Strategic Account Executive - Energy

About the role

Armada is a full-stack edge infrastructure company delivering compute, connectivity, and sovereign AI/ML to some of the world's most remote places. Named one of Fast Company's Most Innovative Companies, Armada's solutions are deployed in over 60 countries globally for organizations ranging from energy to defense. With over $200 million in funding, Armada is backed by top investors such as Microsoft (M12), Founders Fund, and has strategic partnerships including Starlink, Skydio, and NVIDIA. We are looking for the most brilliant minds in the world to join us. Working at Armada means taking ownership, driving autonomy, and delivering impact. You'll tackle challenges that haven't been solved before and help build something transformative from the ground up. What you do here will not only define your career but help further Armada's mission to bridge the digital divide for customers around the world. The Strategic Account Executive - Energy plays a critical role in driving Armada's growth across the European energy sector, including Oil & Gas, Utilities, Power Generation, and Energy Infrastructure. This role is designed for a senior, strategic seller who excels at managing complex, long‑cycle enterprise accounts and building trusted partnerships at the executive level. This position combines strategic account ownership, consultative selling, and deep customer engagement to position Armada's edge computing and AI solutions as mission‑critical platforms for large energy enterprises across Europe. You'll work closely with C‑level stakeholders to solve real operational challenges and deliver measurable business outcomes. This role is instrumental in expanding Armada's footprint across European energy markets and building long‑term, high‑value customer relationships. Territory: Europe Location: Remote - Norway, UK, Netherlands, Ireland What You'll Do (Key Responsibilities) Own and grow a portfolio of strategic energy accounts across Europe, serving as the primary relationship owner and trusted advisor. Drive new revenue by identifying, qualifying, and closing complex enterprise opportunities within the European Oil & Gas, Utilities, and Energy ecosystem. Develop deep executive relationships (C‑suite and VP‑level) within large European energy enterprises. Lead end‑to‑end enterprise sales cycles across multiple countries and regions. Navigate large, multi‑stakeholder buying groups in regulated and infrastructure‑heavy environments. Deliver value‑based presentations clearly articulating the impact of Armada's AI and edge computing solutions on energy operations. Own pipeline strategy, forecasting, and CRM discipline for the European territory. Lead complex negotiations and close high‑value strategic deals. Partner cross‑functionally with product, engineering, and customer success teams to deliver tailored solutions. Ensure strong post‑sale engagement to drive adoption, expansion, and long‑term retention. Stay current on European energy trends, regulations, and competitive dynamics. Operate with high ownership and autonomy in a fast‑moving startup environment. Required Qualifications Bachelor's degree in Business, Engineering, Technology, or related field (advanced degree a plus). 7-10+ years of strategic enterprise sales experience, with a strong focus on energy accounts in Europe. Proven experience managing strategic or named European energy accounts. Strong track record closing large, complex, multi‑country enterprise deals. Experience selling technology solutions (AI, IT infrastructure, edge computing) into energy organizations. Executive‑level communication and stakeholder management skills. History of consistent quota overachievement. Disciplined pipeline management and forecasting capability. Self‑directed, adaptable, and effective in high‑growth environments. Priority Vertical: Energy (Oil & Gas, Utilities, Power, Energy Infrastructure)

Requirements

• Experience selling into regulated European energy markets.
• Familiarity with MEDDPICC, Challenger, or Command of the Message.
• Startup or high‑growth company experience.
• Knowledge of edge computing, cloud platforms, and AI/ML in industrial or energy contexts.
• You're a Great Fit if You're
• A go-getter with a growth mindset. You're intellectually curious, have strong business acumen, and actively seek opportunities to build relevant skills and knowledge
• A detail-oriented problem-solver. You can independently gather information, solve problems efficiently, and deliver results with a "get-it-done" attitude
• Thrive in a fast-paced environment. You're energized by an entrepreneurial spirit, capable of working quickly, and excited to contribute to a growing company
• A collaborative team player. You focus on business success and are motivated by team accomplishment vs personal agenda
• Highly organized and results-driven. Strong prioritization skills and a dedicated work ethic are essential for y

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