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Stratus is a cloud-based platform for MEP (mechanical, electrical, plumbing) contractors, providing data-driven solutions across design, fabrication, and installation workflows.
You will own a focused book of named strategic accounts targeting the 50 largest MEP contractors in North America. These are complex, multi-layered organizations with parent companies and multiple operating companies, each with distinct leadership and buying authority. Your mission is to understand their decision-making structures, win individual operating companies, and convert those deployments into seven-figure enterprise-wide licensing agreements negotiated at the parent level.
Key responsibilities include:
- Own a named book of strategic accounts with a ~$2M annual quota
- Map multi-layered account structures and identify where decisions are made centrally versus locally
- Land and expand across operating companies, then consolidate into enterprise licensing agreements
- Lead seven-figure, multi-year deals from strategy through signature, including pricing, ramp schedules, and rollout plans
- Build executive relationships at both parent and operating company levels (CEOs, CFOs, COOs, CIOs, Presidents, VPs of Operations, VDC/BIM leaders)
- Navigate enterprise procurement, legal, IT, and security reviews; manage MSA and agreement negotiations
- Develop and maintain strategic account plans covering relationship maps, whitespace analysis, competitive position, and multi-year expansion strategy
- Quantify enterprise-scale value, from workflow standardization to parent-level visibility into fabrication and field performance
- Orchestrate cross-functional Stratus teams (Solutions Engineers, Customer Success, Product, executives) to deliver coordinated customer experiences
- Forecast accurately on longer, multi-quarter sales cycles and maintain clean, current Salesforce records
- Bring customer insights back to Product and Leadership to shape the roadmap
Stratus is still building its strategic accounts motion, so you'll have the opportunity to shape how the company partners with the largest names in MEP. This role requires someone comfortable with ambiguity and willing to build processes from the ground up, not someone who needs a fully built-out program on day one.
REQUIREMENTS:
- 7+ years of quota-carrying B2B sales experience, including 2+ years managing strategic, named, or major accounts
- Documented track record of closing seven-figure deals
- Proven experience converting existing customers or business-unit deployments into large, organization-wide enterprise licensing agreements
- Experience navigating complex, multi-layered organizations (holding companies, parent/operating company structures, PE-backed platforms, acquisition-driven roll-ups)
- Experience selling operational, multi-stakeholder software (construction technology, ERP, project management, manufacturing, industrial) with ROI case-building and value-selling motion
- Executive presence and credibility in the boardroom; ability to align C-suite stakeholders with competing interests
- Strong commercial and negotiation skills, including multi-year agreements, enterprise pricing structures, and legal/procurement redline management
- Patience for long, complex cycles combined with urgency to keep them moving
- Fluency in MEDDPICC or similar qualification methodology
- Data-driven approach and enthusiasm for using AI to work smarter
- Proficiency in Salesforce or similar CRM; quick learner for new tools
- Open to ~40% travel for executive meetings and operating company visits
BONUS:
- Existing relationships within top MEP, mechanical, electrical, or plumbing contractors in North America
- Experience selling into construction, contractors, or the built environment
- Experience selling into PE-backed platforms or acquisition-driven companies
- Prior strategic or enterprise sales success at a growth-stage SaaS company
