Sales Lead (Enterprise / Strategic Accounts)

About the Role

We sell measurement trust to operators who have been burned by flaky sensors, noisy alarms, and “it looked fine yesterday” dashboards. This is an enterprise / strategic sales role aimed at data centers and facilities organizations, plus the ecosystem around them (BMS vendors, controls contractors, and integrators).

You’ll own the revenue motion: identify target accounts, drive pilots with clear success metrics, and build a repeatable pipeline. You should be comfortable selling a technical platform with a strong prove-it culture: commissioning workflows, audit receipts, and explicit validity gates—not hype.

What You’ll Do

• Own enterprise pipeline: prospect, qualify, and close strategic accounts (data center operators, colos, enterprise facilities groups).
• Partner motion: build relationships with BMS vendors, controls contractors, and integrators; define co-sell and referral paths.
• Pilot-to-production conversion: structure pilots with clear success metrics (false alarm reduction, faster root cause, stability, auditability), then drive expansion.
• Value-based selling: quantify business impact (risk reduction, SLA protection, avoided downtime, commissioning efficiency).
• Navigate enterprise process: security questionnaires, procurement, legal/MSAs, change-control windows, multi-stakeholder alignment.
• Build collateral with the team: crisp one-pagers, ROI templates, commissioning checklists, customer-ready explanations of trust/validity/receipts.
• Voice of customer: feed market signals back to product: objections, integration asks, feature blockers, buying triggers.

Concrete Deliverables

• A target account list + territory plan (operators + ecosystem partners).
• A repeatable pilot playbook: scope, price, success metrics, conversion path.
• A partner kit for BMS/integrators: positioning, integration story, referral structure, enablement materials.
• A simple ROI/business case template facilities leaders can forward internally.
• A sales pipeline dashboard with stage discipline, next steps, blockers, and forecast visibility.

Required Qualifications

• Proven success selling enterprise B2B products (strategic accounts, multi-stakeholder deals, longer cycles).
• Comfort selling into facilities/industrial/infra environments or similarly operational domains.
• Ability to learn and communicate technical value without hand-waving; you can hold your own with engineers and operators.
• Strong deal discipline: qualification, stakeholder mapping, and next-step clarity.

Preferred Qualifications

• Experience selling to data centers, facilities ops, HVAC/controls, or adjacent infrastructure markets.
• Existing network with BMS vendors, integrators, or controls contractors.
• Experience with pilots/land-and-expand motions and packaging services with product.
• Familiarity with enterprise security requirements (SSO, audit logs, data handling) and how to clear them.

How You’ll Be Measured (First 60–90 Days)

• You build a credible pipeline and secure first pilot commitments with defined success criteria.
• At least one partner/integrator relationship is activated with a clear co-sell path.
• Messaging standardizes: customers quickly understand what we do and why it’s different (trust/validity/receipts).
• Forecast visibility improves and the motion becomes repeatable, not hero-driven.

Working Style

• You sell with evidence: demos tied to commissioning workflows, receipts, and measurable outcomes.
• You’re allergic to vague value props—everything ties back to operator pain and decision risk.
• You partner tightly with solutions/field and product so pilots are scoped to win.

Title & Level

Sales Lead (Enterprise / Strategic Accounts) (senior IC; can grow into Head of Sales), partnering with product, solutions/field, and marketing.