Job description
Shoreline Wind is hiring an Account Executive or Director to own the whole commercial relationship, from first outreach to signed contract to renewal and expansion. You will not hand customers off after the close: the deals you win are the accounts you grow.
The role
This is a full-cycle role. You own a book of accounts, and you are accountable for revenue at every stage: finding new logos, winning them, keeping them, and growing them over time.
You will sell to technical and commercial buyers in a complex, multi-stakeholder market. Deals involve engineers, project managers, procurement and leadership. We need someone who is comfortable running that process themselves, with support from Product, Marketing and Customer Success rather than hand-offs to separate teams.
What you will do
Win new business
You own the full new-business cycle, end to end.
- Prospect: Research target accounts across developers, owners, operators and service providers. Build account plans and map buying committees. Run outbound (email, LinkedIn, calls, events) alongside follow-up on inbound leads from Marketing.
- Qualify and discover: Run discovery to understand the customer's projects, constraints and decision process. Qualify rigorously on need, budget, timeline and authority.
- Demo and solution: Build tailored demos and present the platform to technical and commercial audiences, tailored to the customer's job to be done.
- Propose and build the business case: Write proposals and quantify value and ROI for the customer's specific situation.
- Negotiate and close: Collaborate with senior management and lead commercial and legal negotiation, manage procurement and security reviews, and get contracts signed. Forecast accurately and flag risk early.
- Set up onboarding: Make sure each customer starts well with Product and Customer Success, and stay the commercial owner of the account afterwards.
Keep and grow your accounts
After the close, the account stays yours commercially. Retention and expansion carry the same weight as new business.
- Own renewals: Track every contract end date and start renewal conversations well ahead of time (we aim for at least three months). Run the renewal process, including tenders and procurement, and negotiate terms.
- Upsell: Expand usage within existing customers, for example more projects, users, teams or higher tiers.
- Cross-sell: Introduce additional products and services to new teams and business units inside the same customer.
- Build account plans: For each key account, keep a living plan covering stakeholders, adoption, risks, expansion opportunities and a renewal strategy.
- Spot churn risk early: Work with Customer Success and Support to read usage and sentiment signals, and step in commercially before a problem becomes a lost renewal.
- Be the executive relationship: Hold regular commercial reviews with senior stakeholders and turn customer feedback into input for the roadmap.
How you'll work
- Keep HubSpot accurate and current: deals, contacts, notes, next steps and forecasts. Clean data is part of the job, not an afterthought.
- Work with Marketing on campaigns, events and messaging, and give fast feedback on lead quality.
- Work with Product on feature requests, demos and roadmap input. Log customer needs properly so they can be prioritised.
- Work with Customer Success and Support so onboarding, adoption and renewals run as one continuous experience.
- Use our AI tools and agents for research, call prep and account plans, and help us improve how we sell.
- Share what you learn about competitors, objections and buyer behaviour so the whole team gets better.
What we're looking for
- B2B SaaS sales experience in a full-cycle AE role, with a record of building new pipeline, closing new business and owning renewals or expansion.
- Proven experience selling complex, high-value solutions to multiple stakeholders over long cycles.
- Strong outbound habits, with a record of generating pipeline rather than waiting for leads.
- Deep product and industry knowledge: a fast, thorough learner who masters the platform, the customer jobs to be done and the challenges facing wind energy, builds and runs their own demos, and talks credibly with engineers as well as executives.
- Confidence in discovery, demos and commercial negotiation, including working with procurement and legal.
- Comfort with a quota that covers both new and existing revenue, and with forecasting honestly.
- Disciplined use of CRM (we use HubSpot) to keep pipeline data accurate.
- Excellent written and spoken English, with clear, concise communication that suits a small team.
- Self-direction and comfort in a scale-up company where processes continuously evolve.
Nice to have
Experience in wind, renewables, energy, maritime or another asset-heavy industry; selling simulation, planning, optimisation, analytics or AI-based software; and tender-based or framework-agreement sales.
What success looks like
First 30 daysYou know the product, customers and market. You have learned our sales process and tools, met the key accounts and taken over the open pipeline.First 60 daysYou can explain the platform, its customer jobs to be done and the industry's main challenges in depth, and have delivered a customer demo with a colleague alongside.First 90 daysYou are running your own discovery calls, building and delivering customer demos unaided, have a healthy pipeline of qualified opportunities, and have account plans in place for your key customers.First 6 monthsYou have closed your first new deals and led at least one renewal or expansion conversation. Your forecast is reliable.12 monthsYou consistently refill pipeline, hit a quota covering new business, renewals and expansion, and your accounts are growing.
Quota, ramp expectations and targets to be confirmed.
What we offer
- A direct role in the growth of a scale up company in a fast-moving, mission-led industry.
- The chance to work where three growth markets meet: SaaS, the green energy transition and AI.
- Close access to leadership and real influence on strategy, product and how we sell.
- Remote working with a small, international team.
- Modern, AI-supported sales tooling.
- Compensation: competitive package with variable / commission structure, equity, and pension.
- Holiday entitlement in line with the country of employment.
