Key skills
CSales
About this role
Role Overview
- Own and manage a defined territory of investor-owned utilities across the Central U.S.
- Build and maintain a robust pipeline of qualified opportunities.
- Develop multi-threaded relationships across utility organizations.
- Drive complex, technical, multi-stakeholder sales cycles from initial outreach through contract execution.
- Lead discovery, technical presentations, pilot structuring, and commercial negotiations.
- Develop account strategies and territory plans.
- Partner with sales engineering and regulatory teams to define pilots.
- Represent Gridware at utility industry events and conferences.
- Gather and synthesize market intelligence to inform product roadmap and GTM strategy.
- Work closely with marketing and product to develop region-specific messaging and materials.
Requirements
- 7+ years of technical sales or consulting experience directly with electric utilities.
- Demonstrated ability to convey and respond to technical engineering questions without additional internal support.
- Deep familiarity with the investor-owned utility landscape — procurement processes, regulatory environments, and key stakeholders.
- Strong executive presence and ability to build trust with both senior leaders (VP/C-suite) as well as frontline individual contributors.
- Experience managing long-cycle, technically complex sales processes involving multiple stakeholders.
- Self-directed and resourceful; comfortable creating structure in an early-stage, fast-moving environment.
- Willingness to travel 40-50% within the Central Region.
Benefits
- Health, Dental & Vision (Gold and Platinum with some providers plans fully covered)
- Paid parental leave
- Alternating day off (every other Monday)
- “Off the Grid”, a two week per year paid break for all employees.
- Commuter allowance
- Company-paid training