Senior Director, Sales

At Bloom Energy, our vision for a world powered by clean, reliable, and affordable energy is more than just a dream—we’re making it reality. For over twenty-five years, we’ve been at the forefront of the global energy transition, delivering onsite power solutions that enable critical industries to thrive in a rapidly digitizing, energy‑intensive world. From powering AI‑driven data centers to ensuring resilience for advanced manufacturers, healthcare systems, and utilities, our technology is redefining what’s possible by delivering energy abundance with unparalleled reliability and speed. At Bloom, we thrive on bold thinking, collaboration, and execution. We are seeking exceptional leaders to help scale our impact during the biggest electricity infrastructure buildout the world has seen. Position Summary The Senior Director, Enterprise Sales will lead a team of Account Executives and drive strategic growth across a portfolio of Commercial & Industrial enterprise customers. This role is responsible for owning the team’s pipeline, forecasting accuracy, and deal execution, while coaching Account Executives to originate, develop, and close complex, multi‑million‑dollar energy projects. The ideal candidate is a player‑coach who can operate at both a strategic and execution level—personally engaging in priority deals while building a high‑performing, disciplined sales organization. The role will be based in either Bloom’s HQ in San Jose, regional hubs in Houston and Delaware, or a hybrid involving 1 to 2 weeks a month at HQ. Key Responsibilities Lead and develop a high-performing team of approximately 5 Account Executives, establishing clear expectations, accountability, and a culture of performance. Own the team pipeline and forecasting , ensuring strong coverage, high-quality opportunities, and consistent target attainment. Drive deal strategy and execution , coaching AEs and stepping into critical negotiations to close complex, high‑value transactions. Oversee account planning , ensuring strategies balance near‑term bookings with long‑term growth across key enterprise accounts. Engage directly with senior customer stakeholders , building trusted relationships at the VP and C‑suite levels. Lead cross‑functional execution , coordinating sales, engineering, finance, and commercial teams to advance opportunities. Identify and prioritize opportunities across the portfolio , reallocating resources to maximize conversion and impact. Deliver clear, structured executive communications , including pipeline reviews, forecasts, and strategic updates. Required Qualifications 12+ years of enterprise sales experience in energy, infrastructure, technology, consulting, or related industries. Preferred experience: Leading complex, consultative enterprise sales in environments with multiple stakeholders, long sales cycles, technical and financial decision criteria, and executive-level engagement. Direct energy‑sector experience is preferred but not required; candidates should demonstrate curiosity, learning agility, and commercial judgment to understand energy‑related customer challenges and translate Bloom’s solutions into strategic, operational, and financial value. 5+ years of experience leading and developing sales teams, including direct experience managing multiple Account Executives. Proven track record of closing complex, multi‑million‑dollar deals (>$10m). Strong executive presence with the ability to engage and influence senior customer stakeholders. Deep expertise in pipeline management, forecasting, and account strategy. Experience coaching teams on structured sales methodologies (e.g., MEDDPICC or similar). Strong analytical and strategic thinking skills, with the ability to translate insights into action. Demonstrated ability to lead cross‑functional teams and manage complex sales cycles. Critical Leadership Capabilities Player‑coach mindset with the ability to both lead teams and directly influence high‑priority deals. Strong judgment in balancing growth, profitability, risk, and long‑term customer value. Ability to operate effectively in a fast‑paced, ambiguous environment. Exceptional communication skills with a structured, executive‑ready style. Ability to value‑map complex customer environments and position solutions effectively across financial, operational, and strategic dimensions. AI & Technology Leadership (Required) Demonstrated AI literacy, with the ability to leverage best‑in‑class tools to enhance sales productivity, customer insight, and pipeline development. Experience applying AI‑driven tools and data to improve market reach, account intelligence, and win rates.Ability to scale AI and digital best practices across a team, embedding them into sales processes and workflows. Strong understanding of how technology can be used to drive competitive advantage in enterprise selling. Education & Location BA/BS required. MBA or equivalent experience strongly preferred; demonstrated ability to build business cases, value maps, and executive‑level financial narrative required. Location: One of Bloom’s major hubs: Bay Area, Houston, DC/MA/NY. Travel required based on customer and team needs. #J-18808-Ljbffr Bloom Energy