gridware - Director of Business Development, Central US
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. • An engineering degree with 2+ years industry experience working with/for electric utilities on T&D planning/engineering projects. • Professional engineering licensure. • Experience selling hardware/software platform solutions (sensors, IoT, SaaS) into utilities or critical infrastructure. • Knowledge of distribution grid operations, engineering, protection, asset management, or wildfire mitigation programs. • Networked into several major Central Region IOUs
Responsibilities
• Territory Ownership • Own and manage a defined territory of investor-owned utilities across the Central U.S., including Texas, Illinois, Missouri, Oklahoma, Kansas, and neighboring states. • Build and maintain a robust pipeline of qualified opportunities. • Develop multi-threaded relationships across utility organizations — field, engineering, operations, asset management, grid modernization, and C-suite stakeholders. • Enterprise Sales Execution • Drive complex, technical, multi-stakeholder sales cycles from initial outreach through contract execution, typically ~18 months in length. • Lead discovery, technical presentations, pilot structuring, and commercial negotiations with support from revenue leadership. • Develop account strategies and territory plans; bring a disciplined, process-driven approach to forecasting and pipeline management. • Partner with sales engineering and regulatory teams to define pilots that ensure prospects experience clear, measurable value. • Market Development • Represent Gridware at utility industry events and conferences (e.g., EEI, DistribuTECH) to build brand presence in the Central Region. • Gather and synthesize market intelligence — customer needs, competitive dynamics, regulatory drivers — to inform product roadmap and GTM strategy. • Work closely with marketing and product to develop region-specific messaging and materials.
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
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