Unicorn
Account Executive
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About our client
Our client is a top-tier climate VC-backed B2B energy tech platform building the products that make clean, renewable power simple for businesses everywhere. The energy transition is a huge and vital opportunity. However, right now the energy industry is complex, inefficient and opaque, especially for commercial and industrial companies. That friction is slowing down the energy transition.
They are fixing that!
They're building the AI-native energy orchestration platform for a renewables-first grid, to enable radically cheaper and cleaner electricity for industrial businesses. With abundant intelligence due to AI, the bottleneck becomes access to cheap, clean and secure power. They're excited to use technology to help their customers deploy and utilise more renewable energy and fast forward the energy transition.
To do that, they're building a team of exceptional talent that's serious about creating something meaningful. People here bring experience from some of the world's fastest growing startups, world-renowned companies and Tier 1 investors such as Index Ventures, KRY, McKinsey & Company, the UN and the BBC.
They work hard and enjoy what they do, but most importantly, they've built an environment and culture they are truly proud of.
💼 Role: Founding Account Executive (AE)
They're looking for a driven Founding Account Executive to help our client acquire and retain energy generators across the UK.
This is a full-cycle commercial role. You'll own a territory, create opportunities, run discovery calls, negotiate contracts and help build our client's commercial playbook from the ground up. You'll be involved across the end-to-end sales process, from opening conversations with energy generators, to understanding their site and commercial needs, to agreeing and negotiating contracts. You will have real ownership of your territory and be responsible for mapping your route to target.
This is not a role for someone who wants a corporate playbook handed to them. They're looking for someone who thrives in a flat, fast-moving startup environment, believes in a "best idea wins" culture and wants to have a meaningful impact. You should be excited by the idea of building something important, learning constantly and looking back in 10 years knowing you helped build something that mattered.
🚀 The opportunity:
You'll join our client at a critical stage in their journey, as they scale a commercial team that has already hit their 12-month target within 6 months.
From day one, you'll have the chance to:
- Make a real impact in a small but growing team with big ambitions.
- Own meaningful commercial responsibility early.
- Help shape how our client signs up generators at scale.
- Build the closing playbook for a new and fast-growing market.
- Grow your career as the team scales, they've 2.5x'd headcount in the team over the last 12 months and expect lots of exciting opportunities to open up over the next 12 months
- Help build a modern commercial function in the AI era.
- This is a rare opportunity to combine field sales, climate impact and startup ownership.
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🛠️ Day-to-day responsibilities
Overview
This is a full-cycle commercial role focused on creating qualified pipeline, closing opportunities and building long-term relationships with energy generators. You'll work closely with the commercial team to define ICPs, build target lists, run outreach, close business and improve their sales playbook. This is a field-heavy role. At key points in the year, you may spend 2–3 days per week on the road meeting generators, visiting sites and building relationships face-to-face. If you enjoy getting out from behind a desk and understanding real businesses in the real world, this role will suit you.
Prospecting & outbound
- Territory planning/Deep research: build lists, segment accounts, and enrich data (contacts, context, triggers, buying signals). Being innovative and creative in prospecting research.
- Outbound execution: book meetings using multiple channels, including cold calling, email, LinkedIn, partnerships, field activity, and creative approaches (carrier pigeons still welcome).
- Messaging & experimentation: test sequences, talk tracks, and positioning. Share what's working and iterate quickly.
Closing Business
- Deep discovery & qualification: run strong discovery with generators to understand their site, export position, current contracts, decision process, commercial priorities, and pain points. Qualify opportunities properly so time is focused on the deals most likely to close.
- Commercial positioning, proposal & negotiation: tailor our client's proposition to each customer, clearly explain the commercial value, handle objections, manage pricing/proposals, and negotiate terms through to a signed agreement.
- Deal ownership & pipeline management: own opportunities from qualified meeting to close, mapping stakeholders, setting clear next steps, managing risks/blockers, keeping CRM updated, and forecasting accurately what will close, slip, or need support.
Retaining business: (after 9 months)
- Over time, once you have built and closed your own book of accounts, you'll stay close to those customers to support retention, renewals and expansion.
- Relationship ownership & trust building: build long-term relationships with generators after the contract is signed, staying close to their business, understanding what matters to them, and becoming a trusted commercial partner. You're not customer support, but a consultant.
- Account growth & renewal management: make sure customers continue to see value from our client, manage renewal conversations, spot expansion opportunities, and identify ways to deepen the relationship over time.
- Customer feedback & product insight: understand customers' daily challenges, gather feedback on what is working or missing, and feed those insights back into product, operations, and the wider commercial team so our client keeps improving.
CRM hygiene & reporting
- Maintain best-in-class CRM hygiene: accurate notes, activity logging, dispositions, and next actions.
- Track and report outreach activity and outcomes (dials, connects, replies, meetings booked, qualified opps).
- Keep a clear and honest view of pipeline quality, close dates, risks and required support.
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Market insights
- Be the eyes and ears of the team: bring back feedback on objections, competitor mentions, pricing, product gaps and what resonates in the market.
- Help our client learn faster by sharing what you're hearing from generators every week.
- Contribute to how they improve messaging, qualification, product positioning and their overall commercial motion.
🧩 What experience you bring
- 4+ years in a sales role: minimum 1–2 years as an outbound SDR/BDR + 1-2 years in a closing role.
- Proven ability to initiate conversations with new prospects (cold outreach, networking, partnerships, etc.)
- Strong communication skills, you can engage people clearly and confidently over phone, email, and in person
- Evidence of being target-driven and competitive (sales targets, sports, academics, or similar)
- Comfortable working in a high-volume, fast-paced outbound environment
- Highly organised with strong attention to detail (CRM hygiene, follow-ups, managing multiple threads)
- Creative and resourceful in how you approach problems and prospecting
- Self-motivated with a strong sense of ownership, you don't wait to be told what to do
- Must have a valid driving licence
Desirable
- Exposure to energy, renewables, infrastructure, or industrial B2B
- Experience in a fast-growing startup.
🤘Who you are
- Curious, pragmatic and outcome-driven.
- Great at building relationships; you genuinely love being around others and learning their stories.
- Incredibly dynamic and adaptable. You love ambiguity, new challenges daily and can be versatile within a thriving startup environment.
- You naturally take the initiative and drive results.
- You are energised by early-stage businesses.
- You have a strong bias toward action and having an impact quickly. You want to get sh*t done.
- You have buckets of grit.
- You are a self-starter and autonomous in your way of working, but ultimately believe a team can get further together than any individual.
- You communicate clearly and keep things as simple as possible.
- You want experience across a wide range of responsibilities.
- You're looking for a career-defining opportunity.
🌱 What you can expect from them
- A dynamic and fast-changing environment with incredible responsibility and autonomy
- Working directly with and learning from experienced startup founders who've invested in and scaled businesses up to several billion dollars in valuation
- The ability to build and own something from the very beginning
- Working on market-leading and genuinely impactful products that help solve the climate crisis
- A kick-ass team of colleagues
- They value in person time at their office in London but offer hybrid/flexible working
- Competitive compensation based on candidate profile with generous employee equity
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