Account Director

About the Position 

Energy Exemplar is seeking an Account Director to drive new business growth with power trading organizations. This is a senior enterprise sales role for someone who understands how power is traded, scheduled, settled and optimized, and who can translate that knowledge into strategic software opportunities. 

You will develop and execute a territory plan, supported by dedicated sales development and marketing resources to identify target accounts, build pipeline and create new opportunities. You’ll lead opportunities from initial engagement through close, representing Energy Exemplar’s portfolio of energy market modelling, planning and trading solutions, including PLEXOS, and helping customers assess market dynamics, inform trading strategies and make better decisions. 

The role offers the opportunity to work directly with power traders and senior decision-makers across the energy sector, backed by an experienced team spanning market experts, product, solutions, services, marketing and customer success. You’ll have the expertise and resources around you to navigate complex customer needs and win strategic opportunities. 

Primary Responsibilities 

New business development 

• Identify, target and win new customers across the power trading market. 

• Collaborate with sales development and marketing teams to build and manage a qualified pipeline through prospecting, networking, referrals and industry events. 

• Develop territory and account plans that prioritize high-potential prospects and support revenue targets. 

• Build relationships with trading executives, desk heads, analysts and other commercial decision-makers. 

• Understand each prospect’s business priorities and position Energy Exemplar’s solutions around their needs. 

Solution selling and deal leadership 

• Lead consultative sales cycles from initial discovery through solution design, proposal, negotiation and close. 

• Articulate Energy Exemplar’s software and services to technical, commercial and executive audiences. 

• Lead and coordinate demonstrations, workshops and other customer engagements with solutions and product teams. 

• Develop compelling proposals and commercial strategies for complex enterprise opportunities. 

• Maintain accurate pipeline, forecasting and activity records in the company’s CRM. 

Market knowledge and customer insight 

• Apply and continuously deepen your understanding of power trading, electricity markets and the challenges facing market participants. 

• Stay informed about market developments, customer priorities and competitor activity. 

• Bring customer and market insights back into Energy Exemplar, collaborating with product, marketing and leadership teams to help inform priorities.Represent Energy Exemplar at relevant industry events and strengthen the company’s profile in the power trading community. 

Internal collaboration 

• Partner with pre-sales, product, services, legal and commercial teams to progress opportunities and deliver a strong buying experience. 

• Coordinate internal resources to respond to customer requirements and support complex sales cycles. 

• Work with customer success and account management teams to support a smooth transition after a new customer is signed. 

Required Experience and Qualifications 

• 8+ years of experience in enterprise software sales, business development or complex solution selling. 

• A successful track record of winning new business and closing complex, high-value deals. 

• Experience selling to power traders, trading desks or other power market participants; knowledge of electricity markets is strongly preferred. 

• Ability to build trusted relationships with senior commercial and technical stakeholders. 

• Confidence leading discovery, presentations, negotiations and executive-level discussions. 

• Strong commercial judgment, communication and presentation skills. 

• Bachelor’s degree in Engineering, Business, Economics or a related field; an MBA or advanced degree is preferred. 

• Willingness to travel as required to meet customers and attend industry events.