Vice President – Utility Sales

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

📋 Description

• Take ownership of BoxPower's utility accounts and manage utility bookings related to wildfire mitigation, remote power, resilience, and utility-procured distributed capacity.

• Drive the utility pipeline, strategize account plans, and position target-utilities prior to procurement.

• Steer complex pursuits from pre-RFP positioning through the proposal process, award, negotiation, contracting, and transition to Delivery.

• Create master agreements, multi-site contracts, follow-on phases, services, and O&M programs.

• Establish win pricing within the approved margin frameworks.

• Collaborate with Pre-Construction, Engineering, and Delivery to develop proposals.

• Unlock the distributed capacity market through program shortlists, awards, and utility pilots.

• Manage bookings forecasting and accuracy; keep HubSpot updated as the system of record.

• Lead the utility sales team in a player-coach role; propose organizational design, territories, and compensation plans; recruit according to plan.

• Advocate for the standardized platform and route non-standard requests through the custom-scope process.

• Provide market insights and win/loss intelligence to Product and Strategy.

• Represent BoxPower at industry and regulatory forums.

• Report directly to the CEO, participate on the leadership team, and oversee utility sales, strategic accounts, project development, and sales operations.

⛳️ Requirements

• Bachelor's degree or a comparable mix of education and professional experience.

• Over 12 years of experience in sales to electric utilities, including more than 5 years leading a team responsible for a bookings or revenue target.

• Proven track record of personally originating and closing multi-million-dollar, multi-year utility contracts.

• Proficient understanding of utility planning, funding, procurement, rate cases, cost recovery, RFPs, and supplier qualification.

• Experience with investor-owned utilities is mandatory.

• Background in selling capital projects through the proposal, estimate, and contract processes, directly and through EPC primes or developers.

• Strong discipline in pipeline and forecast management within a CRM.

• Executive presence when engaging with utility leadership, boards, and commissions.

• Willingness and ability to travel 25–50% of the time.

• Preferred: Established relationships with utilities in the Western US, Alaska, and the Southwest, including public power and tribal utilities.

• Preferred: Experience in selling standardized or productized energy systems.

• Preferred: Knowledge of distributed capacity, non-wires alternatives, wildfire mitigation programs, avoided-cost and deferral economics.

• Preferred: Familiarity with public funding programs, project finance, and tax credit structures.

• Preferred: Experience in utility-side work related to DER, grid planning, wildfire mitigation, procurement, or regulatory affairs.

• Preferred: Experience in sales-team growth at a venture-backed company.

🏝️ Benefits

• Competitive salary and performance-based incentives.

• Comprehensive health, dental, and vision insurance.

• Opportunities for professional development and career advancement.

• Flexible work environment and remote work options.

• Employee wellness programs and initiatives.