EnergyElephant

• Build and maintain internal AI agents and automations that handle recurring product team workflows — backlog grooming, release note drafting, customer feedback synthesis, ticket triage, competitive research, and whatever else we can offload to a well-prompted model • Own backlog and roadmap hygiene across Jira and Confluence, using a mix of human judgment and AI-assisted tooling to keep tickets clean, prioritized, and traceable • Run product analytics and reporting — pulling usage data, surfacing trends, and packaging insights for PMs and leadership in formats people will actually read • Coordinate releases and communications, including release notes, internal enablement materials, and customer-facing summaries, with AI doing the first draft and you doing the editorial polish • Train the organization on AI tooling — develop internal playbooks, run "lunch and learn" sessions, and help non-technical teammates get comfortable using Claude, Claude Code, and our internal agents in their daily work • Maintain product documentation in Confluence, keeping our DUX2 space and related areas current, organized, and discoverable • Support customer feedback loops by aggregating signal from Intercom, Fireflies, and other sources into structured insights the product team can act on • Identify opportunities for new automations and prototype them quickly. If you find yourself doing the same thing twice, your next move is to build the agent that does it the third time • Participate in product team rituals — sprint planning, retros, prioritization exercises — and help make them more efficient with the right tooling

• Owning outbound prospecting from the ground up — researching target accounts, identifying the right decision-makers and influencers, and executing high-volume, multi-touch outreach via phone, email, and social media to build consistent pipeline • Partnering closely with Account Executives to develop targeted account strategies and ensure a seamless handoff from qualified opportunity to active deal — you're not just setting meetings; you're setting your AEs up to win • Hitting and exceeding your numbers — with a quota of 12 qualified, sales-accepted opportunities per month, you'll bring structure and discipline to your day: 50+ dials, zero overdue tasks, and a clean pipeline • Becoming a subject matter resource on EnergyCAP's platform and the energy management landscape — so you can speak confidently to business challenges around energy spend, sustainability reporting, and carbon reduction goals • Leveraging modern sales tools — Salesforce, LinkedIn Sales Navigator, Gong, and AI-powered prospecting — to sharpen your research, personalize outreach, and track activity with rigor • Representing EnergyCAP at trade shows and industry events (approximately 10% travel) — building your network and reinforcing your presence in the energy and sustainability space • Participate in regular 1:1s and call reviews with your manager to continuously sharpen your approach, absorb coaching, and accelerate your development toward a Jr AE or Account Management role

• Define, document, and continuously refine service delivery workflows, including standard units of work and operating procedures • Plan and actively manage team capacity and headcount to balance demand across complex, competing priorities • Own and enforce the one (1) business day SLA for all customer-facing tickets, including real-time queue monitoring and corrective action • Ensure delivery commitments are predictable and consistently met through disciplined prioritization and execution • Monitor and report on delivery performance using metrics, dashboards, and operational reviews • Lead performance management, including goal setting, coaching, feedback, and formal improvement plans • Create and reinforce a culture of accountability, ownership, and measurable results • Manage subcontracted service partners, including coordination, performance tracking, and accountability to quality and turnaround standards • Serve as a primary escalation point for customer delivery issues, leading resolution with clarity and cross-functional alignment • Drive continuous improvement initiatives, including process analysis and time/motion studies • Identify and eliminate operational friction to improve throughput, quality, and team sustainability • Design and implement foundational processes and operating rhythms that enable scalable growth • Partner cross-functionally with Sales, Product, and Customer Success to align priorities and expectations • Translate strategy into execution by supporting organizational change and adoption at the team level

• Owning the full new-logo sales cycle — from self-sourced outbound prospecting through close — driving consistent pipeline growth and exceeding quarterly and annual goals • Building trust with VP and C-level decision-makers across public and private sectors, asking the hard questions that uncover real business pain and presenting outcomes, ROI, and strategic value rather than features • Managing complex, multi-stakeholder deals — aligning buying committees across departments, navigating 6–12 month cycles, and coordinating internal teams (sales engineering, BDRs, customer success, and leadership) to drive consensus and close • Becoming an expert in EnergyCAP's software platform — understanding its technical and strategic value to deliver compelling demos, pilots, and ROI cases • Maintaining rigorous sales discipline — keeping a clean pipeline, accurate forecasts, and a structured quarterly plan, while partnering with BDRs on both inbound and outbound opportunities • Leveraging AI and modern sales technology to sharpen prospecting, accelerate research, and improve communication — you'll be expected to demonstrate how you use these tools as part of your process • Representing EnergyCAP at industry events, conferences, and webinars — positioning yourself and the company as thought leaders in energy management and sustainability

• Resolve audit flags and kickouts quickly and accurately to maintain clean billing data • Retrieve all missing utility bills from vendors and provide clear, timely status updates to customers • Run and deliver recurring reports (Missing Bills, Flag Reports, Kickouts, Bill & Batch Spreadsheets) with precise filtering and on-schedule delivery • Support monthly Bill Pay workflows by ensuring all approved bills are complete and accurate ahead of payment runs • Participate in customer status meetings, communicating bill activity, data quality issues, and progress updates • Document processes, updates, and bill statuses thoroughly to ensure transparency and continuity across the team • Set up new customer onboarding workflows for audits, retrieval, and Bill Pay activities • Maintain and improve Managed Services documentation within Confluence • Contribute to process improvement initiatives that streamline audits, kickouts, retrieval, and bill payment workflows • Support special projects involving customer data cleanup, bulk audit review, or other operational needs

• Provide day-to-day people leadership for two engineering teams, including coaching, 1:1s, feedback, and support for engineers at all levels • Partner closely with Product Management, Architecture, and Technical Leadership to align priorities, planning, and delivery • Facilitate and reinforce effective team practices such as planning, retrospectives, and continuous improvement • Remove blockers and address team-level challenges that impact focus, morale, or delivery • Own hiring, onboarding, performance reviews, and promotion recommendations for engineers on your teams • Reinforce Agile@EnergyCAP ways of working, collaborating with the Director of Engineering on change initiatives • Support major product initiatives by aligning team execution with technical direction and business priorities • Build and mature high-performing, long-lived teams through intentional hiring, onboarding, and team design • Drive targeted improvements in delivery, collaboration, and sustainability based on team feedback and outcomes • Lead resolution of complex team challenges or escalations requiring focused leadership and coordination

• Own Bill Retrieval and Bill Review workflows end to end, defining inputs, outputs, handoffs, and accountability across internal teams and BPO partners. • Establish and maintain clear standards of work by documenting workflows, standard units of work, and operating procedures. • Plan and manage delivery capacity and prioritization to meet demand across complex, high-volume billing workflows with minimal backlog and rework. • Monitor and manage delivery performance through metrics, reviews, and operational reporting to ensure commitments are predictable and met. • Lead team performance and accountability, including goal setting, coaching, feedback, and formal performance improvement plans when needed. • Partner closely with BPO leaders to manage day-to-day execution, performance expectations, issue resolution, and shared accountability models. • Lead rollout and adoption of process changes across internal teams and BPO partners, including communication, training coordination, and adherence tracking. • Drive continuous improvement initiatives through process analysis, efficiency efforts, and sustained change adoption. • Serve as an escalation owner for billing-related delivery issues, ensuring clear communication and timely resolution aligned with stakeholders. • Stand up and stabilize billing workflows, including defining operating models, success metrics, and escalation paths. • Implement standard units of work and time-and-motion studies to improve predictability and throughput. • Lead efficiency and capacity optimization initiatives without increasing headcount. • Design and roll out service delivery operating rhythms and performance frameworks. • Support organizational change initiatives by translating strategy into executable delivery plans. • Ensure long-term workflow maturity, sustaining improvements rather than delivering one-time fixes.

• Manage and grow assigned customer accounts through proactive engagement that drives retention, satisfaction, and long-term value. • Own account revenue by delivering consistent performance against ARR and quota targets through renewals and expansion execution. • Build and manage pipeline within your accounts by identifying, qualifying, and advancing upsell/cross-sell opportunities. • Support renewals end-to-end including timelines, customer communication, negotiation support, and internal coordination to ensure on-time renewal completion. • Maintain accurate CRM data and forecasting visibility across pipeline, renewals, account status, and revenue expectations. • Lead strategic account planning and quarterly business reviews to track goals, align on outcomes, and uncover additional growth opportunities. • Partner cross-functionally with Sales, CSM, Support, Marketing, RevOps and Finance to resolve customer needs and drive customer and business outcomes. • Support strategic initiatives and priority projects including complex renewals, multi-year agreements, pricing or contract updates, and process improvement efforts.

• Own the end-to-end renewal process for 720+ customer accounts, representing approximately $28M in recurring revenue • Proactively engage customers 120 days ahead of renewal, setting expectations and guiding them through the renewal journey • Prepare and deliver renewal contracts, quotes, and documentation with a strong focus on accuracy and completeness • Drive renewals to completion through consistent weekly and monthly follow-ups, ensuring renewals close ahead of expiration • Serve as a primary point of contact for customers, providing clear, professional, and timely communication via email and phone • Maintain accurate renewal tracking, forecasting, and reporting to support revenue visibility and a 93% GRR goal • Collaborate cross-functionally with Sales Account Managers and Revenue Operations to ensure smooth handoffs and fast issue resolution • Ensure all customer agreements are active and compliant, with accurate contract records maintained in Salesforce