Enterprise Account Executive

Aurora Solar; United States; Hybrid; USD 109,000 - 161,000; Full time

Benefits offered by this job

Flexible PTO

Parental Leave

WFH Stipend

Coworking Stipend

Energize Fridays

Connectivity Stipend

Learning & Development

Medical, Dental, Vision

Job summary

Aurora Solar is seeking an Enterprise Account Executive to own the full sales cycle for our largest enterprise solar customers. You’ll collaborate with Solutions Architects, Account Management, and Marketing to position Aurora as the platform of record for enterprise solar operations.

If you thrive in long-cycle, high-impact deals and want to accelerate the clean energy transition, this role is for you.

Qualifications

• 8+ years of enterprise SaaS sales experience with a track record of closing six-figure ARR deals.
• Experience managing complex, multi-stakeholder sales cycles (1-12+ months).
• Strong consultative selling skills and ability to diagnose business pain and map it to outcomes.
• Executive presence and credibility with C-suite buyers across Operations, Finance, and IT.
• Proficiency in CRM-driven sales execution (Salesforce preferred).
• Familiarity with MEDDPICC or similar value-based selling methodologies.
• Excellent written and verbal communication; capable of crafting executive proposals.

Responsibilities

• Own and exceed a quarterly and annual ARR quota targeting enterprise accounts.
• Lead full-cycle enterprise sales: prospecting, discovery, solution design, stakeholder alignment, negotiation, and close.
• Build and manage a healthy pipeline (3x quota coverage) through outbound prospecting, inbound follow-up, and partner-sourced opportunities.
• Run disciplined, multi-threaded discovery to understand business pain, technical requirements, and executive priorities.
• Partner with Solutions Architects to deliver technical demonstrations, POCs, and proposals.
• Navigate complex buying committees including C-suite, Operations, IT, and Finance.
• Develop and execute account plans for named targets, including whitespace analysis and expansion.
• Forecast opportunities and pipeline accurately in Salesforce weekly.
• Collaborate with Marketing and SDR teams to drive awareness and pipeline.
• Represent Aurora at industry conferences and customer events.

Skills

Enterprise SaaS sales

Multi-stakeholder sales cycles

Consultative selling

Executive presence with C-suite

Salesforce proficiency

MEDDPICC framework

Proposal writing & business cases

Tools

Salesforce

Job description

About Aurora Solar

Aurora is on a mission to create a future of solar for all. Our award-winning software puts the power of data and technology into the hands of every solar professional to make solar adoption simple and predictable. Our software has designed millions of solar projects so far, empowering solar companies to sell, design, and install residential and commercial solar arrays accurately, seamlessly, and at scale.

We’ve been named one of "The Best Remote Companies" by BuiltIn.com and have been recognized for the second time as a Certified Green Business (CGB) with the city of San Francisco. We’re in this together to support the world’s transition to solar.

About the Team

You'll be joining Aurora's enterprise sales team, a seasoned group of sellers who run a disciplined process and genuinely invest in each other's success. The enterprise segment sits at the center of Aurora's growth strategy, so you'll have real visibility and real cross-functional backing from Solutions Architects, BDR, AI BDR team and Marketing. People here are direct, curious, and fired up about the mission. If you care about both the craft of enterprise sales and the clean energy transition, you'll feel at home.

About the Role

The Enterprise Account Executive is a senior quota-carrying role built for consultative sellers who thrive in complexity. You'll own the full sales cycle for Aurora's largest and most strategic prospects, from outbound prospecting through close, targeting enterprise solar installers, EPCs, and energy companies navigating multi-stakeholder buying processes.

You'll partner closely with Solutions Architects, Account Management, and Marketing to position Aurora as the platform of record for enterprise solar operations. If you're energized by long-cycle deals, motivated by the clean energy transition, and ready to make a real dent in the industry, this role is for you.

Your Impact

• Own and exceed a quarterly and annual ARR quota targeting enterprise accounts


• Lead full-cycle enterprise sales: prospecting, discovery, solution design, stakeholder alignment, negotiation, and close


• Build and manage a healthy pipeline (3x quota coverage) through outbound prospecting, inbound follow-up, and partner-sourced opportunities


• Run disciplined, multi-threaded discovery to understand business pain, technical requirements, and executive priorities


• Partner with Solutions Architects to deliver compelling technical demonstrations, POCs, and solution proposals


• Navigate complex buying committees including C-suite, Operations, IT, and Finance stakeholders


• Develop and execute account plans for named enterprise targets, including whitespace analysis and expansion strategy


• Forecast opportunities and pipeline accurately in Salesforce on a weekly basis


• Collaborate with Marketing and SDR teams to drive awareness and pipeline generation within target accounts


• Represent Aurora at industry conferences, trade shows (e.g., RE+), and customer events


• Share structured market and competitive feedback with Product, Marketing, and Leadership


• Contribute to playbook development, onboarding materials, and peer enablement as a senior member of the team

What You Bring

• 8+ years of enterprise SaaS sales experience with a track record of closing six-figure ARR deals


• Experience managing complex, multi-stakeholder sales cycles (1-12+ months)


• Strong consultative selling skills and the ability to diagnose business pain and map it to measurable outcomes


• Executive presence and credibility with C-suite buyers across Operations, Finance, and IT


• Proficiency in CRM-driven sales execution (Salesforce preferred)


• Familiarity with solution or value-based selling methodologies (MEDDPICC)


• Excellent written and verbal communication; able to craft compelling proposals and executive business cases


• Self-directed, organized, and accountable to pipeline hygiene and forecast accuracy

Nice to Haves

• Genuine passion for renewable energy and the role technology plays in accelerating solar adoption


• Experience in energy, construction tech, or field service SaaS is a plus

What We Offer

• Flexible PTO -Take the time when you need it


• Parental Leave - 16 weeks with 100% base salary + gradual return to work


• WFH Stipend - An initial $500 (Non-engineers) or $750 (Engineering roles)


• Coworking Stipend - $300 / month if you prefer to be at a coworking facility near you


• Energize Fridays - Company-wide days to log off and recharge


• Connectivity Stipend - Up to $100 / month towards internet or phone


• Learning & Development - $720 / annually to use towards professional development (You have to complete 90 days of employment to receive this stipend)


• Medical, Dental, and Vision - Premiums are 100% covered for Aurorans and 90% for dependents


• Please take a look at our U.S. Benefits Booklet for a deeper dive into our offerings

Where Aurorans are:

Aurora currently has teams within the US, Canada, Poland, and Germany with additional locations on the horizon. We’re united in our work to support the world’s transition to solar!

Compensation Philosophy:

At Aurora Solar, we foster an exceptional work environment through inclusiveness and transparency. Our pay ranges are anchored to the median of the market for companies of our size and industry. Our pay for new hires is typically set at the start of the position's pay range. This allows for financial growth within the role as the employee builds experience and displays a track record of performance success at Aurora.

Our current base pay ranges in each zone are:

• Tier 1: San Francisco, CA - New York, NY: $119,000 - $161,000. You will also be eligible to receive an annualized target commission of $147,000, if you achieve 100% of the quotas and other objectives outlined in our commission plan.


• Tier 2: Seattle, Los Angeles, Washington DC, Boston, San Diego: $114,000 - $154,000. You will also be eligible to receive an annualized target commission of $147,000, if you achieve 100% of the quotas and other objectives outlined in our commission plan.


• Tier 3: All Other US Locations, including Colorado: $108,500 - $146,500. You will also be eligible to receive an annualized target commission of $147,500, if you achieve 100% of the quotas and other objectives outlined in our commission plan.

Aurora is dedicated to building a diverse and inclusive workforce of people who believe in and are passionate about creating a future of solar energy for all. We are an equal opportunity employer, we welcome and consider qualified applicants regardless of gender identity, sexual orientation, race, religion, age, national origin, citizenship, pregnancy status, veteran status, or any other differences. We encourage you to apply even if you believe that you do not meet all of the above criteria!

Aurora is committed to creating an inclusive and accessible experience for all candidates. If you require a reasonable accommodation that would better enable your success during the application or interview process, please complete this form.