Account Executive - Critical Infrastructure

Position Title: Account Executive – Critical Infrastructure

Position Location: Remote – work virtually from anywhere in the United States

Eligible for Signing Bonus and New Hire Milestone Bonus up to $10k

JOB SUMMARY

The Account Executive – Critical Infrastructure is the owner of Smart Tech Contracting’s client acquisition and revenue growth strategy for hyperscale and colocation data-center automation projects ranging from 10MW to 200MW and budgets of $10M–$150M+ per campus.

The Account Executive will lead the full sales lifecycle—from prospecting and relationship development through contract negotiation and close—building trusted partnerships with hyperscale owners, EPC firms, general contractors, and mission-critical operators.

The Account Executive will interface daily with estimating, engineering, operations, and project management teams to align customer needs with STC’s technical capabilities and commercial strategy. You will drive pipeline development, forecast accuracy, and long-term strategic account expansion across the data center and critical infrastructure market.

This role requires a high level of autonomy, strong commercial instincts, and the ability to operate at speed in a fast-moving, high-stakes environment.

ESSENTIAL FUNCTIONS

Sales & Business Development Leadership (50%)

• Own revenue generation for mission-critical BAS, SCADA, OT network, and central plant integration scopes
• Develop and execute account strategies for hyperscale and colocation data center clients
• Identify and qualify new opportunities through outreach, industry relationships, and market intelligence
• Lead pursuit efforts from initial engagement through award, ensuring a clear win strategy
• Partner with internal teams to position STC as the preferred automation integrator

Client Relationship Management (20%)

• Build trusted relationships with owner representatives, EPCs, GCs, and major trade partners
• Lead executive-level meetings, site visits, and technical solution discussions
• Maintain long-term account plans that drive repeat business and campus expansion work
• Represent STC at key industry events, conferences, and client networking opportunities

Proposal & Preconstruction Collaboration (15%)

• Coordinate closely with estimating and engineering to support RFP responses and pricing development
• Translate client needs into actionable scopes, budgets, and schedules
• Ensure smooth handoff from business development into execution teams
• Support contract negotiations and risk reviews prior to project award

Market Strategy & Growth Initiatives (5%)

• Track hyperscale market trends, competitor activity, and evolving client delivery models
• Identify new service-line opportunities such as enterprise monitoring, AI-driven alarming, or CPO optimization
• Support strategic partnerships with OEMs, technology providers, and subcontractor networks
• Contribute to leadership planning around target accounts, regions, and vertical expansion

Reporting & Forecasting (5%)

• Maintain accurate CRM activity, pipeline tracking, and revenue forecasting
• Provide weekly/monthly KPI reporting on bookings, pursuit volume, and conversion rate
• Ensure sales efforts align with organizational goals and financial targets

Technology, Digital Tools & AI-Enabled Efficiency (5%)

• Identify opportunities and lead the strategic use of technology, digital platforms, and AI-enabled tools to enhance efficiency through workflow automation, reduced manual effort, and improved accuracy in forecasting, documentation, reporting, and quality processes.
• Support adoption of emerging technologies - including advanced analytics, data visualization tools, and digital construction management platforms - to strengthen readiness, quality assurance, and project controls.
• Collaborate with internal teams to ensure technology solutions align with DLB standards for data security, privacy, and operational integrity.
• Promote a culture that embraces innovation, continuous improvement, and the strategic use of technology to optimize performance and scalability.

Completion of Assigned Tasks and Deliverables on Time and on Budget

Performs Other Related Duties as Assigned

POSITION REQUIREMENTS (ADVANCED LEVEL FOR ALL THE FOLLOWING)

• Knowledge of hyperscale, collocation, and mission-critical infrastructure markets, including buying cycles and customer requirements
• Working knowledge of building automation systems (BAS), PLC/DDC controls, SCADA platforms, OT networks, and central plant systems
• Knowledge of commercial contracting principles and deal structures for large, complex projects
• Awareness of emerging AI tools and technologies that support sales efficiency and market intelligence
• Proven sales skills with demonstrated success in mission-critical and infrastructure-focused environments
• Strong negotiation and contract structuring skills for high-value, enterprise-level engagements
• Effective client-facing communication skills, with the ability to translate technical solutions into clear, persuasive value propositions for executive audiences
• Relationship-building skills across clients, partners, and internal stakeholders
• Proficiency in Salesforce or comparable CRM platforms and the Microsoft Office Suite
• Ability to operate independently and manage priorities in a fast-paced, remote work environment
• Ability to leverage AI and emerging technologies to streamline workflows, optimize operational processes, and contribute to company-wide innovation
• Ability to influence decision-makers and maintain executive presence throughout the sales cycle
• Ability to build trust and sustain long-term relationships with diverse stakeholders
• Ability to adopt and leverage new technologies and innovative tools to enhance sales performance and insight

PHYSICAL DEMANDS

The following physical demands must be met by the employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

While performing the duties of this job, the employee is:

• Frequently walking and inspecting construction areas, including ladders, stairs, and uneven terrain
• Exposed to outdoor elements including rain, heat, and cold during jobsite walks
• Occasionally required to lift up to 50 pounds
• Regularly using hands and arms to operate safety equipment or handle materials
• Required to remain in a stationary position for meetings or report writing
• Frequently in PPE and exposed to high-decibel environments

TRAVEL / RELOCATION REQUIREMENTS

• Up to 25% travel, including travel to any or all 50 states
• Must have a valid driver’s license and ability to rent vehicles
• Effective May 7, 2025, and in accordance with U.S. federal regulations, a valid REAL ID (or alternative such as passport) is required for domestic travel
• Travel may occur via car or air depending on project and business needs