Senior Account Executive – Federal West
Energy Performance Contracting & Infrastructure Solutions
Location: Western United States (Remote with up to 50% travel)
Our client is a nationally recognized leader in energy performance contracting and infrastructure solutions, helping Federal Government agencies reduce energy costs, improve resiliency, and modernize critical facilities. This senior-level role serves as a primary business development driver across the Western U.S., focused on Federal clients and large, complex energy initiatives.
As a Senior Account Executive – Federal West, you will lead strategic sales efforts for Energy Savings Performance Contracts (ESPC), renewable energy programs, and resiliency-focused infrastructure projects. You will work directly with federal decision-makers, policymakers, and influential stakeholders to identify, qualify, and close high-value opportunities across multiple verticals and geographic markets.
This is a high-impact role for an accomplished sales professional who excels at consultative solution selling, navigating complex political and organizational environments, and closing large-scale, performance-based energy projects. By joining a well-established industry leader, you’ll play a critical role in advancing sustainable, resilient energy solutions for federal facilities nationwide.
Key Responsibilities
Achieve sales and booking goals by securing profitable, strategically aligned work.
Identify and qualify complex or major federal accounts across multiple verticals and regions.
Develop and execute strategic business plans to grow long-term federal energy opportunities.
Build and maintain strong relationships with federal clients, policymakers, and industry stakeholders.
Lead consultative sales discussions to uncover client needs and propose performance-based energy and infrastructure solutions.
Secure Energy Savings Performance Contracts (ESPC) and other third-party financed energy projects.
Proactively manage a balanced and qualified sales pipeline.
Provide accurate forecasting and opportunity tracking through CRM systems.
Develop project-specific and strategic pursuit plans for complex opportunities.
Coordinate internal and external resources to support pursuit, proposal development, and execution.
Lead collaborative efforts to address client concerns throughout sales and project execution.
Represent the organization through industry organizations, partnerships, and professional networks.
Leadership & Team Collaboration
Provide guidance, coaching, and mentorship to less experienced Account Executives.
Model best practices in federal energy sales, relationship management, and pursuit strategy.
Lead cross-functional collaboration with preconstruction, engineering, and delivery teams.
Align internal teams around pursuit goals, timelines, and client expectations.
Influence and lead without formal authority to drive outcomes across diverse stakeholders.
Required Education and Experience
Bachelor’s degree required (or equivalent combination of education and experience).
10+ years of experience in energy sales, performance contracting, or related infrastructure roles.
Significant experience with third-party financed energy projects and ESPC programs.
Proven success managing and closing large, complex federal accounts.
Strong ability to navigate federal organizational and political environments.
Exceptional written and verbal communication skills, including proposal development and executive presentations.
Demonstrated ability to manage multiple pursuits while adapting to changing priorities and deadlines.
Proficiency with Microsoft Outlook, Word, Excel, PowerPoint; CRM experience required.
Strong collaboration, problem-solving, and strategic thinking skills.
Willingness to travel up to 50%.
Work Authorization / Pre-Employment Requirements
Successful completion of background checks, drug screening, and reference checks required.
Roles involving driving require a satisfactory Motor Vehicle Record (MVR).
Employment sponsorship not available.
This is an exciting opportunity to join a mission-driven organization delivering high-impact energy and infrastructure solutions to Federal Government clients while advancing sustainability and resiliency nationwide.
If you are a seasoned federal energy sales professional looking to lead complex, performance-based initiatives, apply today.
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