VP, Segment Sales Americas

Role Summary 

Energy Exemplar (EE) is seeking a senior Segment Sales Leader to build and scale our presence across four strategic, underpenetrated segments in the Americas: 

• Power Traders & Market Participants 

• Renewable Developers & IPPs 

• Data Centers & Large Loads 

• Consultants & Advisory Firms 

This is a market-building leadership role, not a maintenance role. Unlike the Utility & ISO segment—where EE has an established footprint—these segments represent significant whitespace opportunity requiring new value narratives, buying motions, and ecosystem engagement. 

The Segment Sales Leader will own segment strategy, pipeline creation, and ARR growth across these customer types, working in close partnership with ISO-based field teams, RevOps, Product Marketing, and Partners. The role will directly manage 6 Account Executives and have dotted-line or direct leadership over aligned Customer Success Managers (CSMs). 

Core Responsibilities 

1. Segment Strategy & Market Creation

• Execute the go-to-market strategy for Traders, Renewable Developers, Data Centers, and Consultants across the Americas. 

• Build segment-specific value propositions, use cases, and ROI narratives aligned to EE’s PLEXOS, Adapt2, Playbook & Insights offerings. 

• Identify and prioritize beachhead use cases (e.g., price forecasting, portfolio optimization, data center siting, interconnection analysis, advisory modeling). 

• Establish EE’s point of view in segments where brand awareness is currently limited. 

1. Revenue Ownership & Growth

• Own segment-level ARR targets, pipeline health, and forecast accuracy. 

• Drive new logo acquisition while expanding early wins into repeatable motions. 

• Partner with RevOps to design coverage, quota, and capacity models appropriate for market-building segments. 

• Ensure disciplined execution using EE’s buyer-aligned sales process and Value Selling methodology. 

1. Sales Leadership & Team Development

• Directly manage 6 Account Executives, providing coaching, deal support, and performance management. 

• Set clear expectations for pipeline generation, value selling quality, and account planning. 

• Recruit, onboard, and ramp additional talent as the segment scales. 

• Develop segment-specific sales playbooks and coach reps on navigating complex, multi-stakeholder buying groups. 

1. Customer Success & Expansion Alignment

• Provide leadership (direct or dotted-line) to aligned Customer Success Managers to ensure adoption, renewal, and expansion. 

• Partner with CS leadership to define segment-appropriate engagement models, recognizing differences between transactional, advisory, and enterprise buyers. 

• Drive net revenue retention (NRR) through coordinated expansion plays and outcome-based success planning. 

1. Cross-Functional & Matrix Leadership

• Work in a matrixed GTM model, partnering closely with: 

• ISO / Regional Sales Leaders (local execution & relationships) 

• Product Marketing (messaging, positioning, playbooks) 

• RevOps (forecasting, pipeline analytics, territory design) 

• Partners & Alliances (consulting firms, advisors, ecosystem players) 

• Act as the segment authority internally, representing customer needs to Product and Strategy teams. 

1. Partner & Ecosystem Development

• Build and scale consulting and advisory partnerships (e.g., Brattle, Guidehouse, KPMG, boutique advisory firms). 

• Define co-sell and referral motions that expand EE’s reach without linear headcount growth. 

• Enable partners with EE messaging, demos, and value stories tailored to each segment. 

Success Metrics 

Year 1 (Build Phase): 

• Clear, validated GTM strategy per segment 

• Consistent pipeline creation across all four segments 

• First set of repeatable wins and reference customers 

• Sales team fully enabled and certified in Value Selling 

Year 2 (Scale Phase): 

• Predictable segment-level pipeline and forecast accuracy 

• Strong new-logo contribution to Americas ARR 

• NRR ≥ target through expansion and cross-sell 

• Established partner-sourced pipeline 

Required Experience 

• 10+ years in B2B enterprise or complex solution sales, preferably in energy, power markets, infrastructure, data, or analytics. 

• Proven experience building new markets or segments, not just managing existing revenue. 

• Demonstrated success selling to one or more of the following: 

• Power traders or market participants 

• Renewable developers / IPPs 

• Data center operators or large industrial loads 

• Consulting or advisory firms 

• Experience leading and scaling high-performing sales teams. 

• Comfort operating in matrixed organizations with shared ownership and influence-based leadership. 

Critical Capabilities & Attributes 

• Market builder mindset – thrives in ambiguity, enjoys creating demand where little exists. 

• Strong commercial judgment – knows where to focus and where not to invest. 

• Value-based seller – excels at executive-level conversations tied to outcomes and ROI. 

• Systems thinker – understands how sales, CS, Rev Ops, and partners must work together. 

• Credibility with senior buyers – able to engage CIOs, Heads of Trading, Strategy, and Advisory Partners. 

• Coach and leader – develops talent and builds a culture of accountability and collaboration.