Sales Executive — Mid-Atlantic

JOB OVERVIEW

The Sales Executive for the Mid-Atlantic reports to Jim Allan, VP of Sales, and owns a region that contains the largest data center market in the world alongside one of the most consequential federal and defense clusters anywhere. Northern Virginia load growth, PJM capacity pressure, and federal resilience requirements are all creating demand for power that arrives fast and moves when the mission moves. You will run full-cycle, consultative B2B sales from prospecting through close, working utilities, hyperscale and colocation data centers, federal and defense accounts, EPCs, and rental partners. You will have the autonomy to build the territory the way you think it should be built, backed by an experienced national sales team, a product with live deployments and referenceable customers, and a direct line to leadership. This is a remote role based in the Mid-Atlantic, with travel across the territory expected 40% to 60% of the time.

The following skills, experience, and credentials are what we think are necessary to succeed in this position. If you possess many but not all of these, you are encouraged to apply anyway because you may possess additional skills and experience that could provide value to NOMAD and our customers in ways we have not imagined.

RESPONSIBILITIES

• Build and own the Mid-Atlantic territory plan covering Virginia, Maryland, Washington DC, Pennsylvania, New Jersey, and Delaware, including account segmentation, target lists, and a quarterly pipeline strategy you present to leadership.
• Run full-cycle consultative sales from first outreach through contract close, including discovery, technical scoping with Engineering, proposal development, pricing, and negotiation.
• Pursue hyperscale and colocation data center accounts across Northern Virginia and the broader region for bridge power, construction power, and grid-constrained expansion use cases.
• Develop relationships across utility resource planning, distribution engineering, procurement, and storm response groups at Mid-Atlantic utilities operating in the PJM footprint.
• Build a federal and defense pipeline across military installations, federal agencies, and their prime contractors, including work through GSA schedules and other federal contract vehicles.
• Translate customer power problems into system configurations, working with Applications Engineering to size units, model duty cycles, and validate interconnection assumptions.
• Build and manage a partner channel of rental houses, EPCs, and equipment dealers to extend territory coverage.
• Represent NOMAD at industry events, utility conferences, defense expos, and customer sites across the territory.
• Maintain accurate pipeline, forecast, and account activity in the CRM, and deliver a forecast leadership can plan production against.
• Feed market intelligence back to Product and Engineering on competitive positioning, pricing pressure, and emerging use cases.
• Track regional developments that create demand, including PJM interconnection queue dynamics, utility solicitations, data center moratoriums, and federal resilience mandates.
• Adhere to quality and safety standards on customer and job sites.

REQUIRED SKILLS

• Consultative selling into technical buyers. You can hold a credible conversation with an engineer about power requirements and with a contracting officer about terms, often in the same meeting.
• Excellent communication skill, both written and verbal. This starts with the ability to actively listen, consider a customer's point of view with an open mind, and communicate your ideas respectfully. You will write proposals, responses to solicitations, and executive summaries that stand on their own.
• Ability to prospect from a cold start. This territory has no inherited book of business, so you need a repeatable method for finding and opening accounts.
• Comfort with technical fundamentals of electrical power: kW versus kWh, three-phase power, voltage levels, interconnection basics, and how a battery system pairs with or displaces a generator. You do not need to be an engineer, but you need to be fluent.
• Disciplined pipeline management and forecast accuracy. You keep the CRM current because you use it, not because you were asked.
• Ability to navigate long, multi-stakeholder buying cycles including utility procurement, federal contracting, and enterprise data center purchasing.
• Self-direction. You will work remotely, set your own week, and be measured on outcomes.
• Collaboration across functions. You will pull in Engineering, Operations, and Finance to close deals, and you make that easy for them.

REQUIRED EXPERIENCE

• 5+ years of full-cycle B2B sales into utilities, energy, critical infrastructure, or data center markets.
• Demonstrated record of opening new accounts and building territory from a low base.
• Experience selling capital equipment, energy systems, or infrastructure services with six or seven figure deal sizes.
• Experience responding to RFPs, RFQs, and utility or government solicitations.
• Existing relationships in the Northern Virginia data center market, PJM-area utilities, or federal and defense accounts is a strong plus.
• Experience selling to federal customers through GSA schedules, IDIQs, or prime contractors is a plus.
• Experience with energy storage, power generation, power rental, or microgrid products is a plus.
• Familiarity with cooperative purchasing vehicles such as Sourcewell is a plus.

REQUIRED CREDENTIALS

• Bachelor's degree, or equivalent professional experience.
• Valid driver's license and the ability to travel throughout the territory.
• Ability to obtain base access credentials for federal and military site visits.

PHYSICAL REQUIREMENTS

• Ability to communicate orally with customers, vendors, and co-workers.
• Hearing and vision within normal ranges, with or without corrective lenses or an assisted hearing device.
• Frequent travel by car and air throughout the territory, including overnight stays.
• Regular visits to active job sites, substations, data center campuses, and military installations, requiring the ability to walk uneven terrain and wear PPE for specific tasks.
• Some lifting is expected; occasional exertion of up to 25 lbs. of force may be required.

COMPENSATION

$100,000 – $150,000 base, plus uncapped commission

Base annual salary depending on experience, with uncapped commission on closed business. The final offer reflects skills, experience, and overall fit. Benefits include medical, dental, and vision coverage, a 401(k) with company match, and a travel and expense allowance.