Strategic Account Director

SPAN; San Francisco (CA); On-site; USD 140,000 - 190,000; Full time

Benefits offered by this job

Equity grants

Comprehensive benefits

Transit-accessible office

Team events

Flexible hours

Job summary

SPAN, headquartered in San Francisco, is seeking a Strategic Account Manager to drive partnerships with large nationwide installer partners and scale energy management solutions. You will own both operational execution and strategic roadmaps across executive to field teams.

You will build trusted relationships, manage forecasts, and coordinate with Product, Operations, Marketing to maximize SPAN adoption and installations.

Qualifications

• 7+ years in strategic account management, channel partnerships, or B2B sales/ops in solar/storage or home services.
• Experience managing large, complex partner accounts with forecasting, orders, programs and relationships.
• Comfort working with leaders and cross-functional teams in a large national org.
• Strong commercial instincts with analytical and operational skills for partner integration.
• Technical aptitude selling or supporting hardware and software solutions.
• Ability to build and execute joint program roadmaps with stakeholders.
• Proven ability to operate in a fast-paced startup environment.
• Team player with Product, Operations, Marketing collaboration.
• Proficient in Salesforce CRM for forecasting and account management.
• Excellent verbal and written communication skills.
• Positive mindset and passion for scaling residential energy solutions.
• Willingness to travel up to 50%.

Responsibilities

• Drive revenue from SPAN’s largest solar and storage partners and manage related activities.
• Serve as primary contact for partnerships and deliver customized energy solutions.
• Develop fluency with partner operations and align SPAN engagement plan.
• Lead quarterly business reviews with partner counterparts and leadership.
• Track partnership performance across markets and products.
• Define and execute joint programs and integrate into partner operations.
• Coordinate joint roadmaps with Product and release timelines.
• Maximize training and activation events across partner sales org.
• Prioritize markets, events, and messaging with leadership.
• Provide accurate sales forecasts meeting quotas and monitor performance.
• Oversee cadence across forecasts, orders, deliveries, and inventory.
• Collaborate cross-functionally with Product, Operations, Marketing.

Skills

Strategic accounts

Channel partnerships

B2B sales

Forecasting

Cross-functional

CRM aptitude

Communication skills

Travel up to 50%

Tools

Salesforce CRM

Job description

Our Mission

SPAN is enabling electrification for all

We are a mission-driven company designing, building, and deploying products that electrify the built environment, reduce carbon emissions, and slow the effects of climate change.

• Decarbonization is the process to reduce or remove greenhouse gas emissions, especially carbon dioxide, from entering our atmosphere.
• Electrification is the process of replacing fossil fuel appliances that run on gas or oil with all-electric upgrades for a cleaner way to power our lives.

At SPAN, we believe in:

• Enabling homes and vehicles powered by clean energy
• Making electrification upgrades possible
• Building more resilient homes with reliable backup
• Designing a flexible and distributed electrical grid

The Role

The Strategic Account Manager serves a critical role, driving partnership success of SPAN’s largest nationwide installer partners. This role owns and grows partnership outcomes covering both tactical operations and execution as well as strategic program management and roadmap. We are looking for someone who can operate without a playbook and has a passion for seeding and scaling new offerings within a large, complex organization. The right candidate will have experience and comfort operating across every level of a partner organization, from executive leadership to regional sales and field installation teams.

Responsibilities

• Drive overall revenue contribution from SPAN’s largest solar and storage partners, including week-to-week task management, training & sales enablement, marketing & events, product/program roadmap alignment, and strategic initiatives to maximize SPAN adoption and installations.
• Serve as the primary point of contact for the partnership, fostering and maintaining a robust, trusted relationship to understand the partner’s needs and deliver customized energy management solutions that grow their business.
• Develop fluency with partner business operations, reporting structure, and strategic priorities, and ensure ongoing alignment of SPAN engagement plan
• Lead regular business reviews (QBRs/EBRs) with partner counterparts and leadership
• Track partnership performance across various markets, products, and use cases, and steer activation priorities and resourcing accordingly.
• Define and execute joint programs, promotions, and offerings, and integrate them into the partner’s commercial operations.
• Interface with the SPAN Product team to represent partner priorities and feedback, and coordinate joint roadmaps, release timelines, and launch plans.
• Maximize high-impact training and activation events across the partner’s field sales organization.
• Work with leadership to prioritize markets, events, and messaging, and measure the sales and conversion impact of these efforts.
• Provide accurate sales forecasts that meet and exceed quota for the account and monitor performance to ensure financial objectives are met.
• Manage and oversee operational cadence across forecasts, orders, deliveries, and inventory management
• Work cross-functionally with SPAN teams (Product, Operations, Marketing, Finance) to consistently align on strategy and deliver on partnership commitments.

About You

Required Qualifications

• 7+ years of experience in strategic account management, channel partnerships, or B2B sales/operations with contractors in the solar & storage or broader home services industry
• Demonstrated ability to manage a large, complex partner account—balancing forecasting, order management, program execution, and relationship management simultaneously
• Comfort working with corporate leaders and cross-functional teams as well as regional and field-level stakeholders at a large national organization
• Strong commercial instincts, combined with analytical and operational skills to help a partner incorporate SPAN into their business and commercial operations
• Strong technical aptitude with experience selling or supporting both hardware and software solutions
• Ability to build and execute joint program roadmaps and engage key stakeholders to deliver on them
• Ability to get things done in a fast-paced startup environment
• Strong team-player with a proven track record of working effectively with all stakeholders, including Product, Operations, and Marketing
• Proficient in Salesforce CRM with a strong track record of leveraging the tool to support sales forecasting, account, and opportunity management
• Excellent verbal and written communication skills
• Positive mindset and attitude, strong team player, and a passion for rapidly scaling residential energy management solutions
• Up to 50% travel may be required

Bonus Qualifications

• Experience working for a product manufacturer in the renewables or HVAC markets in a two-step distribution sales model
• Experience managing a top-tier or flagship account within a larger channel or partnerships organization

Life at SPAN

Headquartered in San Francisco’s vibrant SoMa neighborhood, we are an eclectic group of creative thinkers who value open communication, teamwork, and a ‘make it happen’ approach to addressing complex challenges.

SPAN embraces diversity and equal opportunity in a serious way. We are committed to building a team that represents a variety of backgrounds, perspectives, and skills.

We’re hiring talented individuals who are driven by success and are passionate about shaping the future of renewable energy. If that sounds like you, we’d love for you to consider joining the rapidly growing team at SPAN.

The Perks:

• Competitive compensation + equity grants at a well-funded, venture-backed company
• Comprehensive benefits: 100% employee premiums for base plans on medical, dental, vision with options for additional coverage. Parental leave up to twenty four (24) weeks depending on eligibility
• Comfortable, sunny office space located near BART and Caltrain public transit
• Strong focus on team building and company culture: Employee Resource Groups, monthly social events, SPANcakes recognition breakfast, lunch, and learns
• Flexible hours, one holiday per month, and flexible time off