Direct Sales Executive

Redaptive helps large companies modernize their infrastructure with no upfront capital. We fund and execute energy and equipment upgrades across their real estate portfolios, then measure the results so they can reinvest savings into growth. We call it Infrastructure Monetization.

Our company culture is exciting, collaborative, and fast paced. We are passionate about changing the world and helping our customers become more environmentally sustainable and profitable. From decarbonizing facilities to modernizing critical infrastructure, our work delivers measurable impact for our customers, communities, and the planet. We are looking for team members who are driven, passionate, and want to take on a diverse set of challenges to help grow a great company.

Founded in 2015 and headquartered in Denver, Colorado, Redaptive is comprised of over 350 employees and operates across 12,000+ sites in over 10 countries. Redaptive, Inc. is an equal employment opportunity employer, and all qualified applicants will receive consideration for employment. For more information, visit www.redaptive.com.

Position Summary

This externally facing role requires working internally with Redaptive's sales solutions, customer success, project delivery, legal, safety, and finance teams to drive transactions from the initial lead phase through contracting, underwriting, funding, and closing. In this position, you will contribute to Redaptive's top and bottom line by successfully driving revenue to close while managing profitability, bankability, and executability.

Responsibilities and Duties

• Run a full sales lifecycle, start to finish, within the enterprise segment.
• Lead multiple layers of presentations from introductory to fact-finding and initial overview to refined, and ultimately to final.
• Develop and execute effective sales strategies using data-driven insights to positively impact the executive-level decision-maker's core business.
• Execute a multiple-solution sales playbook and help shape that playbook for future sales opportunities.
• Understand and articulate clear and winning value propositions. Be prepared to understand which value propositions most apply to potential customers and drive their interest.
• Assess financial and operational risks for Redaptive, evaluate profitability, and explore creative deal structures to differentiate Redaptive's offering.
• Partner with Energy Engineering and Solutions teams to develop pricing and constructability of projects to meet customer needs.
• Align with the Finance team to develop pricing and ensure the bankability of contracts.
• Lead and coordinate the development of creative or unique solutions - thinking beyond what we have always done, creating a vision of what could be, driving through hurdles, and leading teams to develop unique solutions.
• Negotiate at the executive level through a multi-constituent sales process, including internal and external legal teams.
• Help identify additional potential sales or growth opportunities.
• Other duties as assigned.

Required Abilities and Skills

• Excellent PowerPoint skills, along with robust quantitative analysis and Excel skills.
• History of exceeding quota and growing territory year-over-year.
• Superb probing and listening skills to identify customer needs and understand objections.
• Demonstrated ability to conduct presentations of value propositions to C-level executives specially of Fortune 2000 companies.
• Success in managing a complex pipeline and a sales commit.
• Proven closer who navigates transactions and drives them to execution.
• Relationship management and rapport building.
• Resourceful and comfortable operating in an entrepreneurial environment.
• Excellent written and oral communication skills.
• Have an ergonomically correct and functional work-from-home workstation set up, amenable to working from home for the foreseeable future.

Education and Experience

• 6-10+ years' experience in technology sales, energy markets, and large B2B contracts, including long sales cycles and multiple phases.
• Experience contracting, pricing, structuring, and analyzing development projects, e.g., commercial and industrial, real estate development, healthcare, SaaS, K-12, public-private partnerships, generation or utility projects, etc.

Physical Demands and Work Environment

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this position. Reasonable accommodations may be made to enable individuals with disabilities to perform the functions.

While performing the duties of this position, the employee is regularly required to talk or hear. The employee frequently is required to use hands or fingers, handle or feel objects, tools, or controls. The employee is occasionally required to stand; walk; sit; reach with hands and arms. The employee must occasionally lift and/or move up to 25 pounds. Specific vision abilities required by this position include close vision, distance vision, and the ability to adjust focus. The noise level in the work environment is usually low to moderate.

Travel

Up to 50% of domestic travel time expected for this position, with overnight stays.

The Perks!

• This position is sales commissions eligible.
• Equity plan participation.
• Company-subsidized benefits: medical, dental, vision, life insurance.
• Flexible Spending Accounts: healthcare and dependent care.
• 6% 401(k) match with immediate vesting.
• Flexible Time Off.
• Expected annual salary: $150,000 - $160,000 (subject to adjustment for relevant experience, skills, geo location).

The company is an Equal Opportunity Employer, drug-free workplace, and complies with ADA regulations as applicable. All duties and responsibilities are essential functions and requirements and are subject to possible modification to reasonably accommodate individuals with disabilities. The requirements listed in this document are the minimum levels of knowledge, skills, or abilities.

Redaptive is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees.