Sales Development Manager

Description

Uplight is creating a new category of energy. We make software that manages energy resources in homes and businesses—including things like smart thermostats, electric vehicles, solar panels, storage batteries, heat pumps, and even people’s behavior—to generate, shift, or save energy to balance the grid, making it more efficient and reliable. This creates clean energy capacity that can be used by the power grid instead of burning more fossil fuels. Our solutions accelerate the transition to clean energy and save money for energy customers.

We are looking for a Sales Development  Manager to drive our company forward, and help us lead the clean energy revolution!

What you get to do:

As a Sales Development Manager you will bring a growth mindset combined with an exceptional understanding of the enterprise buying process for Uplight’s SaaS solutions.

The ideal candidate will be an experienced, results-oriented individual with a proven track record of exceeding quota, new business targets and supporting in the sale of large complex software, SaaS or services deals. An understanding of (or passion for and desire to learn about) the electric utility buying economics (including how both regulated and non-regulated utility models work) is a must.

This role is highly strategic and requires understanding market dynamics, regulatory and policy initiatives (reading is required) to craft messaging and a well defined point for each account. You will identify and prospect new business opportunities, build relationships with existing clients, and work closely with the Sales, Market Development, and Marketing teams to move opportunities down the funnel from marketing qualification to sales qualification by setting qualified meetings and generating pipeline opportunities.

What you will contribute:

Sales Development (70%)

• You will be responsible for outbound prospecting, with the support of Sales Directors and the Market Development team, to book meetings and generate top of funnel pipeline opportunities. By effectively communicating the value proposition of our products and services, you will nurture prospects through the earliest stages of the buying process.
• Build and maintain strong relationships with new and existing clients to understand their business needs and goals and identify alignment with Uplight’s products and solutions.
• Conduct outreach campaigns and follow-up activities to engage potential customers through phone calls, emails, and other channels. Your ability to establish rapport and deliver a personalized experience will be essential in capturing prospects' interest.
• Identify new business opportunities within our client base and our market by conducting market research and analysis and manage the top of the funnel sales cycle, converting marketing engagement to qualified sales pipeline.
• Develop a deep understanding of our SaaS products and solutions in the energy/utilities domain. You will need to articulate the features, benefits, and competitive advantages of our offerings, positioning them effectively to potential clients.
• Track and maintain accurate records of lead interactions and progress in the CRM system. Collaborate with the sales leadership to analyze performance data, identify areas for improvement, and optimize lead maturation strategies.
• Meet and/or exceed business development goals while being well compensated for your efforts.

Team Collaboration (15%)

• Interface with sellers regularly to understand their requirements, collaborate on lead qualification, and gather feedback on lead quality. By developing strong working relationships with sellers, you will become a valuable resource in refining sales strategies and ensuring smooth handoffs of leads.
• Collaborate with the Market Development Team to understand and priorities near term revenue opportunities
• Provide feedback and guidance on overall outbound sales strategy, relaying process and market feedback to maximize success rates

Marketing Support (15%)

• Collaborate with internal teams including Marketing, Sales and Market Development to develop and execute strategic sales plans to grow Uplight’s pipeline.
• Support Uplight’s Marketing team conferences and events by driving attendance and from new and existing customers and scheduling appointments for sales directors
• Optimize Marketing leads and process by engaging with warm leads

What you bring to Uplight:

• 4-6 years of inside sales experience, with a track record of successfully building pipeline from outbound sales efforts, nurturing leads, and generating opportunities in the SaaS industry, preferably with a focus on energy/utilities.
• Excellent verbal and written communication skills are crucial to effectively engage prospects, collaborate with sellers, and convey complex technical concepts in a clear and concise manner.
• The ability to turn complex information into simple and compelling stories.
• Excellent communication, interpersonal and persuasion skills, with the ability to build strong relationships both with clients and internal stakeholders.
• Ability to work independently and as part of a team in a fast-paced environment

Bonus Points

• Experience in the utility/energy industry is a distinct plus. Ability to learn the nuances of different segments of the utility market including decision making process, regulatory environment and market influences are important, too.

Why Join Uplight in Leading the Fight Against Climate Change?

At Uplight, we're not just offering a job – we're offering a chance to be part of the solution to one of the world's biggest challenges. As a certified B Corporation, we're deeply committed to both social and environmental responsibility. Here's why you should join our team of passionate Uplighters:

• Make a Meaningful Impact: Your work directly impacts our mission of decarbonization and building a more sustainable future.
• Grow Your Career: We offer ample advancement opportunities, robust learning and development programs, and a supportive team environment that fosters collaboration and innovation.
• Thrive:  We offer comprehensive benefits, including flexible time off, generous parental leave, a wellness stipend, and work flexibility to help you thrive both personally and professionally.
• Belong to an Inclusive Community: We celebrate diversity and foster an inclusive workplace where everyone feels respected, empowered, and heard. Our Employee Resource Groups offer opportunities to connect with colleagues who share your interests and backgrounds.
• Be Part of a Growing Movement: Join a team of dedicated individuals who are passionate about creating a more sustainable future. We offer a collaborative environment where your ideas are valued and your contributions recognized. Together, we can build a brighter tomorrow.

To learn more about our comprehensive benefits package and other perks, visituplight.com/careers

Salary Range:  $61,000-$80,000 USD + commission

Application Deadline: November 7, 2024

In accordance with the Colorado Equal Pay for Equal Work Act, the approximate annual base compensation range is listed above. The actual offer, reflecting the total compensation package and benefits, will be determined by a number of factors including the applicant's experience, knowledge, skills, and abilities, as well as internal equity among our team.

Uplight provides equal employment opportunities to all employees and applicants and prohibits discrimination and harassment of any type without regard to race (including hair texture and hairstyles), color, religion (including head coverings), age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.

Keywords

Sales DevelopmentManagerEnergySaaSSolutionsBusinessMarketPipelineProspectsCRMCollaborationCommunicationUtilityClimate Change