Account Executive (Sales, USA)

Irth, a leading provider of cloud-based solutions that enhance the safety, resilience, and efficiency of critical infrastructure, is seeking a driven and experienced Account Executive. Irth’s platform provides solutions for Land Management, Pipeline Integrity, and Damage Prevention. Our solutions empower clients to manage risk, optimize workflows, and gain predictive insights across asset management, field operations, and compliance initiatives. Our portfolio of intelligent solutions are trusted by top names in the Utility, Telecom, Renewable, Energy sectors.

This is a hunter role—responsible for identifying new opportunities and managing the full sales cycle from discovery to close. A consultative mindset, technical aptitude, and the ability to build strong customer relationships are key. Experience with enterprise software such as GIS or Field Service applications is highly valued.

This role is expected to attend key industry events, conferences, and client meetings and must be able to work as a remote employee, and travel as needed; typically 25%.

Develop and Execute Strategic Account Plans:

• Create tailored sales strategies for specific accounts within your territory, focusing on high-potential targets in the Utility, Renewable, and Pipeline sectors.
• Identify and prioritize key decision-makers in target organizations, including C-suite executives, VPs, and Directors of Operations, Compliance, and IT.
• Set clear timelines, milestones, and KPIs for each account to track progress and ensure alignment with overall revenue goals.

Prospect and Build Pipeline:

• Engage in daily outbound prospecting via phone, email, social media, and networking to identify and qualify new business opportunities.
• Use a combination of tools like LinkedIn, ZoomInfo, and industry-specific databases to uncover leads, continuously building a pipeline of qualified opportunities.
• Lead cold outreach and follow-up campaigns, ensuring a high level of personalization and relevance to the prospect’s specific pain points.

Collaborate with BDRs to Strengthen Prospecting Efforts:

• Work closely with Business Development Representatives (BDRs) to refine messaging, identify new verticals, and strategize around account segmentation.
• Provide feedback on lead quality and conversion patterns to optimize their outreach strategies.
• Organize weekly sales meetings with BDRs to review pipeline progress, discuss best practices, and develop effective prospecting techniques.

Conduct Discovery Calls and Qualify Opportunities:

• Conduct in-depth discovery calls with new prospects to understand their infrastructure challenges, compliance needs, and current systems.
• Qualify leads based on fit, budget, decision-making authority, timeline, and urgency.
• Develop value propositions that align directly with the prospect’s business needs, focusing on ROI, risk mitigation, and operational efficiency.

Lead Product Demonstrations and Solution Discussions:

• Deliver high-level, high-impact product demos that showcase how Irth’s solution addresses specific client pain points and industry challenges.
• Collaborate with the technical sales team to create and present tailored solutions that leverage Irth’s full product suite.
• Engage in consultative conversations to map out workflows and demonstrate clear business outcomes with various stakeholders; IT, GIS, Business, Executives.

Create Tailored Proposals and Negotiate Deals:

• Develop and present detailed, tailored proposals that address the specific needs of each prospect, clearly outlining deliverables, timelines, and pricing models.
• Lead contract negotiations, handling objections, and closing deals with a focus on win-win solutions that benefit both the client and Irth Solutions.
• Maintain a detailed understanding of competitive pricing, product positioning, and industry trends to ensure the best possible terms for both parties.

Coordinate Cross-Functional Collaboration with Internal Teams:

• Sales Engineering: Work with the Sales Engineering team to ensure technical demos are tailored and demonstrate real-world value for the client’s specific use cases.
• Marketing: Collaborate with the marketing team to develop targeted campaigns, content, and messaging that resonate with your target audience.
• Product Management: Provide regular feedback to the product team about customer requirements, pain points, and feature requests to help improve Irth’s offerings.
• Customer Success/Implementation: Ensure smooth handoffs to the customer success team post-sale, aligning on key customer expectations and success metrics.

Stay Current on Industry Trends, Tech Innovations, and Irth Products:

• Dedicate time each week to staying informed about the latest trends in the energy, telecom, and infrastructure sectors, including regulatory changes, emerging technologies, and industry best practices.
• Regularly engage with Irth’s product development team to stay updated on new features, product enhancements, and any upcoming releases or updates.
• Participate in industry webinars, conferences, and events to build your network, learn from peers, and

Provide Market and Product Feedback:

• Maintain a continuous feedback loop with internal stakeholders by sharing insights from prospects and clients regarding product functionality, market demands, and competitive landscape.
• Contribute to the development of sales enablement materials (case studies, whitepapers, FAQs) that are tailored to specific industry verticals and buyer personas.

Maintain Salesforce and Reporting Accuracy:

• Consistently update and maintain pipeline and opportunity records in Salesforce, ensuring real-time tracking of all sales activities, communications, and deal stages.
• Provide accurate sales forecasts on a weekly, quarterly and annual basis, reflecting current pipeline status, and proactively adjusting strategies based on market conditions and performance.
• Maintain a high level of data hygiene and ensure compliance with internal sales processes and CRM best practices.

Attend Industry Events and Client Meetings:

• Actively participate in key industry events, conferences, and trade shows, representing Irth’s brand and generating new business opportunities.
• Schedule regular face-to-face or virtual meetings with key prospects and existing clients to foster strong relationships and uncover new business opportunities.
• Engage with industry influencers and thought leaders to stay informed on best practices and cutting-edge trends within the energy, telecom, and pipeline sectors.

Commit to Personal Development and Growth:

• Regularly participate in training sessions, sales workshops, and SaaS certifications to enhance both product knowledge and sales techniques.
• Stay current on new tools, sales methodologies, and technology trends, including AI, machine learning, and big data, to better position Irth Solutions in the market.
• Seek feedback from leadership and peers to continuously refine sales strategies, prospecting methods, and relationship-building skills.

Qualifications and Job Objectives:

5+ years in an enterprise SaaS sales role, preferably in Electric and Gas Utility, Renewable Energy, Telecom, or Midstream Pipeline sectors

Bachelor’s degree, ideally in a business, technical, or engineering-related field

Strong understanding of energy infrastructure management, operations, and compliance challenges

Demonstrated success developing new business, growing client relationships, and successfully closing deals

Must be persistent, humble, hungry, and smart

Entrepreneurial mindset, be the CEO of your own territory

Familiarity with modern tech stacks including AI and Data Analytics and fundamental understanding of typical business systems including GIS, ERP, and Work Management

High degree of technical aptitude and problem-solving ability

Excellent communication skills—verbal, written, and presentation

Preferred experience in one of the following domains: Land Management, Damage Prevention, Pipeline Integrity

• Join a dynamic, growing company that is well respected in its industry.
• Competitive salary
• Health plans options including medical, dental, & vision
• 401k (US), RSP (Canada) + company match 
• Flexible PTO policy plus company-paid holidays 
• Benefits options such as health insurance, life insurance, discounts and perks programs
• Generous “work from home” stipend to get you started
• Team events including monthly lunches for everyone, volunteer outings, and quarterly gatherings
• Hybrid employees have access to snacks, beverages and coffee at our Columbus, Ohio office