Account Executive, HydroForecast  

Opportunity

Upstream Tech builds software for making decisions about the planet. We are backed by Hull Street Energy, ENGIE New Ventures, Japan Energy Fund, Breakthrough Energy Ventures, and more.

We are looking for a talented team member to expand the reach and impact of HydroForecast, a global water forecast solution powered by AI and Machine Learning. Upstream Tech has expanded its customer base across private and public utilities and with the federal government on R&D and operational systems. Recently we have added several large customers to our portfolio, including: U.S. Bureau of Reclamation, Ontario Power Generation, and NOAA.

We are seeking a driven sales professional, with a high degree of intellectual capacity and self-awareness, to help grow HydroForecast’s customer and revenue base within North American customers. This individual will inherit a strong book and pipeline and be responsible for executing and expanding across these accounts, as well as unlocking new logos through top of funnel deal development.

We are interested in candidates who understand how to sell business value and solutions, help craft and deliver strong business cases, and are excited to build and grow business in new markets.

The right candidate is driven by our mission, has SaaS/services sales experience, has experience prospecting into and closing enterprise business, and has an understanding of energy markets, energy utilities, water, and/or adjacent infrastructure markets. They should demonstrate excellent independent work ethic and a desire to work closely with a driven, geographically diverse, remote-first team.

The role

This is not a playbook sales role. HydroForecast customers buy forecasts to make operational, financial, and safety decisions. Winning them takes someone who can earn credibility with hydrologists and engineers, and then turn that technical value into a deal the organization can actually buy.

You'll own a book of business across North American energy and water utilities, along with newer use cases such as energy trading. You'll lead deals from first conversation to signature, and you'll often design the commercial structure yourself: how a pilot is scoped, how it turns into an enterprise agreement, and how a contract fits a customer's budget cycle or procurement vehicle.

You'll work closely with HydroForecast's general manager and with our product and customer teams. Your field insight will shape pricing, packaging, and roadmap. We're open to strong candidates at different stages of their careers.

What you'll do

• Own and grow your book. Close renewals and expand existing accounts into new sites, basins, teams, and use cases across utilities and government customers.

• Build new pipeline. Prospect, qualify, and open net-new logos in energy and water utilities, federal and state agencies, and emerging use cases such as energy trading.

• Sell to technical buyers. Run discovery and demos with hydrologists, reservoir operators, and engineers. Discuss forecast skill, model performance, and data integration credibly, and bring in our technical team when a deal calls for it.

• Translate forecasts into value. Build business cases that tie better forecasts to revenue, risk, and operating cost, for example more efficient generation scheduling, better reservoir and flood operations, or a stronger trading position.

• Design creative deals. Structure pilots with clear success criteria and a path to conversion, along with multi-site and enterprise agreements, multi-year terms, partner and reseller arrangements, and contracts that fit government procurement vehicles and budget cycles.

• Run disciplined deal cycles. Map stakeholders and navigate procurement, legal, and security reviews through close, and keep our CRM clean and current.

• Shape the business. Bring market and customer insight to our product team to inform pricing, packaging, roadmap, and forecasts.

• Represent Upstream Tech at conferences and industry events. Most selling happens over video and phone.

What you bring

• A record of closing complex enterprise deals. Typically 3+ years in a quota-carrying or revenue-owning role, selling technical products, data, or services through multi-stakeholder cycles.

• Deals you shaped, not just closed. Examples of structuring pilots, pricing, terms, or partnerships to get past objections or complex sales processes.

• Working knowledge of at least one of our markets:

  • Energy utilities, hydropower, or renewable generation

  • Water utilities, water resources, or flood and reservoir management

  • Federal or state agencies and public-sector procurement

  • Power or commodity markets and energy trading

• Technical fluency and experience in forecasting products/hydrology. You're comfortable reading a hydrograph or a forecast-versus-observed chart, asking good questions about model performance, and holding your own with scientific and engineering buyers. A background in engineering, hydrology, earth science, energy, or another quantitative field is a strong plus.

• Good backgrounds for this role include selling energy, weather, or market data; sales engineering or solutions consulting; and engineering or consulting roles that moved into business development.

• Based in the United States (preferred) or Canada, with authorization to work there.

You'd be a good fit if

• You're curious about how things work, and you enjoy learning a customer's operations well enough to find value they haven't seen yet.

• You see a stalled deal as a design problem and come back with a new structure, not just a discount.

• You build long-term relationships and move at the pace of trust.

• You want to work at a growing, impact-focused company. We measure success by a triple bottom line and put our principles before profits.

• You're a self-starter who makes a plan and executes against it, pragmatically and without sacrificing quality.

• You're humble and empathetic, and you believe honest, direct feedback helps everyone grow.

• You thrive on a remote-first team with teammates across geographies.

If you're passionate about water, climate, and renewable energy, we encourage you to apply even if you don't meet every qualification.

Compensation & benefits

Starting on-target earnings for this role are $175,000 - $250,000, with uncapped commission. New employees also receive equity. Starting pay depends on job-related knowledge, skills, experience, location, and business needs, and this range may change in the future.

Benefits include 4 weeks of paid vacation plus a weeklong winter office closure, and health, dental, vision, and life insurance. We want our team to live full lives outside of work.

Location & travel

Remote. We work over Slack and video, and gather in person several times a year to work, bond, and celebrate our successes.

Travel. Expect to travel for customer meetings and conferences as needed, generally 1–2 times a month.