Senior Director, Sales

101 Bloom Energy; Concord (NH); On-site; USD 200,000 - 288,000; Full time

Job summary

Bloom Energy seeks a Senior Director, Enterprise Sales to lead a ~5-person Account Executive team and own pipeline, forecasting, and deal execution for multi-million-dollar energy projects. The role combines strategic oversight with hands-on closing, and requires strong executive presence to engage senior customer stakeholders.

The ideal candidate has 15+ years in enterprise sales (power generation preferred), plus 6+ years of leadership.

Qualifications

• 15+ years of enterprise sales experience, including power generation industry.
• BA/BS required; MBA or equivalent strongly preferred.
• Demonstrated ability to value-map complex customer environments across financial, operational and strategic dimensions.
• Proven track record of closing complex, multi-million-dollar deals (>$10m).
• Strong leadership, executive presence, and cross-functional collaboration.

Responsibilities

• Lead and develop a high-performing team of Account Executives.
• Own team pipeline and forecasting with strong coverage.
• Drive deal strategy, coaching AEs and closing high-value transactions.
• Oversee account planning for near-term bookings and long-term growth.
• Engage with senior stakeholders (VPs, C-suite) to build trusted relationships.
• Coordinate sales, engineering, finance, and commercial teams to advance opportunities.
• Prioritize opportunities and optimize resource allocation for conversion.
• Deliver structured executive communications, including pipeline reviews and forecasts.

Skills

Enterprise sales leadership

Coaching / team development

Forecasting

Strategic negotiation

Executive communication

AI literacy

Multi-million deals

Education

BA/BS + MBA preferred

Tools

Salesforce CRM

MEDDPICC

Forecasting tools

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

Base Salary: $200,100 - $287,900 Total Compensation (OTE): $500,000 - $735,000, including salary, target sales bonus, and equity.

Sales Incentive Upside: Eligible to earn up to 3x the target sales bonus based on performance.

Salary Ranges: $200,100.00 - $287,900.00

Bloom Energy

Bloom Energy's mission is to make clean, reliable energy affordable for everyone in the world. With roots in NASA’s Mars Program, the company’s founder, chairman, and Chief Executive Officer, Dr. K.R. Sridhar, developed an innovative fuel cell technology that is shifting the energy paradigm and redefining the electric power market.

The Bloom Energy Server is a distributed electric power solution built for the digital age and capable of delivering highly reliable, uninterrupted 24x7 constant power that is also clean and sustainable.

Bloom’s unique on-site power generation systems are among the most efficient on the planet, providing significantly reduced operating costs and producing dramatically lower greenhouse gas emissions.

By generating power where it is consumed, Bloom Energy offers increased electrical reliability and improved energy security, providing a clear path to energy independence.

Some of the largest companies in the world trust Bloom Energy to provide their businesses with clean, reliable and resilient energy. Bloom’s customers include many Fortune 100 companies and leaders in manufacturing, data centers, healthcare, retail, higher education, utilities, and other industries.

The company, headquartered in San Jose, California, is growing quickly and looking to add to its dynamic team. Stay up to date with Bloom Energy through our social channels.