VP Sales Market Segments (Trading/IPPS)

About Energy Exemplar

Founded in 1999 in Adelaide, Australia, Energy Exemplar delivers an award-winning software portfolio that includes the PLEXOS, Aurora, and Adapt2 platforms. Our mission is to empower transformative energy decisions and help stakeholders across the entire energy value chain plan and execute for a sustainable energy future with unprecedented clarity, speed, and innovation.

How We Work

Energy Exemplar is growing fast and values ownership, integrity, and innovation. We trust our team to deliver great results from any location, support work‑life balance, and empower initiative, problem‑solving, and impact for all employees.

Role Summary

Senior Segment Sales Leader – Americas

The Segment Sales Leader will build and scale our presence across four strategic, underpenetrated segments: Power Traders & Market Participants, Renewable Developers & IPPs, Data Centers & Large Loads, and Consultants & Advisory Firms. This market‑building leadership role will own segment strategy, pipeline creation, and ARR growth, working closely with ISO‑based field teams, RevOps, Product Marketing, and Partners, and will directly manage six Account Executives and have dotted‑line or direct leadership over aligned Customer Success Managers.

Core Responsibilities

• Execute the go‑to‑market strategy for each segment across the Americas
• Build segment‑specific value propositions, use cases, and ROI narratives aligned to EE’s PLEXOS, Adapt2, Playbook, and 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 limited
• 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
• Directly manage six 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
• Customer Success & Expansion Alignment
• Provide leadership to aligned Customer Success Managers to ensure adoption, renewal, and expansion
• Partner with CS leadership to define segment‑appropriate engagement models that recognize differences between transactional, advisory, and enterprise buyers
• Drive net revenue retention through coordinated expansion plays and outcome‑based success planning
• Cross‑Functional & Matrix Leadership
• Work in a matrixed GTM model, partnering closely with ISO / Regional Sales Leaders, Product Marketing, and RevOps
• Act as the segment authority internally, representing customer needs to Product and Strategy teams
• 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
• Predictable segment‑level pipeline and forecast accuracy
• Strong new‑logo contribution to Americas ARR
• Net revenue retention equal to or greater than target through expansion and cross‑sell

Required Experience

• 10+ years in B2B enterprise or complex solution sales, preferably in energy, power markets, infrastructure, data, or analytics
• 5+ years leading high‑performing B2B enterprise sales teams
• 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, data center operators or large industrial loads, consulting or advisory firms
• Experience 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, RevOps, and partners must work together
• Credibility with senior buyers – engages CIOs, Heads of Trading, Strategy, and Advisory Partners
• Coach and leader – develops talent and builds a culture of accountability and collaboration

Energy Exemplar is an equal‑opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all team members. Applications from people of all backgrounds, experiences, identities, and abilities are welcome. If you require accommodations at any stage of the recruitment process, please let us know – we’re here to support you.

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