Director of Sales

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

📋 Description

• Take ownership of the revenue strategy, pipeline, and forecasting for Engineering Firms and Government/DOT sectors.

• Provide updates to the SVP of Sales and participate in the weekly sales forecasting process.

• Oversee and mentor Account Executives on both teams through deal strategies, pipeline assessments, and forecasting discussions.

• Engage directly in deals when your involvement can positively influence the outcome.

• Develop the Government/DOT sales playbook in collaboration with Marketing and Product teams.

• Implement engineering-firm and government-specific rigor into the existing BANT, MEDDPICC, paid-pilot, and unpaid-pilot sales methodologies.

• Identify and prioritize target accounts among civil design firms, DOT coordination groups, land survey companies, and state/local government agencies.

• Represent CivilGrid at pertinent industry conferences and events to generate new business opportunities.

• Collaborate with Marketing on strategies related to positioning, pricing, materials, and ROI communication.

• Work alongside the utilities sales team on shared accounts and use cases.

• Recruit, hire, and onboard new Account Executives.

• Establish and manage quota, territory, and account-tiering frameworks in partnership with Sales Operations and the SVP of Sales.

• Ensure Salesforce CRM accuracy and maintain forecasting discipline.

⛳️ Requirements

• Over 7 years of experience in B2B sales.

• A minimum of 2 years in a direct sales management position overseeing a team quota.

• Proven history of meeting quotas consistently as both an Account Executive and a manager of a quota-bearing team.

• Experience selling to civil engineering/AEC firms, local or state government entities, DOTs, or in other long sales cycle, technical, consensus-driven purchasing environments.

• Experience functioning as a player-coach in an early-stage company setting.

• Proficient in MEDDPICC, BANT, or similar structured sales methodologies.

• Strong discipline in CRM usage and forecast management; direct experience with Salesforce is advantageous.

• Familiarity with public-sector or quasi-public procurement processes, including RFPs, sole-source justifications, and multi-stakeholder approvals.

• Exceptional written and verbal communication skills.

• Ability to engage effectively with VP/SVP-level economic buyers and Director-level champions.

• Willingness to travel frequently for conferences, customer meetings, and pilot workshops.

• A background in civil engineering, AEC, GIS, or infrastructure is a plus.

• Previous experience at a Seed–Series B startup is a plus.

• Must be legally authorized to work in the United States of America.

🏝️ Benefits

• Significant early-stage equity opportunities.

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

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

• Unlimited paid time off (PTO).

• 401(k) retirement plan.

• A flexible, remote-friendly work environment.

• A high-trust team culture that encourages ownership and allows for meaningful contributions.