[Hiring] Sales Director @Hansen

Role Description

We are seeking a Sales Director with 10+ years of enterprise software sales experience to own the end-to-end sales process for our customer information and billing (CIS) solutions in North America.

• Own and lead the end-to-end enterprise sales cycle: account/territory planning, prospecting, discovery, solution demonstrations, value justification/ROI, stakeholder alignment, proposal development, negotiation, and close.
• Lead complex commercial motions including RFI/RFP responses, pricing and packaging within agreed commercial guardrails, business case development, and contract negotiations in partnership with Legal, Finance, and executive leadership.
• Build and execute a strategic prospecting plan to develop qualified pipeline within targeted utilities/municipalities/energy providers combining self-generated outbound with marketing-led campaigns, account-based programmes, events, and partner-sourced opportunities.
• Run structured discovery and qualification (business, technical, and financial) to confirm fit, define success criteria, map stakeholders, and advance opportunities to close.
• Maintain rigorous pipeline governance in CRM (e.g., Dynamics), including opportunity strategy, close plans, next steps, and accurate forecasting; provide regular updates and insights to sales leadership.
• Leverage account intelligence tools (including LinkedIn Sales Navigator and relevant industry sources) to identify buying centres, build multi-threaded relationships, and develop targeted engagement plans.
• Build executive-level, trusted-advisor relationships within active pursuits and new logo accounts; articulate differentiated value, manage risk/objections, and convert expansion opportunities within existing customers, working alongside Customer Success.
• Lead the commercial negotiation of renewals and recontracting events, with Customer Success supporting on account health and readiness.
• Represent Hansen in the market as a credible, consultative voice, carrying Hansen’s industry point of view and product narrative into industry events, associations, and executive forums.
• Lead cross-functional deal teams (Pre-Sales, Bid Management, Delivery, Product, Marketing, and shared services) to shape solutions, coordinate bid management, confirm delivery feasibility and capacity before commercial commitment.

Qualifications

• 10+ years of proven success in enterprise software/SaaS sales (including new logo acquisition and account expansion), ideally within Energy, Utilities, Municipalities, or adjacent regulated industries.
• A team player and self-starter who takes initiative to achieve goals, is competitive and motivated while maintaining the highest level of integrity.
• Ability to actively listen to assess prospect needs and opportunities, positive and energetic with strong verbal and written communication.
• Strong computer skills, especially MS Office, MS Excel, and MS Dynamics CRM software with experience in BI and AI enabled reporting a plus.
• Experience with enterprise procurement processes and selling into regulated environments; formal sales methodology training is a plus.
• A curious and consultative nature that can successfully introduce a range of business solutions in a way that is clearly understood by customers.
• Demonstrated ability to learn markets quickly and in-depth knowledge of the Energy, Municipality and Utility market space.

Requirements

• 10+ years of enterprise software sales experience.
• Experience selling customer care and billing solutions (SaaS and/or on-prem).
• Understanding of utility/municipal revenue lifecycle for electricity, gas, and water services.
• Strong writing skills for developing concise executive summaries, proposals, and business cases.

Company Description

Hansen Technologies is a global software provider serving the Energy & Utilities industries with a large portfolio of customers and prospects throughout the US and beyond.