Senior Director, Enterprise Sales

Bloom Energy; San Jose (CA); On-site; USD 250,000 - 500,000; Full time

Job summary

Bloom Energy in the Bay Area seeks a Senior Director, Enterprise Sales who will lead a team of Account Executives and drive strategic growth across a portfolio of Commercial & Industrial enterprise customers. You will own the team’s pipeline, forecasting, and deal execution while coaching AEs to originate, develop, and close multi-million-dollar energy projects.

The ideal candidate is a player-coach who can operate strategically and hands-on, engage executives at VP and C-suite levels, and build

Qualifications

• 15+ years of enterprise sales experience in power generation or related industry.
• 6+ years of team leadership with a player-coach mindset.
• Strong communication and ability to operate in a fast-paced environment.
• Judgment balancing growth, profitability, risk, and long-term customer value.
• Ability to value-map complex customer environments and position solutions.
• AI literacy with ability to leverage best-in-class tools.
• Proven track record closing complex, multi-million-dollar deals (> $10m).
• Executive presence to engage senior stakeholders.
• Experience coaching teams on structured sales methodologies (e.g., MEDDPICC).
• Strong analytical and strategic thinking with actionable insights.

Responsibilities

• Lead and develop a high-performing team of Account Executives (~5 AEs).
• Own team pipeline and forecasting accuracy.
• Drive deal strategy and execution, including critical negotiations.
• Oversee account planning for near-term bookings and long-term growth.
• Engage with VP/C-suite stakeholders to build trusted relationships.
• Lead cross-functional execution with engineering, finance, and commercial teams.
• Identify opportunities across portfolio and reallocate resources for impact.
• Deliver structured executive communications: pipeline reviews, forecasts, updates.

Skills

Enterprise sales

Player-coach mindset

Forecasting

MEDDPICC

AI literacy

Executive engagement

Education

BA/BS

MBA preferred

Tools

MEDDPICC

CRM systems

Job description

The Senior Director, Enterprise Sales will lead a team of Account Executives and drive strategic growth across a portfolio of Commercial & Industrial enterprise customers. This role is responsible for owning the team’s pipeline, forecasting accuracy, and deal execution, while coaching Account Executives to originate, develop, and close complex, multi-million-dollar energy projects. The ideal candidate is a player-coach who can operate at both a strategic and execution level—personally engaging in priority deals while building a high-performing, disciplined sales organization. The role will ideally be based in Bloom’s HQ in the Bay Area. East coast-based candidates will also be considered. Frequent travel to HQ and customers will be required.

Key Responsibilities

• Lead and develop a high-performing team of ~5 Account Executives, establishing clear expectations, accountability, and a culture of performance
• Own team pipeline and forecasting, ensuring strong coverage, high-quality opportunities, and consistent target attainment
• Drive deal strategy and execution, coaching AEs and stepping into critical negotiations to close complex, high-value transactions
• Oversee account planning, ensuring strategies balance near-term bookings with long-term growth across key enterprise accounts
• Engage directly with senior customer stakeholders, building trusted relationships at the VP and C-suite levels
• Lead cross-functional execution, coordinating sales, engineering, finance, and commercial teams to advance opportunities
• Identify and prioritize opportunities across the portfolio, reallocating resources to maximize conversion and impact
• Deliver clear, structured executive communications, including pipeline reviews, forecasts, and strategic updates

Required Qualifications

• 15+ years of enterprise sales experience that must include power generation industry
• 6+ years team leadership and people management experience with a player-coach mindset
• Exceptional communication skills and ability to operate in a fast-paced ambiguous environment
• Strong judgment in balancing growth, profitability, risk, and long-term customer value
• Ability to value-map complex customer environments and position solutions effectively across financial, operational, and strategic dimensions
• AI & Technology leadership – demonstrated AI literacy with the ability to leverage best-in-class tools
• Proven track record of closing complex, multi-million-dollar deals (>$10m+)
• Strong executive presence with the ability to engage and influence senior customer stakeholders
• Deep expertise in pipeline management, forecasting, and account strategy
• Experience coaching teams on structured sales methodologies (e.g., MEDDPICC or similar)
• Strong analytical and strategic thinking skills, with the ability to translate insights into actions
• Demonstrated ability to lead cross-functional teams and manage complex sales cycles

Education & Location

• BA/BS required
• MBA or equivalent experience strongly preferred; demonstrated ability to build business cases, value maps, and executive-level financial narrative required
• Location: Bloom’s Bay Area Headquarters strongly preferred. East Cost-based candidates may also be considered. Travel required based on customer and team needs