support to monitor usage and sentiment signals
- Hold regular commercial reviews with senior stakeholders and provide customer feedback to inform product roadmap
Operational Expectations:
- Maintain accurate, current HubSpot records (deals, contacts, notes, next steps, forecasts)
- Collaborate with Marketing on campaigns, events, and messaging; provide rapid feedback on lead quality
- Work with Product on feature requests, demos, and roadmap input; log customer needs for prioritization
- Partner with Customer Success and Support to ensure seamless onboarding, adoption, and renewal experiences
- Leverage AI tools and agents for research, call preparation, and account planning; contribute to sales process improvement
- Share competitive intelligence, objection patterns, and buyer behavior insights with the broader team
Requirements:
- B2B SaaS sales experience in a full-cycle Account Executive role with demonstrated success building new pipeline, closing new business, and owning renewals or expansion
- Proven track record selling complex, high-value solutions to multiple stakeholders over extended sales cycles
- Strong outbound habits and ability to generate pipeline independently rather than relying solely on inbound leads
- Fast, thorough learner capable of mastering the platform, customer jobs to be done, and wind-energy industry challenges; ability to build and run demos independently and communicate credibly with both engineers and executives
- Confidence in discovery, demos, and commercial negotiation, including experience with procurement and legal processes
- Comfort managing a quota covering both new and existing revenue; ability to forecast honestly and reliably
- Disciplined CRM usage (HubSpot) to maintain pipeline data accuracy
- Excellent written and spoken English with clear, concise communication suited to a small team environment
- Self-directed with comfort operating in a scale-up where processes continuously evolve
Nice to Have:
- Experience in wind, renewables, energy, maritime, or other asset-heavy industries
- Background selling simulation, planning, optimization, analytics, or AI-based software
- Experience with tender-based or framework-agreement sales
