civilgrid - Account Executive - Utilities
Requirements
• This role is purpose-built for a seller who understands how utilities operate — from capital planning cycles and GIS/records teams to procurement, compliance, and engineering leadership. You’ll be selling into some of the largest infrastructure owners in the country, helping them prevent dig-ins, reduce project costs, and accelerate capital delivery with CivilGrid’s civil design platform. • This role reports into our Head of Sales and is specifically focused on investor-owned and large public utilities (electric, gas, water, and telecom) in the US West region. You must be based in the US West to be considered for this role. • 5+ years of enterprise sales experience with a strong record of hitting or exceeding quota • Demonstrated experience selling software or technology solutions directly into electric, gas, water, or telecom utilities — this is a hard requirement • Deep understanding of how utilities buy: capital planning cycles, IT security reviews, procurement timelines, and multi-stakeholder approval processes • Proven ability to manage multi-threaded deals with long sales cycles across engineering, GIS, IT, and procurement stakeholders • Familiarity with utility operational language: capital projects, paving moratoriums, map request fulfillment, dig-in prevention, GIS/records systems • Excellent communication skills with the ability to adapt messaging for utility executives, technical teams, and operational stakeholders • Highly competitive, driven, and outcome-oriented • Based in the US West • Existing relationships at major investor-owned utilities in the Western US (e.g., PG&E, SCE, SDG&E, NV Energy, Pacific Power, Puget Sound Energy) • Familiarity with utility CapEx planning processes, NEPA/environmental review, or paving coordination workflows • Experience navigating utility IT security reviews and third-party risk assessments • We’re a small, but rapidly growing team that ships. Expect direct feedback, real ownership from day one, and proximity to customers — huge utilities, public agencies, and engineering firms whose work depends on what we build. We default to in-person collaboration where it matters and remote-friendly flexibility otherwise. We hire people who care deeply about their craft and the communities our customers serve.
Responsibilities
• Deliver and exceed sales targets with a strong, quantifiable history of success • Lead complex enterprise sales cycles from prospecting through contract execution, including: • Securing executive sponsorship across engineering, capital planning, and GIS leadership • Running pilots with clear success criteria tied to utility-specific KPIs (dig-in reduction, research time, map request throughput) • Converting pilots into multi-year enterprise contracts • Develop creative, targeted outbound campaigns tailored to utility buyer personas — VP Engineering, Capital Portfolio Managers, GIS Directors, and Records Teams • Navigate utility procurement processes, including security reviews, IT compliance, and vendor onboarding requirements common to regulated utilities • Build compelling sales materials including executive presentations, ROI analyses, and business cases demonstrating measurable impact on capital project delivery and dig-in prevention • Maintain stakeholder engagement throughout long and complex utility sales cycles, with patience, persistence, and strategies to accelerate timelines around capital planning windows and paving moratorium cycles • Represent CivilGrid at utility and energy industry conferences with a strategic, outcome-focused approach to networking and prospecting • Leverage and expand an existing personal network in the utility/energy space to open new opportunities and drive pipeline growth
Benefits
• Estimated Base Salary$150K – $175K • Offers Equity • Offers Commission • OTE$300K – $350K • Base salary is only one part of your total compensation package at CivilGrid, which also includes meaningful early-stage equity, comprehensive benefits, and the opportunity to shape a category-defining company. The base salary range listed above may encompass various levels and/or geographic locations; final offers are determined based on the candidate's experience, skills, level, and work location. • Upload your resume here to autofill key application fields. • Drop your resume here! • Parsing your resume. Autofilling key fields... • or drag and drop here • Do you have experience selling into major utilities? If so, please provide some details. • What is the average deal size and overall book of business that you've managed?
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