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Director of Business Development, Midwest

11 hours, 24 minutes ago
United States
Full-time
Executive
Business Development
Sales and Business Development
IoT
Apply Now
Gridware

Gridware

Gridware provides utilities with monitoring technology to modernize the electric grid, enhancing reliability and efficiency. Founded on the belief in start-up innovations, Gridware aims to eliminate suburban wildfires and streamline grid operations.

Utilities
11-50
Founded 2020
$16M raised
View All Jobs 4

Description

  • Own and manage a Central U.S. territory of investor-owned utilities, including Texas, Illinois, Missouri, Oklahoma, Kansas, and neighboring states.
  • Build and maintain a qualified pipeline of enterprise opportunities.
  • Develop multi-threaded relationships across utility organizations, including field, engineering, operations, asset management, grid modernization, and C-suite stakeholders.
  • Lead complex, technical, multi-stakeholder sales cycles from initial outreach through contract execution.
  • Drive discovery, technical presentations, pilot structuring, and commercial negotiations with support from revenue leadership.
  • Develop account strategies, territory plans, and disciplined forecasting and pipeline management processes.
  • Partner with sales engineering and regulatory teams to define pilots that demonstrate measurable value.
  • Represent Gridware at utility industry events and conferences to strengthen regional brand presence.
  • Gather market intelligence on customer needs, competition, and regulatory drivers to inform product and GTM strategy.
  • Work with marketing and product teams to create region-specific messaging and materials.

Requirements

  • 7+ years of technical sales or consulting experience directly with electric utilities.
  • Ability to answer and discuss technical engineering questions without additional internal support.
  • Deep familiarity with investor-owned utility procurement processes, regulatory environments, and key stakeholders.
  • Strong executive presence and ability to build trust with senior leaders and frontline contributors.
  • Experience managing long-cycle, technically complex sales processes with multiple stakeholders.
  • Self-directed and resourceful, with the ability to create structure in an early-stage, fast-moving environment.
  • Willingness to travel 40-50% within the Central Region.
  • Engineering degree with 2+ years of industry experience working with or for electric utilities on T&D planning or engineering projects (preferred).
  • Professional engineering licensure (preferred).
  • Experience selling hardware/software platform solutions such as sensors, IoT, or SaaS into utilities or critical infrastructure (preferred).
  • Knowledge of distribution grid operations, engineering, protection, asset management, or wildfire mitigation programs (preferred).
  • Networked into several major Central Region IOUs (preferred).

Benefits

  • $175,000 - $215,000 annual salary.
  • Health, dental, and vision coverage, with some Gold and Platinum plans fully covered.
  • Paid parental leave.
  • Alternating day off every other Monday.
  • Two-week paid annual break called "Off the Grid."
  • Commuter allowance.
  • Company-paid training.

Interested in this position?

Apply directly on the company website

Apply Now

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