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Job details:
The Role
You will be the enterprise sales engine for North America business, closing $75K–$250K ARR
deals with US-based decision-makers.
This is a full-cycle hunter role: you own the deal from prospect
identification through contract signature.
You will sell into VP/Director/CTO/CFO-level buyers at renewable
energy operators managing 100+ MW portfolios.
You are not supporting someone else's pipeline
. You are building and closing your own.
The deals are
complex (4–6 stakeholder committees, 3–6 month cycles), the buyers are sophisticated (they manage
$100M+ asset portfolios), and the product is technical (you need to understand the physics of why a solar
string degrades or a BESS cell overheats). This role requires someone who can operate at the
intersection of domain expertise, consultative selling, and commercial execution.
What You Will Do
• Own a $350K–$400K annual ARR quota focused on utility-scale solar/wind IPPs and BESS portfolio
operators across the United States and Canada.
• Run the complete sales cycle: account research, outbound prospecting, discovery calls, POC
coordination, commercial proposal development, negotiation, and close.
• Navigate 4–6 stakeholder decision committees including VPs of Asset Management, CTOs, CFOs,
compliance teams, and insurance underwriters.
• Present ROI-first business cases to C-suite buyers. You will need to articulate yield recovery math,
compliance risk quantification, and truck roll economics — not feature lists.
• Coordinate with Ellume's engineering team in India to deliver POCs. Translate sales requirements
into product delivery actions.
• Operate fluently across US business hours (EST/CST/PST overlap). This role requires consistent
availability during US morning hours (evening IST) for prospect calls and demos.
• Build and maintain 3x pipeline coverage against quota. Weekly pipeline reviews, CRM hygiene, and
accurate forecasting are non-negotiable.
• Contribute to Ellume's thought leadership by providing market intelligence, competitive insights, and
customer feedback to the product and marketing teams.
Who You Are
The ideal candidate is not a generic B2B SaaS seller. You understand renewable energy operations, or
you understand enterprise software sales into technical buyers, and you're ready to learn the domain fast.
• 5–10 years of experience in B2B enterprise sales, business development, or strategic account
management. Proven track record of closing $50K+ deals.
• Renewable energy or power infrastructure domain knowledge is strongly preferred. You should
understand what an IPP does, what O&M; margin means, what NERC compliance involves, and
why a false positive alarm at 2 AM costs real money.
• Experience selling to US or international enterprise buyers. You must be comfortable leading calls
with VPs and C-suite executives at US companies. Fluent, confident English is essential — written
and verbal.
• Consultative selling ability. You don't pitch features; you diagnose business problems and quantify
the cost of inaction. You build ROI cases, not slide decks.
• Technical fluency. You don't need to write code, but you need to understand SCADA data, inverter
performance, string degradation, thermal runaway risk, and the difference between
pattern-matching AI and physics-based diagnostics.
• Self-directed execution. You will build and execute territory plans, outbound sequences, and deal
strategies.
• Comfortable with US time-zone overlap. Consistent availability during US business hours (typically
6:30 PM–11:30 PM IST for EST, later for PST) is a core requirement, not an occasional ask.
Preferred Background (Not All Required)
• Prior roles at: Envision Digital, ReNew, Sprng Energy, Sterling & Wilson, Tata Power Solar,
Mahindra Susten, Adani Green, CleanMax, Fourth Partner Energy, Azure Power, Hero Future
Energies, or comparable.
• Or: Energy practice at Deloitte, EY, McKinsey, BCG, PwC, KPMG, Accenture, or L&T; Technology
Services.
• Or: Enterprise SaaS sales for industrial/energy software platforms (OSIsoft/AVEVA, Uptake,
SparkCognition, AutoGrid, Stem, PowerFactors, AlsoEnergy).
• MBA or engineering degree from a reputed Indian institution (IIT/IIM/BITS/NIT or equivalent).
• Experience with CRM tools (HubSpot, Salesforce) and outbound prospecting platforms (LinkedIn
Sales Navigator, Apollo, ZoomInfo)
Click on Apply to know more.
