Account Executive – Utilities

This is a fully remote position, open to applicants in California.

📋 Description

• Achieve and surpass sales objectives, backed by a robust and measurable track record of success.

• Oversee intricate enterprise sales processes from initial prospecting to contract finalization, which includes:

• Gaining executive endorsement from engineering, capital planning, and GIS leadership.

• Conducting pilot programs with well-defined success metrics aligned with utility-specific KPIs (such as dig-in reduction, research time, and map request throughput).

• Transitioning successful pilots into long-term enterprise agreements.

• Create innovative and focused outbound marketing campaigns designed for utility buyer personas, including VP Engineering, Capital Portfolio Managers, GIS Directors, and Records Teams.

• Navigate utility procurement frameworks, incorporating security assessments, IT compliance, and vendor onboarding processes typical of regulated utilities.

• Develop persuasive sales collateral, including executive presentations, ROI analyses, and business cases that illustrate quantifiable impacts on capital project delivery and dig-in prevention.

• Sustain stakeholder involvement throughout extensive and intricate utility sales processes, employing patience, persistence, and strategies to expedite timelines related to capital planning and paving moratorium cycles.

• Represent CivilGrid at utility and energy sector conferences with a strategic, results-oriented approach to networking and prospect engagement.

• Utilize and expand an existing personal network within the utility/energy sector to create new opportunities and enhance pipeline development.

⛳️ Requirements

• A minimum of 5 years of enterprise sales experience, demonstrating a strong history of meeting or surpassing sales quotas.

• Proven experience in selling software or technology solutions directly to electric, gas, water, or telecom utilities — this is a non-negotiable requirement.

• Comprehensive understanding of utility purchasing processes: capital planning cycles, IT security assessments, procurement timelines, and approval processes involving multiple stakeholders.

• Established capability to manage complex deals with lengthy sales cycles involving engineering, GIS, IT, and procurement stakeholders.

• Familiarity with the operational terminology used in utilities: capital projects, paving moratoriums, map request fulfillment, dig-in prevention, and GIS/records systems.

• Exceptional communication skills, with the ability to tailor messaging for utility executives, technical personnel, and operational stakeholders.

• Highly competitive, motivated, and results-focused.

• Residing in the US West region.

🏝️ Benefits

• Company-sponsored medical, dental, and vision insurance — including medical plans at no cost to employees.

• Flexible Spending Account (FSA) for health and dependent care.

• Unlimited Paid Time Off (PTO) with a culture that encourages actual usage.

• 401(k) retirement plan.

• A flexible, remote-friendly work environment.

• A high-trust team environment, genuine ownership opportunities, and the chance to engage in the most meaningful work of your career.