Strategic Account Executive - East

Itron, Inc.; Richmond (VA); Hybrid; USD 96,000 - 175,000; Full time

Benefits offered by this job

Paid vacation

401k matching

Employee stock purchase program

Health and wellbeing programs

Hybrid work schedule

Job summary

Itron, Inc. is seeking a skilled Sales Executive to join our Resiliency Solutions team in Richmond, Virginia. In this role, you will exceed sales targets by engaging with enterprise accounts in the energy industry, focusing on Investor-Owned Utilities and other infrastructure sectors. You will manage the sales process from lead generation to closing, ensuring delivery against performance metrics.

The ideal candidate will have over 5 years of proven experience selling enterprise SaaS solutions and a background in the energy industry. We offer a competitive salary range of $96,000–$175,000 annually along with a comprehensive benefits package, including health programs, a hybrid work schedule, and more.

Qualifications

• 5+ years of experience in selling enterprise SaaS solutions.
• Proven track record in net new business sales with consistent delivery against targets.
• Deep experience in the energy industry, ideally with U.S. Utilities.

Responsibilities

• Exceed sales targets by driving new opportunities in enterprise accounts.
• Manage the entire sales process focusing on new business sales.
• Engage with prospects to position Itron solutions efficiently.

Skills

Sales in enterprise SaaS solutions

Business applications knowledge

Communication skills

Interpersonal skills

Empathy and positivity

Passion for technology

Energy industry experience

Education

BA/BS or equivalent

Job description

Itron is innovating new ways for utilities and cities to manage energy and water. We create a more resourceful world to protect essential resources for today and tomorrow. Join us. Itron Resiliency Solutions’ mission is to make communities more resilient. We do this by pairing external data with artificial intelligence to identify areas of high risk and prevent catastrophic loss for utilities and critical infrastructure owners across the country. We are a team of close‑knit engineers, subject matter experts, and business leaders who obsess over problem solving, new technologies, and making a positive impact in our communities. This role reflects Itron’s commitment to customer‑centricity, accountability, innovation, and authentic collaboration across our global organization.

Duties & Responsibilities

• Exceed sales targets by driving new opportunities and selling solutions into enterprise accounts within the energy industry, most prominently the U.S. Investor‑Owned Utilities (IOU) and heavy infrastructure verticals.
• Develop a set of assigned accounts with the mindset of an owner/operator who is accountable for all aspects of business growth and leads cross‑functional pursuit teams to achieve revenue growth.
• Manage the entire sales process to ensure delivery against key performance metrics, with a strong emphasis on new business sales.
• Identify customer buying processes and decision‑making structures; engage senior leadership to define needs and deliver impactful solutions.
• Create and maintain a sales pipeline to ensure over‑achievement.
• Engage with prospect organizations to position Itron solutions through value‑based selling, business case definition, return‑on‑investment analysis, references, and analyst data.
• Generate short‑term results while maintaining a long‑term perspective to maximize overall revenue generation.
• Provide accurate monthly forecasting and revenue delivery.
• Work with management and cross‑functional teams to develop a strategic account plan for each named account, whether a new logo prospect or existing customer account with cross/upsell potential.

Required Skills & Experience

• 5+ years of selling enterprise SaaS solutions with focus on business applications, preferably in the areas of construction, operations, safety, and utilities.
• Successful history of net new business sales (direct), with the ability to prove consistent delivery against targets.
• BA/BS or equivalent.
• Excellent management, organizational, communication (written and oral), and interpersonal skills to interact with all levels of employees/executives and customers.
• Empathetic, positive, and with a strong desire to help customers reach their goals.
• A passion for technology and for being part of an innovative SaaS company.
• Deep (10+ years) experience working in the energy industry (with a strong emphasis on U.S. Utilities) is strongly preferred.

Preferred Skills & Experience

• Experience selling to or partnering with Investor‑Owned Utilities in a regulated market environment.
• Familiarity with field work management, grid resiliency, or AI‑driven operational decision products.
• Established executive‑level relationships across utility operations, safety, emergency management, or capital planning functions.
• Demonstrated ability to translate technical products into customer‑centric value propositions for utility stakeholders.

Benefits Info

This position also includes a competitive benefit package including financial, social, health and wellbeing programs, paid vacation, 401k matching, employee stock purchase program, hybrid work schedule, and more.

The successful candidate’s starting salary will be determined based on permissible, non‑discriminatory factors such as skills and experience and may vary by location. The base salary is $96,000–$175,000 annually. This position is eligible for our Sales Incentive Plan.

Itron is proud to be an Equal Opportunity Employer. If you require an accommodation to apply, please contact a recruiting representative at 1-800-635-5461 or email [e-mail].