Director of Business Development

Gridware

Business Development Director leading sales efforts for grid management solutions across investor-owned utilities in the Central US with a focus on technical sales and strategic relationships.

Posted 6/10/2026full-timeRemote • Illinois, Kansas, Montana, Oklahoma, Texas • 🇺🇸 United StatesLead💰 $175,000 - $215,000 per yearWebsite

About the role

Key responsibilities & impact

Own and manage a defined territory of investor-owned utilities across the Central U.S.
Build and maintain a robust pipeline of qualified opportunities.
Develop multi-threaded relationships across utility organizations.
Drive complex, technical, multi-stakeholder sales cycles from initial outreach through contract execution.
Lead discovery, technical presentations, pilot structuring, and commercial negotiations.
Develop account strategies and territory plans.
Partner with sales engineering and regulatory teams to define pilots.
Represent Gridware at utility industry events and conferences.
Gather and synthesize market intelligence to inform product roadmap and GTM strategy.
Work closely with marketing and product to develop region-specific messaging and materials.

Requirements

What you’ll need

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.

Benefits

Comp & perks

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

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills & Tools

technical salesconsultingsales cyclescontract executionaccount strategiesmarket intelligenceGTM strategytechnical presentationspilot structuringcommercial negotiations

Soft Skills

executive presencebuilding trustself-directedresourcefulcreating structurerelationship buildingcommunicationnegotiationcollaborationadaptability