Account Executive - Capturis

Account Executive - Revenue

Department: Capturis

Company Culture

When you join Capturis, you join a team that has been rooted in Mandan, North Dakota for more than 25 years. As part of the Conservice family — the nation's leading utility management provider — we are backed by the strength, resources, and stability of an industry leader, with the agility of a growth-stage business. Our culture is built on collaboration, ownership, and a relentless commitment to our clients in the utility and energy space. We celebrate high performance, invest in mentorship and knowledge sharing, and empower our people to solve complex problems and grow. Our core values model being Curious, Passionate, Servant-Minded and Trustworthy.

Overview & Internal Context

The Account Executive (Portfolio & Client Excellence) is a high-impact, strategic role responsible for the financial health, retention, and growth of a designated squad's client portfolio. Serving as a cornerstone of operational excellence, this role transitions away from individual task-level work to focus on squad leadership, standard operating procedure enforcement, and team capability building.

The ideal candidate is a seasoned client advocate and strategic leader with a proven ability to manage complex enterprise relationships while directly coaching and upskilling Client Account Representatives (CARs). This position ensures that every account in our patch achieves maximum value and that the squad maintains peak performance and revenue stability.

Core Responsibilities

In alignment with the EOS framework defined in the Revenue Organization framework, the Account Executive owns the following core functions for their squad:

• LMA (Lead, Manage, Accountability): Directly lead, manage, and hold the Client Account Representatives (CARs) within your specific patch or squad accountable for their daily results, operational metrics, and performance standards.
• Squad Client Retention & Upsell Goals: Assume full accountability for the financial health, preventative retention strategies, and "Upsell/Expansion" revenue growth across your designated squad's client portfolio.
• Success Playbook Adherence: Enforce strict compliance with our standard customer success playbooks, ensuring that every CAR consistently performs high-quality Business Reviews and regular client Health Checks.
• CAR Mentorship & Skill Development: Serve as the primary mentor and coach for the CARs within your patch, directly sharpening their skills in account strategy, complex negotiations, high-level troubleshooting, and identifying organic expansion opportunities.
• Escalation Management: Act as the primary "Shield" for the squad—stepping in to solve complex client disputes and internal friction with the Response or Support wings so that CARs can remain focused and client-facing.

Internal Qualifications & Requirements

• Proven Account & Portfolio Leadership: A demonstrated track record of achieving and exceeding client management, retention, and portfolio growth targets.
• Mentorship & Coaching Capability: Proven experience in mentoring, coaching, or leading team members in a fast-paced, high-performance customer success environment.
• Strategic Problem-Solving: Strong experience navigating complex enterprise processes, bill payment workflows, and delivering cost savings or sustainability value in the utility and energy space.
• Executive Presentation Skills: Exceptional verbal and written communication skills, with total comfort presenting long-term strategic account maps to corporate senior stakeholders.
• Good Standing & Core Values: Candidate must possess unquestionable integrity, a strong work ethic, and currently have no active or previous history of performance concerns. Adherence to the Capturis values of Curious, Passionate, Servant-Minded, and Trustworthy.

Qualifications & Preferred skills

• 5+ years of progressive experience in Account Management, Account Executive, or Client Success roles, preferably in the utility or energy field.
• Bachelor’s degree in Business, Marketing, Finance, or a related field.
• Familiarity with deregulated U.S. electricity, natural gas markets, and corporate sustainability initiatives.
• Strong technical proficiency with Microsoft Office suite (Excel, PowerPoint, Word, Outlook).
• Comfortable operating within an entrepreneurial, growth-stage, performance-driven environment with multiple competing deadlines.

What Success Looks Like

Your performance as an Account Executive is evaluated against the financial health of your squad execution excellence, team development and creating CAPTURIS FANATICS:

• Consistently hitting or exceeding the squad’s portfolio retention (GRR) and expansion/upsell (NRR) revenue targets.
• Ensuring 100% squad adherence to the Success Playbook, including timely execution of Quarterly Business Reviews (QBRs) and client Health Checks.
• Effectively serving as the squad’s primary shield—resolving internal friction, complex billing issues, and client escalations cleanly.
• Proactively identifying portfolio risk factors early (e.g., account contraction, churn indicators) and implementing swift intervention plans.
• Fostering a strong culture of accountability and continuous improvement by actively mentoring CARs and developing them into high-performing account owners.

• 5+ years of progressive experience in Account Management, Account Executive, or Client Success roles, preferably in the utility or energy field.
• Bachelor’s degree in Business, Marketing, Finance, or a related field.