Strategic Account Executive - Utility

Role Overview

Sense is looking for a high-performing Strategic Account Executive to drive utility sales across North America. The role is ideal for a self-directed, ambitious relationship builder who can own the full growth cycle for software-as-a-service within the utility enterprise. This is a strong fit for someone with deep sales and business development experience, plus established relationships with utility decision-makers, who wants to grow in a high-potential environment.

You will play an important role on the Energy Services team, helping expand Sense’s grid-edge computing software and real-time consumer applications as utilities move toward the next generation of advanced metering infrastructure (AMI 2.0). You will get an early start by supporting an existing leadership pipeline while also creating your own opportunities. In partnership with leadership, you will help shape and execute growth for Sense’s edge intelligence offerings, including grid intelligence, electric vehicle, home analytics, and consumer engagement solutions for next-generation meters.

This position reports to the Head of Utilities and is intended for candidates based in or near a major U.S. hub.

Responsibilities

• Develop new pipeline opportunities and grow existing ones across utility accounts.
• Run the full sales cycle, from prospecting and relationship nurturing to closing and contract execution.
• Stay on top of the pipeline, keep deals organized, and prioritize opportunities effectively.
• Use a consultative selling approach to promote innovation and adoption of new technology inside utility organizations.
• Lead the RFP process and work with the energy services team to prepare competitive submissions.
• Manage relationships with senior stakeholders, from technical teams and engineers through C-level leaders.
• Track market changes and industry developments, then turn those insights into business value opportunities.
• Create polished internal and client-facing presentations that clearly communicate goals and value propositions.
• Work with the commercial team to build estimates and price service offerings competitively.
• Own a defined sales target for a specific geography and drive performance against it.
• Consistently meet and exceed quarterly and annual quota expectations.
• Close business that meets or surpasses booking goals and contributes to company growth.
• Bring strong strategic thinking while maintaining the detail orientation needed to execute agreements.
• Partner with Customer Success to support account health and identify expansion opportunities.
• Share customer feedback, market trends, and regulatory updates with Product and Engineering to influence roadmap decisions.
• Collaborate with Sales, Marketing, Product, Programs, Operations, and Finance on go-to-market and business development strategy.

Requirements

• At least 8 years of experience in enterprise software sales, business development, cloud services, or networking/infrastructure within the energy and utility industry.
• Strong history of meeting and exceeding quota.
• Prior experience in a startup environment.
• Excellent spoken, written, and presentation skills, with the ability to adapt communication for different audiences.
• Comfort with change, strong learning agility, and a willingness to adapt quickly.
• A BS/BA degree.
• Highly developed networking and relationship-building ability, ideally with an existing network in utilities and meter manufacturing.
• Results-oriented mindset and comfort helping define direction in an emerging market.
• Ability to balance big-picture thinking with careful execution and attention to detail.
• Genuine interest in environmental issues, decarbonization, and sustainability.
• Willingness and ability to travel regularly across North America, approximately 25% to 40% of the time.

Perks & Benefits

• Flexible time-off policy.
• Paid parental leave.
• Exposure to challenging, high-impact problems.
• Opportunity to work with a small team of experienced founders and entrepreneurs building advanced technology.
• Chance to gain experience at a consumer smart home startup.
• Competitive pay and strong healthcare coverage.
• Office access in Central Square, Cambridge, Massachusetts, near the Red Line.
• Base compensation range of $145,000 to $165,000 plus bonus.
• Stock options and a 401(k) plan with up to a $10,000 match.

Company Mission

Sense is focused on helping reduce global carbon emissions by making homes smarter and more efficient. Its energy data and tools help people understand home energy usage, give them more control over consumption, and support utilities in building a cleaner, more resilient grid.

Equal Opportunity & Culture

Sense promotes an inclusive workplace and encourages applicants from backgrounds that are often underrepresented in technology. The company aims to maintain a respectful, supportive environment where people can do their best work. Sense is an equal opportunity employer.

Additional Information

Strong candidates are likely to be exceptional networkers and relationship builders, ideally with contacts in the utilities and meter manufacturer ecosystem. The role suits someone who can work effectively in a still-developing market, understands how markets evolve from early adopters to later-stage buyers, and enjoys combining long-term vision with practical execution. A passion for meaningful climate impact is also an important fit for this position.

The company also highlights recognition and achievements such as being named among the Best Startups in Cambridge by Tech Tribune, one of the world's top 100 AI companies by VentureBeat, Clean Tech Company of the Year by the New England Venture Capital Association, 50 on Fire by BostInno, Top 100 by Red Herring, Best Consumer AI Technology by AI Dev World, and inclusion in the Global Cleantech 100.