DLB Associates · 9 hours ago
Account Executive - Critical Infrastructure
United States
Full-time
Onsite
Senior Level, Lead/Staff
$121K/yr - $145K/yr
8+ years expDLB Associates is a company delivering turnkey BAS & EPMS solutions for mission-critical colocation and hyperscale data centers. The Account Executive – Critical Infrastructure will lead client acquisition and revenue growth strategies for automation projects, managing relationships and driving the sales lifecycle from prospecting to contract negotiation.
Association
Responsibilities
Own revenue generation for mission-critical BAS, SCADA, OT network, and central plant integration scopes
Develop and execute account strategies for hyperscale and colocation data center clients
Identify and qualify new opportunities through outreach, industry relationships, and market intelligence
Lead pursuit efforts from initial engagement through award, ensuring a clear win strategy
Partner with internal teams to position STC as the preferred automation integrator
Build trusted relationships with owner representatives, EPCs, GCs, and major trade partners
Lead executive-level meetings, site visits, and technical solution discussions
Maintain long-term account plans that drive repeat business and campus expansion work
Represent STC at key industry events, conferences, and client networking opportunities
Coordinate closely with estimating and engineering to support RFP responses and pricing development
Translate client needs into actionable scopes, budgets, and schedules
Ensure smooth handoff from business development into execution teams
Support contract negotiations and risk reviews prior to project award
Track hyperscale market trends, competitor activity, and evolving client delivery models
Identify new service-line opportunities such as enterprise monitoring, AI-driven alarming, or CPO optimization
Support strategic partnerships with OEMs, technology providers, and subcontractor networks
Contribute to leadership planning around target accounts, regions, and vertical expansion
Maintain accurate CRM activity, pipeline tracking, and revenue forecasting
Provide weekly/monthly KPI reporting on bookings, pursuit volume, and conversion rate
Ensure sales efforts align with organizational goals and financial targets
Identify opportunities and lead the strategic use of technology, digital platforms, and AI-enabled tools to enhance efficiency through workflow automation, reduced manual effort, and improved accuracy in forecasting, documentation, reporting, and quality processes
Support adoption of emerging technologies - including advanced analytics, data visualization tools, and digital construction management platforms - to strengthen readiness, quality assurance, and project controls
Collaborate with internal teams to ensure technology solutions align with DLB standards for data security, privacy, and operational integrity
Promote a culture that embraces innovation, continuous improvement, and the strategic use of technology to optimize performance and scalability
Qualification
Required
Knowledge of hyperscale, collocation, and mission-critical infrastructure markets, including buying cycles and customer requirements
Working knowledge of building automation systems (BAS), PLC/DDC controls, SCADA platforms, OT networks, and central plant systems
Knowledge of commercial contracting principles and deal structures for large, complex projects
Awareness of emerging AI tools and technologies that support sales efficiency and market intelligence
Proven sales skills with demonstrated success in mission-critical and infrastructure-focused environments
Strong negotiation and contract structuring skills for high-value, enterprise-level engagements
Effective client-facing communication skills, with the ability to translate technical solutions into clear, persuasive value propositions for executive audiences
Relationship-building skills across clients, partners, and internal stakeholders
Proficiency in Salesforce or comparable CRM platforms and the Microsoft Office Suite
Ability to operate independently and manage priorities in a fast-paced, remote work environment
Ability to leverage AI and emerging technologies to streamline workflows, optimize operational processes, and contribute to company-wide innovation
Ability to influence decision-makers and maintain executive presence throughout the sales cycle
Ability to build trust and sustain long-term relationships with diverse stakeholders
Ability to adopt and leverage new technologies and innovative tools to enhance sales performance and insight
Bachelor's degree in business, engineering, construction management, or related discipline
Minimum of 8+ years of enterprise or construction technology sales experience
Demonstrated success closing complex, multi-million-dollar deals in critical infrastructure markets
Preferred
Established network within hyperscale, colocation, EPC, or mission-critical construction sectors strongly preferred
Engineering degree or technical background in engineering/construction
Data Center Certifications or other relevant credentials
Familiarity with Uptime Tier Standards and mission-critical delivery models
Benefits
Choice of comprehensive medical plans (including two PPO-style plans and a HDHP w/ HSA option)
Dental and vision plans
Comprehensive medical, dental and vision benefits extended to spouse / domestic partner and dependent children up to age 26
401k with company match and self-directed brokerage account option
PTO including additional paid time off during the last week of the year
Company paid life insurance coverage for employees and their eligible dependents
Short and long-term disability, AD&D coverage
Professional development opportunities, tuition reimbursement and professional licensing assistance
Paid parental leave after one year of employment
Company
DLB Associates
DLB Associates is an engineering consulting company - rendering and design for residential and commercial sectors.
201-500 employees
Funding
Current Stage
Growth StageTotal Funding
unknown2025-12-16Acquired
Recent News
2025-12-30
2025-12-26
2025-12-18
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