Strategic Account Executive - Oil & Gas

Why This Role Matters

This isn’t just another sales role. This role will provide input on strategy and growth while providing our customers with solutions that help keep North America running. Our leadership is looking for a true utilities professional to make an impact on OPSWAT and our customers business!

What You Will Be Doing

• Own a named account list across upstream, midstream, and downstream oil and gas, and build a territory plan that ranks accounts by operational risk, regulatory pressure, and expansion potential

• Run the full sales cycle from first meeting to signature, including multi-year enterprise agreements and site-by-site expansion inside a single operator

• Sell to both sides of the house — CISO (Chief Information Security Officer) and IT security leadership on one side, plant managers, control systems engineers, and OT security leads on the other — and translate fluently between them

• Maintain extensive account and opportunity detail in OPSWAT’s CRM, including account win plans, customer touchpoints, sales inhibitors, etc.

• Forecast and report revenue projections accurately to management.

• Collaborate with channel partners to identify and jointly pursue new clients.

• Develop thought leadership and a trusted advisory relationship with your partners, customers, and prospects.

• Develop and execute sales strategies and tactics to sell OPSWAT products, solutions, and services to exceed your sales quotas.

• Overachieve on annual quota, measured quarterly.

• Bring field intelligence back to sales engineering, product, and marketing — what operators are being asked to solve, what competitors are promising, and where the roadmap should go next

What We Need From You

• Direct experience selling into oil and gas, petrochemical, or heavy industrial accounts, and a working understanding of how upstream, midstream, and downstream operations differ

• Credibility with OT and engineering stakeholders — you can hold a conversation about control system architecture, turnaround windows, and change management without a sales engineer in the room

• Ten or more years of enterprise or strategic account sales experience, with a consistent record of exceeding quota on complex, seven-figure deals

• Bachelor’s degree (preferred, not required) or relevant work experience.

• Experience building a territory from a named account list rather than inheriting a mature book

• History of overachievement, evidenced by multiple President’s club and/or MVP awards.

• Strong knowledge and utilization of MEDDIC and other selling methodologies.

• Established relationships across the Houston energy corridor, or a credible plan to build them quickly

• Comfort operating across a matrixed team of sales engineers, channel managers, and product specialists on a single pursuit

OPSWAT is an equal opportunity employer. We celebrate diversity and are committed to providing an environment where equal employment opportunities are extended to all employees and applicants, free of discrimination and harassment of any type. All employment decisions are based on individual qualifications, job requirements, and business needs without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other category protected by federal, state, or local laws.

Recruiting Agencies: we do not accept unsolicited resumes from third party agencies for any of our open positions. To submit resumes for our jobs, there must be a recruiting contract approved by our legal team and endorsed by both parties. We are currently not accepting additional 3rd party agencies at this time.