[Hiring] Account Executive @Smart Tech Contracting, LLC

Role Description

The Account Executive – Critical Infrastructure is the owner of Smart Tech Contracting’s client acquisition and revenue growth strategy for hyperscale and colocation data-center automation projects ranging from 10MW to 200MW and budgets of $10M–$150M+ per campus.

The Account Executive will lead the full sales lifecycle—from prospecting and relationship development through contract negotiation and close—building trusted partnerships with hyperscale owners, EPC firms, general contractors, and mission-critical operators.

This role requires a high level of autonomy, strong commercial instincts, and the ability to operate at speed in a fast-moving, high-stakes environment.

Essential Functions

• Sales & Business Development Leadership (50%)
  • Own revenue generation for mission-critical BAS, SCADA, OT network, and central plant integration scopes.
  • Develop and execute account strategies for hyperscale and colocation data center clients.
  • Identify and qualify new opportunities through outreach, industry relationships, and market intelligence.
  • Lead pursuit efforts from initial engagement through award, ensuring a clear win strategy.
  • Partner with internal teams to position STC as the preferred automation integrator.
• Client Relationship Management (20%)
  • Build trusted relationships with owner representatives, EPCs, GCs, and major trade partners.
  • Lead executive-level meetings, site visits, and technical solution discussions.
  • Maintain long-term account plans that drive repeat business and campus expansion work.
  • Represent STC at key industry events, conferences, and client networking opportunities.
• Proposal & Preconstruction Collaboration (15%)
  • Coordinate closely with estimating and engineering to support RFP responses and pricing development.
  • Translate client needs into actionable scopes, budgets, and schedules.
  • Ensure smooth handoff from business development into execution teams.
  • Support contract negotiations and risk reviews prior to project award.
• Market Strategy & Growth Initiatives (5%)
  • Track hyperscale market trends, competitor activity, and evolving client delivery models.
  • Identify new service-line opportunities such as enterprise monitoring, AI-driven alarming, or CPO optimization.
  • Support strategic partnerships with OEMs, technology providers, and subcontractor networks.
  • Contribute to leadership planning around target accounts, regions, and vertical expansion.
• Reporting & Forecasting (5%)
  • Maintain accurate CRM activity, pipeline tracking, and revenue forecasting.
  • Provide weekly/monthly KPI reporting on bookings, pursuit volume, and conversion rate.
  • Ensure sales efforts align with organizational goals and financial targets.
• Technology, Digital Tools & AI-Enabled Efficiency (5%)
  • Identify opportunities and lead the strategic use of technology, digital platforms, and AI-enabled tools to enhance efficiency.
  • Support adoption of emerging technologies to strengthen readiness, quality assurance, and project controls.
  • Collaborate with internal teams to ensure technology solutions align with DLB standards for data security, privacy, and operational integrity.
  • Promote a culture that embraces innovation, continuous improvement, and the strategic use of technology to optimize performance and scalability.

Qualifications

• Knowledge of hyperscale, collocation, and mission-critical infrastructure markets, including buying cycles and customer requirements.
• Working knowledge of building automation systems (BAS), PLC/DDC controls, SCADA platforms, OT networks, and central plant systems.
• Knowledge of commercial contracting principles and deal structures for large, complex projects.
• Awareness of emerging AI tools and technologies that support sales efficiency and market intelligence.
• Proven sales skills with demonstrated success in mission-critical and infrastructure-focused environments.
• Strong negotiation and contract structuring skills for high-value, enterprise-level engagements.
• Effective client-facing communication skills, with the ability to translate technical solutions into clear, persuasive value propositions for executive audiences.
• Relationship-building skills across clients, partners, and internal stakeholders.
• Proficiency in Salesforce or comparable CRM platforms and the Microsoft Office Suite.
• Ability to operate independently and manage priorities in a fast-paced, remote work environment.
• Ability to leverage AI and emerging technologies to streamline workflows, optimize operational processes, and contribute to company-wide innovation.
• Ability to influence decision-makers and maintain executive presence throughout the sales cycle.
• Ability to build trust and sustain long-term relationships with diverse stakeholders.
• Ability to adopt and leverage new technologies and innovative tools to enhance sales performance and insight.

Requirements

• Up to 25% travel, including travel to any or all 50 states.
• Must have a valid driver’s license and ability to rent vehicles.
• Effective May 7, 2025, a valid REAL ID (or alternative such as passport) is required for domestic travel.
• Travel may occur via car or air depending on project and business needs.

Education / Experience Requirements

• Bachelor’s degree in business, engineering, construction management, or related discipline.
• Minimum of 8+ years of enterprise or construction technology sales experience.
• Demonstrated success closing complex, multi-million-dollar deals in critical infrastructure markets.
• Established network within hyperscale, colocation, EPC, or mission-critical construction sectors strongly preferred.

Certifications (Preferred)

• Engineering degree or technical background in engineering/construction.
• Data Center Certifications or other relevant credentials.
• Familiarity with Uptime Tier Standards and mission-critical delivery models.

Benefits

• Choice of comprehensive medical plans (including two PPO-style plans and a HDHP w/ HSA option).
• Dental and vision plans.
• Comprehensive medical, dental and vision benefits extended to spouse/domestic partner and dependent children up to age 26.
• 401k with company match and self-directed brokerage account option.
• PTO including additional paid time off during the last week of the year.
• Company paid life insurance coverage for employees and their eligible dependents.
• Short and long-term disability, AD&D coverage.
• Professional development opportunities, tuition reimbursement, and professional licensing assistance.
• Paid parental leave after one year of employment.