Note: The job is a remote job and is open to candidates in USA. Gridware is a San Francisco-based technology company dedicated to protecting and enhancing the electrical grid. They are seeking a strategic and technical Business Development Director to grow their commercial presence across the Central Region of the US, focusing on investor-owned utilities and leading full-cycle enterprise sales efforts.

Responsibilities

• 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
• 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
• 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

Skills

• 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

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

Company Overview