Strategic Account Executive, Utility Solutions

Strategic Utility Solutions Account Executive

Location: Seattle, WA

Job Family: edo

Build the future, spark innovation and align your career with purpose. McKinstry is innovating the waste and climate harm out of the built environment and creating lasting impact. Together, we're building a thriving planet. Buildings are a leading contributor to the climate crisis, generating nearly 40% of total global energy-related carbon emissions. We're making a lasting impact on our industry and within our communities by addressing the climate, affordability and equity crises through:

• renewables and energy services
• engineering and design
• construction and facility services

To get where we're going, we need big thinkers, problem solvers and collaborative mindsets. Does that sound like you?

The Opportunity with McKinstry

We are seeking a Strategic Utility Solutions Account Executive in Seattle, WA. The Senior Utility Solutions Account Executive leads strategic utility accounts, builds executive-level relationships, and drives larger/more complex procurements. This role manages $500k+ deals, contributes to Edo's long-term pipeline, while representing Edo as a thought leader in the energy and utility sector. In addition to business development, this role requires strong technical fluency in grid-interactive buildings, demand response, distributed energy resources (DERs), and energy efficiency program design, as well as the ability to act as a trusted advisor on demand-side management (DSM), customer engagement, and energy technology platforms.

Additional responsibilities include:

• Manage million-dollar sales opportunities with utilities and contributes to Edo's long-term sales pipeline.
• Mentor junior Utility Solutions Account Executives and support their professional development.
• Assist with development and implementation of go-to-market strategies.
• Represent Edo at conferences, panels, and industry events to generate visibility and new opportunities.
• Lead strategy and preparation for responses to RFPs and RFIs, ensuring competitive positioning.
• Translate utility customer needs into technical and programmatic requirements that Edo's delivery and engineering teams can execute.
• Collaborate with internal teams to shape proposals and deliver customer-focused solutions that align with regulatory frameworks (e.g., PJM, IESO, NYSERDA, Act 129).
• Work cross-functionally with technical teams to scope, design, and propose solutions involving:
• Building automation and controls integration.
• Building system optimization including: HVAC, thermal storage integration, and battery.
• Distributed energy resource management systems (DERMS) and utility DR platforms integrations.
• Flexible load management, daily load shift and demand response, and energy efficiency programs.

What You Need to Succeed at McKinstry

Bachelor's degree or equivalent experience (advanced preferred). 12+ years of B2B sales experience, including 8+ years of utility sales experience. Proven track record of closing $500k+ opportunities. Strong skills in strategic account leadership and executive engagement. Strong organizational and communication skills. Technical fluency in energy efficiency, demand response, DER integration, building automation systems, and regulatory environments. Ability to translate complex technical offerings into compelling business value for utility clients. Excellent presentation, communication, and proposal strategy development skills. Comfortable working in MS Office (Word, PowerPoint, Excel, Teams) and CRM tools (e.g., Salesforce). Standard office working conditions. Ability to sit/stand at a desk for long periods. Up to 40% - 50% seasonal travel for client meetings and industry event.

PeopleFirst Benefits

When it comes to the basics, we have you covered:

• Competitive pay
• 401(k) with employer match and profit-sharing plan
• Paid time off and holidays
• Comprehensive medical, prescription, dental, and vision with low or zero deductible options and low out of pocket maximums

People come first at McKinstry, and we go beyond the basic benefits with:

• Family formation benefits, including adoption and IVF assistance
• Up to 16 weeks paid parental leave
• Transgender inclusive benefits
• Commuter benefits
• Pet insurance
• "Building Good" paid community service time
• Learning and advancement opportunities via McKinstry University
• McKinstry Moves onsite gyms or reimbursement for remote workers

The pay range for this position is $102,600 - $164,700 per year; however, base pay offered may vary depending on job-related knowledge, skills, and experience. A bonus may be provided as part of the compensation package, in addition to a full range of medical, financial, and/or other benefits, dependent on the position offered. Base pay information is based on market location. The McKinstry group of companies are equal opportunity employers. We are committed to providing equal employment opportunities to all employees and qualified applicants without regard to sex, gender identity, sexual orientation, age, race, color, creed, marital status, national origin, disability, veteran status, genetic information or any other basis protected by law. This policy applies to all terms and conditions of employment including, but not limited to employment, advancement, assignment, and training. This commitment to Equal Employment Opportunity is made equally as a social responsibility and as an economic and business necessity. McKinstry is a drug-free workplace. Employment is contingent upon successfully passing a pre-employment drug and alcohol test, complying with the requirements of the Immigration Reform and Control Act and a Confidentiality Agreement, in addition to successful outcomes of background and reference checks. Applicants for this role will only be considered if they possess current US Work Authorization, and do not require employer-sponsored VISA support to begin or remain in this role.