Sales Director, Utilities

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

📋 Description

• Oversee a team of five quota-bearing sales professionals: three Strategic Account Managers and two Enterprise Account Executives.

• Refine deal strategies and engage in significant sales pursuits.

• Serve as the executive sponsor for utility leadership.

• Uphold pipeline management and forecasting discipline.

• Recruit, mentor, onboard, and retain sales professionals focused on utilities.

• Conduct one-on-one meetings and deal evaluations.

• Participate in executive meetings, site visits, and pilot assessments, providing constructive feedback.

• Guide pilots into programs, develop business cases for territory-wide dock networks, and navigate sourcing, Master Service Agreements (MSAs), and multi-year contracts.

• Mentor sales efforts across various levels, including operational leaders, executives, and C-suite stakeholders.

• Implement MEDDPICC rigor and ensure forecasting integrity.

• Create collaborative AI workflows for account research, call preparation, RFP responses, and pipeline analysis.

• Design equitable territories and quotas while supporting career advancement.

• Take ownership of the utilities metrics, including pipeline coverage, forecast accuracy, linearity, and monthly executive updates.

• Broaden major utility accounts across operating companies and use cases.

• Scale programs from pilot initiatives to territory-wide dock networks and five-year contracts.

• Collaborate with Solutions Engineering and Inside Sales on account management and routing strategies.

• Support the team’s most significant pursuits without overshadowing the deal.

• Work with Customer Success and Deployment to achieve signed programs and measurable outcomes.

• Provide customer insights, competitive intelligence, and product gaps to Product and Marketing teams.

⛳️ Requirements

• Minimum of 3 years experience leading quota-carrying enterprise sales teams as a first-line manager.

• At least 7 years in enterprise sales related to hardware, software, or SaaS.

• Proven track record of closing complex, multi-stakeholder, multi-year deals valued in the seven to eight figures.

• Experience selling to, or managing teams that sell to, investor-owned utilities.

• Knowledge of operating company structures, sourcing and MSAs, capital versus O&M budgets, and regulatory obligations.

• History of successful land-and-expand selling on a focused portfolio of named enterprise accounts.

• Ability to foster alignment across customer organizations from field operations leaders to VPs and C-suite executives.

• Proven success in recruiting sales talent.

• Coaching style with specific examples of measurable employee enhancements.

• Strong retention record and history of developing individuals into more significant roles.

• Daily utilization of AI tools and a workflow, analysis, or tool developed or modified in the past two years that has demonstrably improved performance.

• Executive presence among utility leadership and personal integrity under quota pressure.

• Willingness to travel at least 50% of the time.

• Preferred: Experience in utility operations, including transmission and distribution, line work, asset management, inspection programs, vegetation management, or emergency response.

• Preferred: Background in UAS, robotics, LiDAR, GIS, or asset-management technologies sold to utilities.

• Preferred: Existing relationships within the utility industry, including UAS program leaders and associations such as EEI and EPRI.

• Preferred: Experience in building or scaling a team.

• Preferred: Familiarity with MEDDPICC, Salesforce, Clari, Slack, and Google Workspace.

• Preferred: Ability to convey non-sales topics such as inspection cycles, pole loading models, or aircraft autonomy in straightforward language.

🏝️ Benefits

• Equity in the form of stock options.

• Comprehensive benefits package.

• Relocation assistance may be available for eligible positions.

• Group health insurance plans.

• Paid vacation time.

• Sick leave.

• Holiday pay.

• 401K savings plan.

• Inclusive and multidisciplinary work environment.

• Equal employment opportunity.