[Hiring] Sales Account Executive @FOCUS Learning Corporation

Role Description

We're looking for a self-starting hunter who gets energized by building pipeline from zero. This is a high-impact, full-cycle sales role for someone who can run complex, multi-stakeholder deals in long sales cycles, and who wants to help define what GTM looks like at a company still writing its playbook. You'll own net-new logo growth across the public sector, education, energy, and government verticals, with the autonomy of a start-up and the backing of an established, trusted brand with a key investment partner.

What You'll Do

• Pipeline Generation:
  • Identify and engage net-new utility and energy accounts (IOUs, co-ops, munis, nuclear operators, IPPs) and build relationships with training, operations, and compliance leaders.
  • Build a self-sourced pipeline through outbound prospecting, events, channel partners, and inbound leads — no single channel is your safety net.
• Deal Execution:
  • Run the full sales cycle end to end: discovery → demo → business case → procurement/RFP, security, and legal review → close — using mutual action plans to keep momentum and shorten time-to-signature.
  • Tailor your approach to complex buying groups with multiple stakeholders and long evaluation windows.
  • Partner closely with Solutions Engineers, Product, and Client Success to keep every deal aligned to what the customer actually needs.
• Forecasting & Process:
  • Keep deal stages and forecasts accurate and current in HubSpot CRM.
  • Lead with Question-Based Selling (QBS): use strategic, well-sequenced questions to uncover pain, build credibility with technical and operational buyers, and earn mindshare that moves deals forward. Use MEDDPICC as a secondary framework to qualify opportunities with discipline.
  • Meet and exceed quota and performance KPIs, consistently.

Qualifications

• 5+ years of full-cycle SaaS sales experience within GovTech, energy, or public-sector with utility experience strongly preferred.
• A track record of self-sourcing pipeline and closing net-new logo business, not just managing inbound, and of shortening long, complex sales cycles through executive alignment, mutual action plans, and urgency tied to compliance or operational risk.
• Sharp discovery, objection-handling, and multi-threading instincts across complex buying committees.
• Hands-on experience with HubSpot or a comparable CRM.
• Comfort operating in a lean, scale-up environment where you help build the process, not just follow it.

Benefits

• Uncapped earning potential with a lucrative base plus commission structure.
• Real autonomy — build your territory and your pipeline your way, backed by a team that wants you to win.
• A mission that matters: our software helps ensure the lineworkers, operators, and technicians running critical infrastructure are qualified to do it safely.
• The growth trajectory and resources of a private-equity-backed company, without the bureaucracy of a large enterprise.
• A fully remote role with a team that collaborates like it's in the room.

Our Values

• View obstacles as opportunities — make it happen, and be creative.
• Own it — take pride in what you do, and hold yourself and each other accountable.
• Embrace curiosity — be a learn-it-all instead of a know-it-all, and have fun doing it.
• Steward the future — add value for our customers and the industries we serve; make it scale.

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