Enterprise Account Executive - Energy Infrastructure

Arbo; Houston (TX); Hybrid; USD 120,000 - 180,000; Full time

Benefits offered by this job

Equity ownership (ISOs)

401(k) with employer match

Health plans (medical, dental, vision)

12 weeks paid parental leave

Flexible work hours

Hybrid schedule

Unlimited paid time off

Job summary

Arbo is seeking an Enterprise Account Executive to grow revenue across midstream, energy trading, utilities, and financial services. You’ll split focus 70/30 between expanding existing accounts and winning new logos, driving multi-year deals for Arbo data and analytics.

You’ll report to the VP of Customer Success or VP of Sales and help build the sales organization. The role emphasizes leadership, autonomy, and a strong focus on partnerships with product, marketing, and customers in a hybrid

Qualifications

• 3–6 years of B2B sales experience.
• Experience selling data, analytics, SaaS, research, or consulting to large organizations.
• Track record of meeting or exceeding quota and growing existing accounts.

Responsibilities

• Grow revenue by expanding existing accounts across multiple units and products.
• Identify upsell and cross-sell opportunities and lead renewal discussions.
• Lead new logo acquisition with multi-year, high-scope deals.
• Negotiate pricing and deal structure; manage CRM pipeline and forecast.
• Hand off new customers to customer success for onboarding and growth.

Skills

Enterprise sales

CRM (HubSpot/Salesforce)

AI-assisted research

Data/SaaS sales

Tools

HubSpot

Salesforce

Job description

The Enterprise Account Executive will grow Arbo’s revenue across midstream, commodity trading, utilities, and financial institutions: about 70% by expanding existing customer accounts and about 30% by winning new logos. Arbo already serves market leaders in these segments, and generational investment in gas infrastructure is expanding the market fast. You will turn that momentum into multi-year enterprise deals for Arbo data and analytics, ArView intelligence and research, and ArboIQ analytical services. You will report to the VP of Customer Success or VP of Sales who owns onboarding, adoption, and renewals. This role offers a direct path to building and leading Arbo’s sales organization.

About Arbo

Arbo is a dynamic data, analytics, and services company that transforms regulatory and market data into business intelligence trusted by market leaders in energy transportation, trading, and marketing. Our mission is to help American industry build and operate energy infrastructure that powers the world.

Arbo customers receive trustworthy data and insights with viewpoints and differentiated intelligence tailored to provide a foundation for strategic decision-making. Our data acquisition systems and analytics work 24/7 to support project development, commercial and regulatory decisions, commodity trades, and transportation transactions.

We seek enterprising, purpose-driven team members interested in accelerated professional growth in the world’s most important industry.

“Arbonauts” work across functions as part of one team while enjoying the autonomy to make decisions and organize work and life in a way that maximizes well-being and productivity.

Our strong core values and culture create a high performance and energy environment that maintains the discipline needed to drive results alongside a casual and candid atmosphere that easily allows authenticity.

Successful Arbonauts have these goals and traits in common:

• Bring a leadership and ownership point of view to their endeavors
• Possess strong core values and judgment
• Have a strong interest in business administration
• Pursue continuous improvement and learning
• Seek purpose in their career
• Excel in a functional discipline and enjoy multitasking across functions
• Value and seek equity ownership in a company
• Thrive with autonomy and are undaunted by ambiguity

Responsibilities

Account Expansion (about 70%)

• Grow existing accounts by reaching new users, trading desks, business units, and products.
• Build account plans and identify upsell and cross-sell opportunities.
• Lead expansion proposals and multi-year renewals with increased scope.

New Business Development (about 30%)

• Target, prospect, and qualify new accounts through cold and warm outreach, events, and referrals.
• Build and progress your own pipeline, with support from the commercial team.
• Lead discovery with project teams, trading desks, portfolio managers, and executives.
• Lead product demonstrations and develop tailored proposals.
• Negotiate pricing, multi-year terms, and deal structure.
• Run opportunities through Arbo’s Deal Scrums and keep pipeline and forecast data accurate in CRM.
• Hand off new customers smoothly to customer success for onboarding and growth.

Market and Product Collaboration

• Capture voice-of-customer to inform product roadmaps, packaging, and pricing.
• Collaborate with marketing on personas, segmentation, and account-based campaigns.
• Maintain an active in-market presence at industry events and on LinkedIn.

About You

Qualifications

• 3–6 years of B2B sales experience, including 1+ years closing enterprise deals.
• Experience selling data, analytics, SaaS, research, or consulting to large organizations.
• A consistent track record of meeting or exceeding quota, including growing existing accounts.
• Skill in consultative selling and managing long, multi-stakeholder sales cycles.
• Working knowledge of CRM systems (HubSpot or Salesforce).
• Hands‑on use of AI tools to speed up account research, meeting preparation, and proposals and to learn new markets quickly, with the judgment to verify what they produce.
• Interest in energy markets and infrastructure; experience selling into energy, commodities, or financial services a plus.
• Comfortable building process and pipeline in an entrepreneurial environment.
• Competitive target earnings range, uncapped (base salary plus commission on closed ACV, with accelerators above quota)
• Equity ownership through ISOs included as an important upside component of the package
• 401(k) with employer match
• Employer-sponsored health plans (medical, dental, vision)
• 12 weeks paid parental leave
• Flexible work hours and hybrid schedule
• Unlimited paid time off
• This position is based in Houston, TX or Washington, DC with a hybrid work arrangement, in the office a minimum of 3 days per week.
• The role requires the ability to work effectively in person and remotely and to communicate clearly verbally and in writing.
• Domestic travel of about 50% if based in Washington, DC, or 15% if based in Houston, TX, can be expected to attend industry events, meet customers, and collaborate with teammates.
• Arbo is headquartered in Washington, DC.

Arbo is committed to the recruitment, hiring, and promotion of qualified individuals and does not discriminate based on race, color, national origin, gender, affectional or sexual orientation, age, religion, disability, or veteran status.