Account Executive

Axiom Cloud is transforming how the world’s cooling systems are powered, operated, and maintained in order to generate significant climate and financial impact. We need to deliver fantastic products at a massive scale to realize this mission.

Axiom Cloud’s customers include several major North American grocery chains, and the company is on-track to deploy services at our 100th customer site in the coming months. To help accelerate our growth, we are seeking an Account Executive with refrigeration, HVAC, facilities, or grocery domain expertise. This account executive should have proven success selling enterprise software to Axiom’s key customer stakeholders such as energy, facilities, and sustainability managers, including a focus on customer success. This is an empowering, high-impact, customer-facing role, and the right Account Executive is expected to become one of Axiom Cloud’s top revenue generators. The job requires the typical attributes of a great salesperson, account manager, market strategist, and customer advocate. It also requires a willingness to learn the technical side of how Axiom Cloud’s subscription-based apps use AI, cloud computing and automation to solve commercial refrigeration’s biggest energy and maintenance challenges.

What You’ll Do

• Own specific prospects and customer accounts throughout their entire lifecycle (including initial pursuit, upselling additional sites and services, ongoing retention and customer success), likely including many of North America’s largest grocers
• Develop and execute customer engagement requirements and strategy, including targeted growth plans to meet or exceed account goals (as measured by ARR growth, customer satisfaction, churn, etc.)
• Serve as the “voice” of the customer to internal teams. This includes effectively communicating on topics such as price proposals/changes, product changes, new product needs, performance metrics and other relevant topics to ensure Axiom Cloud understands customer expectations and desires 
• Propose solutions to meet customer needs that are supportive of new wins and are in line with strategic company OKRs 
• Ensure operational alignment by clearly communicating Axiom’s product strategy, understanding the current status of product development, internally communicating customer forecasts while managing against strategic key results and performance metrics
• Develop and coordinate focused sales plans to maximize sales penetration
• Plan, conduct, and coordinate commercial and technical presentations on Axiom’s current and new products and their applications for customers
• Identify gaps in the product roadmap and collaborate product teams to fill those gaps
• Generate and discover new opportunities for sales and new services in addition to expanding customers’ current use of products and services 
• Collaborate with Engineering, Operations, Sales, and Support teams to resolve customer issues post-launch, focused on customer satisfaction and revenue retention
• Regularly review key performance indicators for improvement opportunities and propose process optimizations where applicable 
• Play a pivotal role in growing the sales team and serve as a mentor to junior sales team members 

Who You Are

An experienced and enthusiastic self-starter determined to increase satisfaction and usage with existing customers, as well as source and secure new opportunities to achieve sales targets. (Note: We want a diverse, global team, with a broad range of experience and perspectives. If you don’t meet 100% of the qualifications listed below, you should still seriously consider applying. Studies show that you can still be considered for a role if you meet just 50% of the role’s requirements.)

• Bachelor’s degree (technical field preferred) and a minimum 5 years of enterprise sales experience 
• Industry experience with Energy, Refrigeration, HVAC, and/or Facilities management services 
• 5+ years experience selling (technology) and have a passion for sales and account management 
• Possess a high degree of resilience 
• Customer focused. Always thinking about how to better serve the customer.
• Have experience working with a CRM for all aspects of sales pipeline management, forecasting, and account activity tracking
• An expert on building and maintaining relationships
• Persistent in the face of challenges, setbacks, and rejections
• Excellent communicator and collaborator who facilitates open dialogue with a wide variety of contributors and stakeholders both internally and externally
• Capable of communicating in verbal, written, and presentation forms
• Proven ability to influence cross-functional teams without formal authority
• Proven ability to work well in a fast-paced and collaborative work environment.
• Demonstrated ability in meeting sales objectives and an annual sales quota (>=$1MM)
• An understanding of the energy efficiency, energy storage, and/or commercial/industrial refrigeration industries

What You Get

• Compensation in competitive base salary and generous equity.
• Access to a variety of group health insurance plans.
• Access to a competitive and efficient 401k.
• “Honor system” PTO policy (no specified limits), regular company-wide PTO, flexible work schedule, flexible maternity/paternity leave.

The Fine Print

• We’re a startup. The work is demanding, challenging, and fulfilling. The startup “roller coaster” will be emotionally draining at times and energizing at other times.
• We’ll make every effort to find an arrangement that works for the right candidate.