Account Development Manager

About ESA

ESA is a prominent clean energy development and decarbonization platform. Over the past decade, ESA has successfully transacted over 6 GW of operating solar energy projects and pre-construction development assets. Our diverse portfolio spans a broad array of asset classes, including installations at corporate headquarters, commercial and industrial facilities, community solar portfolios, and multi-100 MW utility-scale solar projects. ESA's influence extends across 22 states, where projects have interconnected with 27 distinct utilities. ESA operates with the freedom and flexibility inherent in a privately owned and managed organization.

In 2023 alone, ESA has been awarded the prestigious award of Best Place to Work by Orlando Business Journal, and the #1 Solar Developer in Florida by Solar Power World Magazine.

We believe in a culture of teamwork and collaboration to collectively achieve our goals. Our employees are the foundation of our brand and success. Be a part of changing the future of energy, with a people forward company that believes in your success.

Position Summary

We are helping to accelerate the transition to clean energy by working directly with enterprise-level companies to consult on corporate ESG initiatives and implement renewable energy projects. Reporting to the Chief Revenue Officer, the Account Development Manager will train and lead a team of Account Development Representatives to generate pipeline and develop relationships with key accounts. This role is crucial in driving front-end sales efforts, aligning marketing and sales strategies, and ensuring the achievement of sales targets through effective leadership and collaboration.

The ideal candidate for this position will be a proactive problem-solver, and a leader that thrives in a fast- paced environment to contribute to the growth and success of the organization. Candidates should have a proven track record in sales development and team management. With excellent communication and interpersonal skills, they are adept at motivating and mentoring their team to achieve high performance.

Responsibilities

Team Leadership and Management

• Recruitment and Onboarding: Manage the hiring process, ensuring the recruitment of top talent. Oversee the training and ramp-up of new hires to ensure they are fully prepared to contribute to team goals.
• Coaching and Development: Provide ongoing coaching, mentorship, and professional development opportunities to team members through regular 1:1 meetings and feedback sessions.
• Performance Management: Set clear performance metrics and goals. Motivate and incentivize the team to achieve and exceed these targets. Recognize and reward outstanding performance.

Sales Development Strategy

• Process Improvement: Assist in the development and implementation of team processes and best practices. Continuously refine these processes to improve efficiency and effectiveness.
• Outbound Strategy: Manage outbound cadences and develop an outbound playbook. Monitor and optimize outbound activities and appointment conversion metrics.
• Read Quality Feedback: Work closely with the marketing team to provide feedback on lead quality and performance, ensuring continuous improvement and alignment.

Collaboration and Communication

• Cross-Functional Collaboration: Collaborate with sales management and the account executive team to improve opportunity management and qualification processes. Work together to ensure a seamless handoff of leads.
• Campaign Optimization: Partner with internal and external marketing personnel to drive campaign optimization. Align marketing initiatives with front-end sales processes to maximize impact.
• Messaging Development: Work with sales enablement and marketing to develop effective messaging for outbound communications, ensuring consistency and resonance with target audiences.

Data and Reporting

• Dashboard Monitoring: Monitor dashboards to ensure accurate and timely data entry each week. Use data insights to drive strategic decisions and improvements.
• Performance Analytics: Analyze team performance metrics and pipeline data. Provide regular reports to senior management, highlighting achievements, areas for improvement, and strategic recommendations.

Requirements

Job Type: Full Time

Location: Remote

Travel: Applicants must be willing to travel into the office once per month for collberation

Required Education: Bachelor’s degree in business, marketing, or a related field.

Required Experience:

• Minimum of 3+ years in sales development or account management, with a proven track record of leading and managing a team.

• Must have 1+ years as a Sales Development or Business Development manager managing a team of SDRs, BDRs, ADRs, etc
• Must have experience with the following technology: Salesforce, Outreach or Salesloft, ZoomInfo, LinkedIn Sales Navigator
• Experience in enterprise level sales is a plus.

Skills: Strong leadership, coaching, and mentoring skills. Excellent communication and interpersonal skills. Proficiency in CRM and sales enablement tools such as Salesforce, ZoomInfo, Vidyard, LinkedIn Sales Navigator, and HubSpot.

Benefits

Company Benefits

• Flexible Work Schedule

• 3 Weeks Paid Time Off

• 14 Paid Holidays + Holiday Corporate Closure

• 5 Sick Days

• 2 Personal Days

• 2 Community Service Days

• National Healthcare, Dental, and Vision Plans

• Company Provided Life Insurance Plan

• 401(k) with Company Matching Plan

• Reimbursement of Training and Continuing Education

• Pet Care Reimbursement for Company Travel

• Employee Recognition and Rewards Program

• Employee Discount Program

ESA provides equal employment opportunities to all employees and applicants without regard to race, color, religion, gender, age, sexual orientation, national origin, ancestry, disability, genetics, veteran status or any other characteristic protected by state, federal and local laws. In addition to federal law requirements, ESA complies with applicable state and local laws governing nondiscrimination in employment in every location in which the company has facilities.