Director of Utility Sales

We’re seeking a Director of Utility Sales to serve as a senior, hands-on individual contributor responsible for driving BoxPower’s utility segment growth. This role is a blend of hunting and farming: you’ll take ownership of existing programmatic utility accounts, deepening and expanding those relationships, while also drumming up new business with strategically selected new logos in priority regions and segments.

You’ll be backed by a cutting-edge technology and engineering team with deep expertise in controls integration, utility planning, and microgrid design—giving you differentiated tools, data, and solutions to bring to your customers. Working closely with the VP of Sales and executive leadership, you’ll help shape our utility go-to-market strategy while directly owning high-impact deals that move BoxPower from ~$30M to $100M+ in revenue.

Own Utility Accounts & Develop New Business

- Serve as the primary sales owner for assigned utility accounts (IOUs, Munis, co-ops, public power, and tribal utilities).

- Develop and execute account plans to expand BoxPower’s presence within existing utilities, including new sites, programs, and use cases.

- Identify, prospect, and qualify new utility customers in target geographies and segments.

- Build and maintain strong relationships across customer organizations (commercial, engineering, program, regulatory, and executive stakeholders).

Lead Complex Deals & Drive Revenue

- Lead end-to-end sales cycles for complex microgrid and energy infrastructure projects, from discovery and solution shaping through proposal, negotiation, and close.

- Coordinate with internal teams (Sales Engineering, Project Development, Delivery, Finance) to structure compelling, compliant, and profitable deals.

- Ensure all proposals and terms align with BoxPower’s pricing and margin guardrails, in partnership with the VP of Sales, CFO, and CDO.

- Negotiate commercial terms, collaborating with the VP of Sales and executive team on large or strategic deals.

Run RFPs, Proposals & Feasibility Efforts

- Lead the commercial response for utility RFPs, RFIs, and competitive solicitations.

- Translate customer requirements into clear internal scopes for feasibility studies, design work, and early-stage engineering.

- Ensure all written proposals are high-quality, accurate, and tailored to each utility’s technical, regulatory, and program context.

Own Your Pipeline, Forecast & CRM Hygiene

- Maintain a robust, well-qualified pipeline of utility opportunities with clear next steps, stakeholders, and timelines.

- Own forecast inputs for your accounts and territories; provide accurate, timely updates on probability, timing, and deal risk.

- Use HubSpot (or equivalent CRM) rigorously to document activities, update opportunity stages, and maintain data hygiene.

- Participate in regular pipeline and forecast reviews with the VP of Sales, bringing a clear perspective on priority deals and required support.

Collaborate Cross-Functionally & Bring Market Insight

- Work closely with Sales Engineering, Project Development, and Delivery to ensure realistic commitments on scope, schedule, and risk.

- Partner with the CSO and Marketing to leverage thought leadership, case studies, conferences, and policy opportunities in support of utility sales.

- Provide structured feedback from the field to the VP of Technology and Product teams on utility needs, specifications, and emerging program trends.

- Help continuously improve the utility sales playbook, qualification criteria, and deal review processes.

Help Scale the Utility Sales Function

- Act as a senior “anchor” seller in the utility segment, helping define expectations, best practices, and cultural norms for future hires.

- Provide mentorship and informal guidance to newer utility sellers as the team grows.

- Over time, and based on performance and company needs, assume formal people-leadership responsibilities (e.g., managing a small team of utility-focused AEs or account managers).

Required Qualifications:

- 7+ years of B2B sales experience, with at least 3–5 years selling into utilities (investor-owned, municipal, cooperative, tribal, or public power entities).

- Proven track record closing complex, multi-million-dollar deals with long sales cycles (e.g., DERs, microgrids, BESS, EPC services, grid modernization, or related energy infrastructure).

- Deep understanding of utility procurement processes, including RFPs, pilots, programmatic procurements, and internal stakeholder dynamics.

- Strong sales process discipline, including opportunity qualification, stakeholder mapping, and deal strategy.

- Proficient with CRM systems (HubSpot or equivalent), with a demonstrated history of maintaining accurate pipeline and forecast data.

- Excellent communication, presentation, and negotiation skills with both technical and non-technical stakeholders.

- Comfortable working cross-functionally with engineering, project development, finance, and delivery teams in a fast-paced, high-growth environment.

Preferred Qualifications:

- Existing relationships with major utilities in BoxPower’s core markets (e.g., West Coast IOUs, Pacific Northwest, Southwest, or tribal utilities).

- Experience with microgrids, energy storage, wildfire mitigation programs, remote grid / non-wires alternatives, or related clean energy solutions.

- Background in utility program design, consulting, or feasibility studies (even if primarily in a sales context).

- Prior experience at a Series B+ or growth-stage energy infrastructure or cleantech company