Enterprise Account Executive

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. 

You'll be joining Aurora's enterprise sales team, a seasoned group of sellers who run a disciplined process and genuinely invest in each other's success. The enterprise segment sits at the center of Aurora's growth strategy, so you'll have real visibility and real cross-functional backing from Solutions Architects, BDR, AI BDR team and Marketing. People here are direct, curious, and fired up about the mission. If you care about both the craft of enterprise sales and the clean energy transition, you'll feel at home.

The Enterprise Account Executive is a senior quota-carrying role built for consultative sellers who thrive in complexity. You'll own the full sales cycle for Aurora's largest and most strategic prospects, from outbound prospecting through close, targeting enterprise solar installers, EPCs, and energy companies navigating multi-stakeholder buying processes.

You'll partner closely with Solutions Architects, Account Management, and Marketing to position Aurora as the platform of record for enterprise solar operations. If you're energized by long-cycle deals, motivated by the clean energy transition, and ready to make a real dent in the industry, this role is for you.

• Own and exceed a quarterly and annual ARR quota targeting enterprise accounts

• Lead full-cycle enterprise sales: prospecting, discovery, solution design, stakeholder alignment, negotiation, and close

• Build and manage a healthy pipeline (3x quota coverage) through outbound prospecting, inbound follow-up, and partner-sourced opportunities

• Run disciplined, multi-threaded discovery to understand business pain, technical requirements, and executive priorities

• Partner with Solutions Architects to deliver compelling technical demonstrations, POCs, and solution proposals

• Navigate complex buying committees including C-suite, Operations, IT, and Finance stakeholders

• Develop and execute account plans for named enterprise targets, including whitespace analysis and expansion strategy

• 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 conferences, trade shows (e.g., RE+), and customer events

• Share structured market and competitive feedback with Product, Marketing, and Leadership

• Contribute to playbook development, onboarding materials, and peer enablement as a senior member of the team

• 8+ years of enterprise SaaS sales experience with a track record of closing six-figure ARR deals

• Experience managing complex, multi-stakeholder sales cycles (1-12+ months)

• Strong consultative selling skills and the ability to diagnose business pain and map it to measurable outcomes

• Executive presence and credibility with C-suite buyers across Operations, Finance, and IT

• Proficiency in CRM-driven sales execution (Salesforce preferred)

• Familiarity with solution or value-based selling methodologies (MEDDPICC)

• Excellent written and verbal communication; able to craft compelling proposals and executive business cases

• Self-directed, organized, and accountable to pipeline hygiene and forecast accuracy

• 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