Mid-Market Account Executive

Aurora Solar; United States; Hybrid; USD 90,000 - 130,000; 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 a Mid-Market Account Executive to own a full sales cycle and grow a book of mid-market solar installers and energy companies. You will collaborate with Solutions Architects, Account Management, and Marketing to position Aurora as the go-to platform for mid-market solar operations.

Your impact includes leading full-cycle sales, building a healthy pipeline, and forecasting accurately in Salesforce, while partnering with cross-functional teams to drive revenue and adoption

Qualifications

• 5+ years of SaaS sales experience with a track record of hitting quota.
• Experience managing multi-stakeholder sales cycles with confidence.
• Consultative selling skills and the ability to connect business pain to measurable outcomes.
• Clear, compelling written and verbal communication; comfortable building proposals and presenting to buyers.
• Proficiency in CRM-driven sales execution (Salesforce).
• Familiarity with value-based selling methodologies (MEDDPICC).

Responsibilities

• Own and exceed a quarterly and annual ARR quota targeting mid-market accounts.
• Lead full-cycle sales: prospecting, discovery, solution design, stakeholder alignment, negotiation, and close.
• Build and manage a healthy pipeline through outbound prospecting, inbound follow-up, and partner-sourced opportunities.
• Run structured discovery to understand business pain, technical requirements, and buyer priorities.
• Partner with Solutions Architects to deliver compelling product demonstrations and solution proposals.
• Navigate buying processes involving multiple stakeholders across Operations, Finance, and leadership.
• 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 events and trade shows.
• Share market and competitive feedback with Product, Marketing, and Leadership.

Skills

SaaS sales

Quota attainment

Multi-stakeholder selling

Consultative selling

Value-based selling (MEDDPICC)

Salesforce

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.

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 sales team, a collaborative group that invests in each other's growth and runs a process that actually works. Mid-market sits at the heart of Aurora's customer base, so you'll have solid cross-functional support from Solutions Architects, BDRs, and Marketing as you build your book. People here are direct, curious, and energized by the mission. If you're eager to develop your craft and care about what solar can do for the world, you'll feel at home.

About The Role

The Mid-Market Account Executive is a quota-carrying role built for motivated sellers who are ready to own a full sales cycle and grow into increasing complexity. You'll work a high-velocity book of mid-market solar installers and energy companies, running deals from prospecting through close with the support of a strong team behind you.

You'll partner with Solutions Architects, Account Management, and Marketing to position Aurora as the go-to platform for mid-market solar operations. If you're energized by fast-moving deals and ready to make a real dent in the clean energy transition, this role is for you.

Your Impact

• Own and exceed a quarterly and annual ARR quota targeting mid-market accounts
• Lead full-cycle sales: prospecting, discovery, solution design, stakeholder alignment, negotiation, and close
• Build and manage a healthy pipeline through outbound prospecting, inbound follow-up, and partner-sourced opportunities
• Run structured discovery to understand business pain, technical requirements, and buyer priorities
• Partner with Solutions Architects to deliver compelling product demonstrations and solution proposals
• Navigate buying processes involving multiple stakeholders across Operations, Finance, and leadership
• 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 events and trade shows
• Share market and competitive feedback with Product, Marketing, and Leadership

What You Bring

• 5+ years of SaaS sales experience with a track record of hitting quota
• Experience managing multi-stakeholder sales cycles with confidence
• Consultative selling skills and the ability to connect business pain to measurable outcomes
• Clear, compelling written and verbal communication; comfortable building proposals and presenting to buyers
• Proficiency in CRM-driven sales execution (Salesforce preferred)
• Familiarity with solution or value-based selling methodologies (MEDDPICC)
• Self-directed 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
• Parental Leave
• WFH Stipend
• Coworking Stipend
• Energize Fridays
• Connectivity Stipend
• Learning & Development
• Medical, Dental, and Vision

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, UK, Canada, Poland, and Germany with additional locations on the horizon. We're united in our work to support the world's transition to solar!

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.