BPS Account Executive

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

Proven ability to consistently meet or exceed annual revenue targets, activity goals, and KPIs in a quota-carrying role

- Excellent communication and presentation skills

including comfort engaging senior executives, boards, and ownership groups in substantive business conversations

- Strong organizational and CRM proficiency

Ability to manage complex, multi-month sales cycles; proficiency with Salesforce or similar CRM platforms and MS Office suite

- Willingness to travel

within the PNW for client meetings, events, and networking

Preferred Qualifications

- Prior sales or business development experience in energy or energy efficiency services or building performance consulting

- Familiarity with Building Performance Standards, energy code compliance, or energy efficiency services in commercial buildings

- Existing relationships or reputation within the Pacific Northwest commercial real estate, property management, or utilities sector

- Relevant certifications such as CEM (Certified Energy Manager), LEED, or BOC or background in energy/building science

- Experience with ESCOs, utility rebate programs, or government incentive programs for building performance

Compensation & Benefits

Compensation Package

- Base Salary:

$80,000–$95,000 annually, depending on experience and existing PNW network strength

- Sales Commission:

Tiered commission structure on closed BPS and building performance contracts and renewals

- On-Target Earnings (OTE):

$135,000–$165,000 for on-plan performance and quota achievement

- Accelerators:

Enhanced commission rates for exceeding quota and for portfolio-wide or multi-building deals

Benefits Package

- Comprehensive health insurance (medical, dental, vision)

- 401(k) retirement plan with employer matching

- Generous paid time off (PTO)

- Professional development opportunities and training

- Flexible workplace culture with emphasis on work-life balance

Work Location & Travel

- Base Location:

SBW Consulting office in Bellevue, WA preferred; other locations in the NW considered

- Remote/Hybrid:

Flexible working arrangements

- Travel:

Expect periodic travel across Washington and Oregon for client meetings, events, and business development

About our company:

SBW Consulting is an independent, nationally recognized engineering consulting firm providing expertise and service in energy efficiency, resource management, and building performance for over 35 years. We serve utilities, government agencies, commercial and multifamily buildings, and industrial facilities across North America. Our mission is to help society address climate change and economic inequality through more efficient energy and water use.

- High-quality, innovative solutions that drive measurable results

- A close-knit, collaborative team environment

- Employee professional development and promotion from within

- Diversity, equity, and inclusion in hiring and workplace culture

- Flexible and family-friendly working arrangements

Application Instructions

Please submit the following:

- Cover letter

(briefly describing your sales background, PNW network/experience, and interest in BPS/building performance)

- Resume

- Optional:

Work samples, references, or portfolio examples demonstrating sales success

Due to time constraints, we are only able to reach out to qualified applicants.

SBW Consulting is an Equal Opportunity Employer.

We encourage applications from candidates with diverse backgrounds and experiences, particularly those from groups underrepresented in the energy and building sectors.