BPS Account Executive
Posting Date: 2/4/26
About the Role: SBW Consulting is seeking an experienced sales professional to originate, develop, and close business and serve as the point of contact for key account clients for SBW's Building Performance Standards (BPS) compliance and building energy performance services. This role serves commercial and multifamily building owners and managers across the Pacific Northwest. This is a quota-carrying role responsible for generating new revenue, building a robust sales pipeline, and expanding client relationships from initial prospect through contract signature and ongoing account growth.
Key Responsibilities
Sales Development & Pipeline Management
Own the complete sales cycle: prospecting, discovery calls, needs analysis, proposal development, presentations, negotiation, and contract close for BPS and building performance projects
Identify and engage priority building owners , asset managers, and operators in the Pacific Northwest whose portfolios are affected by building performance and emissions regulations.
Generate qualified leads through outbound prospecting (phone, email, LinkedIn, direct outreach), industry events, utility programs, city initiatives, and professional associations
Own a portfolio of client accounts after initial sale , ensuring satisfaction, renewal, and growth across additional buildings and client-needed services
Maintain accurate and timely CRM records ; forecast pipeline activity, conversion rates, and revenue; report weekly/monthly on performance vs. quota and sales metrics
Client Engagement & Solution Development
Lead discovery and sales meetings with C-suite executives, facility directors, asset managers, and ownership groups to understand building portfolios, compliance timelines, capital priorities, and decision-making criteria
Translate client needs and pain points into clear value propositions for SBW's energy audits, BPS compliance roadmaps, measurement & verification, and performance optimization services
Collaborate closely with SBW's technical team (engineers, energy analysts) to scope work, develop priced proposals, and build business cases that address both compliance and financial objectives
Successfully negotiate contract terms , pricing, and service levels to close deals profitably
Market Presence & Account Expansion
Represent SBW at industry conferences, utility-sponsored events, real estate association meetings, and local government briefings to build brand visibility and generate inbound leads
Develop relationships with key influencers (utilities, ESCOs, government program managers, consultants) who advise building owners on energy and compliance matters
Identify and pursue expansion opportunities within existing client accounts (additional buildings, expanded scope, ongoing advisory services)
Provide market intelligence and customer feedback to inform SBW's service offerings, pricing strategies, and marketing messaging
Qualifications
Required Qualifications
At least 5 years of professional experience in outside sales, business development, or account management in commercial real estate, engineering or construction services, professional services, or related industries
Existing network and demonstrated success selling to building owners, property managers, facility operators, or real estate companies in the Pacific Northwest
Sales achievement track record
