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Account Executive, Strategic

Aurora Solar

Aurora Solar

Sales & Business Development
Posted on Thursday, April 18, 2024

About Aurora Solar

Aurora is on a mission to create a future of solar for all. Our award-winning software puts the power of data and technology into the hands of every solar professional to make solar adoption simple and predictable. Our software has designed millions of solar projects so far, empowering solar companies to sell, design, and install residential and commercial solar arrays accurately, seamlessly, and at scale.

We are a remote-first collaborative team of sustainable energy enthusiasts who love what we do. We’ve been named one of "The Best Mid-Sized Remote Companies To Work for in 2024" by and have been recognized for the second time as a Certified Green Business (CGB) with the city of San Francisco. We’re in this together to support the world’s transition to solar.

About the team

We are a dedicated team of sales professionals eager to power our customers across the DACH region by providing a consultative sales approach to demonstrate how Aurora Solar’s software can help our clients build what matters.

About the Role

Reporting directly to the GM for the DACH region, you will have a chance to join Aurora’s Strategic Sales division, as we transform the operating system for the world’s largest solar companies. In addition to owning the entire sales cycle, you will be a critical voice of the Strategic customer, define our GTM motion, and define our processes and product roadmap within our largest accounts. Strategic customers at Aurora are not only the companies with high volume in installations but also known logos.

Your Impact

  • Own entire sales motion and stakeholder management from inception to negotiation and close with the largest named accounts in the solar industry for the DACH region

  • Identify and target new opportunities in the market

  • Deeply understand our client's business needs and educate them on revenue growth and cost savings when using Aurora

  • Manage the upsell and expansion of our largest existing customers together with our Customer Success Team

  • Run the cross-functional pod to drive the pipeline, including CS, Marketing, and the executive management team

  • Advise the product roadmap

  • Continue to define the Strategic GTM motion and make it as repeatable and scalable as possible

  • Attend trade shows and in-person meetings with target accounts

What You Bring

  • 10+ years in closing roles selling to companies with 3+ years experience in the solar industry

  • Successful experience with complex, lengthy sales cycles, multi-million Euro TCVs, and large stakeholder teams

  • Experience managing cross-functional teams in different time zones

  • Accurate forecasting of annual revenues and pipeline conversion

  • Client ROI calculations and value propositions

  • Business fluency in English and German

  • Strong network within the solar industry

  • Ability to maintain integrity and grit in a fast-paced startup environment

  • Approaching sales processes with intelligence, curiosity, and a mission-motivated focus

  • Willingness to adapt and apply actionable feedback

Nice to Haves

  • B2B SaaS sales experience

  • Experience working in startups, scale-ups, or hyper-growth environments

Where Aurorans are: Aurora currently has teams within the US, Canada, Mexico, and Germany with additional locations on the horizon. We’re united in our work to support the world’s transition to solar!

Aurora is dedicated to building a diverse and inclusive workforce of people who believe in and are passionate about creating a future of solar energy for all. We are an equal opportunity employer, we welcome and consider qualified applicants regardless of gender identity, sexual orientation, race, religion, age, national origin, citizenship, pregnancy status, veteran status, or any other differences. We encourage you to apply even if you believe that you do not meet all of the above criteria!

Aurora is committed to creating an inclusive and accessible experience for all candidates. If you require a reasonable accommodation that would better enable your success during the application or interview process, please complete this form.

For San Francisco applicants: Pursuant to the San Francisco Fair Chance Ordinance, we will consider qualified applicants with arrest and conviction records for employment.