Description
Dow Jones Energy is hiring a senior commercial leader to drive net-new enterprise revenue and expand strategic, enterprise-wide contracts with global integrated oil companies, major refiners/marketers, and large midstream operators.
This role will focus on closing new enterprise licenses, embedding Dow Jones data and analytics into trading and supply-chain workflows, and converting product capabilities into long-term strategic partnerships.
Key Responsibilities
- Close New Enterprise Revenue: Own and exceed a defined net-new revenue target for assigned Supermajor and midstream accounts
- Targeted Account Expansion: Map and penetrate whitespace across trading desks, optimization teams, risk groups, and procurement to create cross-sell and upsell motion
- Lead Complex Sales Cycles: Manage the full sales lifecycle from prospecting and C-suite engagement through commercial negotiation, MSA/legal review, and contract execution
- Embed in Client Workflows: Build and monetize relationships with Head Traders, Optimization Managers, Risk Directors, Procurement leads, and Chief Economists to secure adoption across business units
- Market Feedback and Product Influence: Capture actionable customer insights and translate them into prioritized product and editorial requests to strengthen our competitive position
- Forecasting and Pipeline Discipline: Maintain accurate CRM records and deliver reliable, data-driven forecasts and pipeline metrics to senior leadership
Qualifications and Experience
- Experience: Demonstrable enterprise sales, strategic account management, or business development with a proven record of exceeding multi-million dollar quotas
- Industry Fit: Experience at energy market data vendors, price reporting agencies, commodity software providers, or commercial divisions of major energy firms is strongly preferred
- Commercial Skills: Demonstrated ability to negotiate large, complex contracts and present to C-suite and senior commercial leaders
- Technical Fluency: Strong understanding of how market data, benchmarks, APIs, and analytics integrate into trading, optimization, and risk workflows
- Tools: Advanced proficiency with Salesforce and modern sales engagement and analytics platforms
Preferred Attributes
- Track record selling enterprise data feeds, API integrations, or ETRM/commodity software
- Experience building ROI models and using usage/consumption data to drive expansion
- Familiarity with AI, advanced feeds, and programmatic data delivery in energy markets