Director, Retail Sales (Must Have Utility Sales background)

The Director of Energy Retail Sales is responsible for originating, developing, and closing new business for the company’s EDI and Billing/CIS SaaS platforms sold to electricity and natural gas suppliers operating in deregulated and restructured energy markets. This role is a hands-on, revenue-owning position with responsibility for the full sales lifecycle, from prospecting through contract execution and transition to implementation.

This individual will work closely with senior leadership, product, and delivery teams to align sales execution with the company’s overall growth strategy while positioning the platform as a mission-critical system of record for energy suppliers across Residential and Commercial & Industrial (C&I) markets.

Essential Job Duties:

Sales Strategy & Revenue Ownership

• Identify, develop, and execute comprehensive sales strategies to achieve revenue, margin, and market share targets for EDI and Billing/CIS SaaS solutions.
• Personally originate, qualify, negotiate, and close new customer opportunities, including strategic and enterprise-level energy suppliers.
• Own the full sales lifecycle, from initial outreach and discovery through contract execution and handoff to implementation and customer success.
• Build and maintain a healthy, forecastable sales pipeline with strong deal velocity and close discipline.

Energy Market & Product Expertise

• Leverage deep knowledge of deregulated and restructured electricity and natural gas markets to guide customer engagement and solution positioning.
• Demonstrate strong understanding of Residential energy markets, including:
• Retail pricing structures
• Utility and regulatory considerations
• Customer acquisition, billing, and retention dynamics
• Apply expertise in the C&I energy market, including complex supplier offerings such as:
• Fixed, index, block-and-index, and layered products
• Pass-through and structured pricing models
• Load-following, shaped, and risk-managed products
• Renewable, sustainability-driven, offerings
• Effectively articulate how EDI and Billing/CIS platforms support operational scale, regulatory compliance, complex billing, and growth across these products.

Customer Engagement & Deal Execution

• Act as a trusted advisor to executive, commercial, operations, and regulatory stakeholders at energy suppliers.
• Translate complex operational and market requirements into clear, compelling SaaS value propositions.
• Lead pricing, commercial negotiations, and contract discussions in partnership with legal and finance teams.

Performance Management & Forecasting

• Own revenue forecasting, pipeline reporting, and performance metrics.
• Track and analyze key KPIs including pipeline health, win rates, average deal size, sales cycle length, and ARR growth.
• Ensure sales targets and financial objectives are consistently met or exceeded.

Collaboration

• Work closely with marketing, product management, implementation, and customer success teams to ensure alignment from sale through go-live.
• Provide market-driven feedback to influence product roadmap and go-to-market strategy.
• Participate in cross-functional initiatives to support customer growth and market expansion.

Qualifications

Experience

• Minimum of 10 years of experience selling into energy markets, energy suppliers, or related SaaS platforms.
• Proven track record of personally originating and closing complex, high-value SaaS deals.
• Experience selling EDI, Billing/CIS, or mission-critical operational software is strongly preferred.
• Strong background working with both Residential and C&I energy suppliers.
• Experience in attending trade shows and industry conferences.

Skills

• Excellent consultative selling, negotiation, and executive-level communication skills.
• Strong strategic, analytical, and financial acumen.
• Ability to manage complex, multi-stakeholder sales cycles.
• Flexibility to travel extensively for Client meetings and conferences

Certifications

• Relevant sales, SaaS, or energy-industry certifications are a plus.

Education

• Bachelor’s degree in Business Administration preferred; experience in Marketing, Energy Management, or a related field.
• Master’s degree or MBA preferred.

JobFamily

Sales

JobFunction

Director

PayType

Salary

EmploymentIndicator

Regular

HiringMinRate

120000

HiringMaxRate

165000