Sales Account Executive, New Business - Energy & Utilities
About the role
About FOCUS Performance
FOCUS Performance (formerly FOCUS Learning) is the leading technology partner purpose-built for the critical, rapidly growing energy industry, safeguarding its highly complex regulatory environment and ensuring the industry operates more safely and efficiently. For nearly four decades, nuclear generating stations, transmission and distribution utilities, renewable energy operators, and system operators have used our industry-leading platforms to connect job tasks, training, qualification, scheduling, and compliance auditing into one defensible record.
Backed by The Brydon Group and scaling fast, we're expanding our go-to-market team and looking for a dynamic, full-cycle Account Executive who wants ownership, autonomy, direct line to revenue impact, all while rapidly accelerating their career as we continue to accelerate our growth.
Position Summary
We're looking for a self-starting hunter who gets energized by building pipeline from zero. This is a high-impact, full-cycle sales role for someone who can run complex, multi-stakeholder deals in long sales cycles, and who wants to help define what GTM looks like at a company still writing its playbook. You'll own net-new logo growth across the public sector, education, energy, and government verticals, with the autonomy of a start-up and the backing of an established, trusted brand with a key investment partner.
What You'll Do
Pipeline Generation
- Identify and engage net-new utility and energy accounts (IOUs, co-ops, munis, nuclear operators, IPPs) and build relationships with training, operations, and compliance leaders.
- Build a self-sourced pipeline through outbound prospecting, events, channel partners, and inbound leads — no single channel is your safety net.
Deal Execution
- Run the full sales cycle end to end: discovery → demo → business case → procurement/RFP, security, and legal review → close — using mutual action plans to keep momentum and shorten time-to-signature.
- Tailor your approach to complex buying groups with multiple stakeholders and long evaluation windows.
- Partner closely with Solutions Engineers, Product, and Client Success to keep every deal aligned to what the customer actually needs.
Forecasting & Process
- Keep deal stages and forecasts accurate and current in HubSpot CRM.
- Lead with Question-Based Selling (QBS): use strategic, well-sequenced questions to uncover pain, build credibility with technical and operational buyers, and earn mindshare that moves deals forward. Use MEDDPICC as a secondary framework to qualify opportunities with discipline.
- Meet and exceed quota and performance KPIs, consistently.
What You Bring
▸5+ years of full-cycle SaaS sales experience within GovTech, energy, or public-sector with utility experience strongly preferred.
▸A track record of self-sourcing pipeline and closing net-new logo business, not just managing inbound, and of shortening long, complex sales cycles through executive alignment, mutual action plans, and urgency tied to compliance or operational risk.
▸ Sharp discovery, objection-handling, and multi-threading instincts across complex buying committees.
▸ Hands-on experience with HubSpot or a comparable CRM.
▸Comfort operating in a lean, scale-up environment where you help build the process, not just follow it.
Why Join Us
▸Uncapped earning potential with a lucrative base plus commission structure.
▸Real autonomy — build your territory and your pipeline your way, backed by a team that wants you to win.
▸A mission that matters: our software helps ensure the lineworkers, operators, and technicians running critical infrastructure are qualified to do it safely.
▸The growth trajectory and resources of a private-equity-backed company, without the bureaucracy of a large enterprise.
▸A fully remote role with a team that collaborates like it's in the room.
Our Values
Our values are the North Star for our decisions, the yardstick for our team members, and the guidebook for how we deliver value to the customers and the industries we serve.
▸View obstacles as opportunities — make it happen, and be creative.
▸Own it — take pride in what you do, and hold yourself and each other accountable.
▸Embrace curiosity — be a learn-it-all instead of a know-it-all, and have fun doing it.
▸Steward the future — add value for our customers and the industries we serve; make it scale.
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