Sales - Enterprise Utility Growth Director

Franklin Energy is redefining the clean energy future as the only integrated provider of comprehensive solutions, combining unmatched expertise in strategic consulting, program delivery, product solutions, and design/build services. Powered by our advanced AI-driven technology platforms, we deliver seamless, tech-driven support across the entire energy service ecosystem to accelerate impactful change and ensure an unmatched customer experience. Since 1994, Franklin Energy has been a trusted partner in protecting communities and our planet, paving the way for a sustainable future for all. Learn more at www.franklinenergy.com and join us in leading the clean energy revolution.

Position Summary

The Enterprise Utility Growth Director plays a critical role in advancing Franklin Energy’s integrated clean‑energy mission as an individual‑contributor sales role responsible for driving new utility client acquisition and expanding services within existing accounts, reporting to the Senior Regional Director. This role executes enterprise go‑to‑market strategies at the account level, owning pipeline development, revenue delivery, and accurate forecasting. Operating cross‑functionally, this person is responsible for the identification, creation and full pursuit of growth opportunities that strengthens competitive positioning and accelerates growth in a rapidly evolving clean‑energy landscape.

Essential Duties and Responsibilities

This list of duties and responsibilities is not all-inclusive and may be expanded to include other duties and responsibilities, as management may deem necessary from time to time.

People  & Culture Leadership

• Execution on constructive coaching and feedback from direct and senior leadership
• Foster and demonstrate a culture of accountability, continuous learning, and ethical selling aligned to Franklin Energy values.
• Participate and support operating rhythms (weekly 1:1s, pipeline reviews, forecast calls, QBR inputs) that reinforce excellence.

Revenue, Pipeline & Forecasting

• Own sub-regional (individual) bookings and revenue targets; consistently meet or exceed plan.
• Build and maintain a healthy pipeline across prioritized segments; improve conversion and velocity using data-driven insights.
• Provide individual accurate monthly/quarterly forecasting including win/loss, and risk/opportunity tracking; escalate material risks early to Sales leadership
• Reliably and consistently update Salesforce to support monthly/quarterly forecasting and analytics.

Go-to-Market & Market Development

• Translate enterprise GTM into account-level strategies that drive measurable pipeline creation and conversion
• Provide ongoing market, client, and competitive intelligence to the larger Commercial team to inform value propositions, commercial narratives and messaging, solution positioning, and relevant campaign focus.
• Proactively identify whitespace opportunities, emerging client needs, and market inflection points within assigned territories, and develop/execute informed pre-positioning recommendations to partner with cross-functional leaders on pursuit strategy. Inclusive of the enterprise strategic growth initiatives.

Client Engagement & Deals

• Build executive and senior-manager relationships with utility decision makers as a trusted advisor.
• Demonstrate ownership and accountability through full cycle of opportunities, including and not limited to; pre-positioning, proposal development, oral presentations, and BAFO; ensure high-quality submissions. In effort for optimal results and contracting.
• Perform and lead timely execution of scope and contract execution with a focus on revenue awarded to contracted and early contract revenue yield
• Lead and/or support strategic pursuits; communicate and remove roadblocks and align resources while empowering deal team.

Cross-Functional Collaboration

• Partner with Program Delivery leaders (e.g. SMD/MD/AMD) on account planning and solution shaping.
• Collaborate with Commercial Excellence (Proposal Writers & Opportunity Architects), Product Solutions, Design/Build, and Strategic Consulting to craft differentiated solutions.
• Coordinate with Finance, Legal, and Contracts on pricing, terms, and risk management.
• Ensure quality, accurate and complaint submissions.

Sales Operations, Tools & Insights

• Champion Salesforce hygiene and usage; including but not limited to key factors like; timeliness, accuracy, win/loss insights, data integrity, comprehensiveness, etc.
• Implement continuous improvement to increase win rate and cycle efficiency; codify best practices and playbooks.

Position Requirements

Education and Experience

• Bachelor’s degree required; advanced degree preferred.
• 8+ years in Sales and/or Business Development
• Proven record of meeting/exceeding quota and leading large, multi-stakeholder pursuits.
• Experience selling to utilities (IOUs, munis, co-ops) across energy efficiency, demand-side management, and clean energy programs.
• Experience in sales territory design, sales compensation levers, and enablement preferred.

Required Skills, Knowledge and Abilities

• Enterprise-minded coach who uses systems thinking and scalable mechanisms to elevate performance and results.
• Exceptional verbal and written communication; executive presence in customer and internal settings.
• Strong financial and analytical acumen; able to interpret sales and P&L data to drive action.
• Proficiency with Microsoft Word, Excel, PowerPoint, Outlook, and Salesforce.
• Commitment to diversity and inclusion; high integrity and ethical standards.

Licenses & Certifications

• Valid driver’s license

Travel Requirements

• Willingness to travel up to =>50% % based on client and team needs.

Note: Reasonable accommodations may be made for individuals with disabilities to perform the essential functions of this position.

The above information describes the general duties and requirements necessary to perform the principle functions of the position. This shall not be construed as a detailed description of all the duties and requirements that may be necessary in this position.

An Equal Opportunity Employer

Safety -Sensitive Role Addendum:

Because many roles at Franklin Energy involve regulatory compliance, safety responsibilities, or professional licensing requirements, it is critical that interview responses reflect the candidate’s direct knowledge and experience. Misrepresentation of technical or safety qualifications may result in immediate removal from consideration.

Notice Regarding Automated Tools:
We may use automated or AI-assisted tools as part of our candidate evaluation process to assess job-related skills and qualifications. These tools are intended to support fair and consistent review and do not replace human judgment in hiring decisions. All evaluations are conducted in accordance with applicable local, state, and federal laws.