Head of Utility Sales

TL;DR

Head of Utility Sales (AI/IoT): Drive full-cycle sales initiatives with utility and energy accounts, developing and managing customer base with an accent on structuring complex contracts and navigating regulatory environments. Focus on executing new business opportunities, managing senior-level relationships, and partnering with internal teams to refine GTM strategies for wildfire detection solutions.

Location: US - Remote

Compensation: $216.4K • Offers Equity • Offers Commission

Company

Growth-stage startup headquartered in San Francisco, leader in early wildfire detection using AI, IoT cameras, and satellite data, serving customers across 16 US states, Australia, and Canada.

What you will do

• Develop and manage growing customer base for utility and energy accounts
• Identify, evaluate, and execute new business opportunities
• Structure and negotiate complex contracts including pricing and operational terms
• Manage senior-level relationships with customers and partners up to C-level executives
• Ensure swift execution of Pano Station installations partnering with ops and customer teams
• Assess competitive landscape and refine product/GTM strategies for the vertical
• Leverage expertise in sales tactics from prospecting to closing and account management

Requirements

• 10+ years technology sales experience in enterprise software, networking, infrastructure, or cloud services
• 5+ years outside sales/business development focused on utility and energy sector
• Demonstrated strategic thinking on utility/energy priorities and technical challenges
• Excellent written/verbal skills for Board-level engagement
• Track record navigating multi-stakeholder executive organizations
• End-to-end sales cycles experience including lead gen, qualification, and exceeding goals
• Travel expectations of at least 25%

Nice to have

• Passion for environmental issues or outdoors

Culture & Benefits

• Hybrid-remote work environment
• Comprehensive medical, dental, vision coverage
• Matching 401(k) plan
• Flexible paid time off
• Stock options eligibility