Director of Business Development, Central US

About the role

Gridware is actively building a commercial presence across the Central United States through this newly created leadership position. The Director of Business Development, Central US will act as the primary commercial strategist for investor-owned utilities in this critical region. You will own the end-to-end process of identifying, engaging, and converting strategic utility partners who are seeking grid reliability solutions. This role requires a disciplined approach to managing complex enterprise sales cycles from initial contact through final contract execution. You will be responsible for demonstrating the tangible value of Gridware's active grid response platform in enhancing physical grid safety. Success in this position will directly correlate with the ability to prevent potential grid failures through proactive monitoring and maintenance. You will serve as the key link between Gridware's technical capabilities and the specific commercial needs of the Central US market. This position is fundamental to scaling Gridware's impact and establishing the company as a leader in advanced grid management.

Key facts

What you'll do

• Identify and qualify enterprise-level opportunities within the investor-owned utility sector across the Central US region.
• Develop and execute strategic account plans that map stakeholder needs to Gridware's active grid response capabilities.
• Lead complex sales cycles, articulating how precise sensor data translates into enhanced grid reliability and safety outcomes.
• Translate intricate grid operations and regulatory constraints into clear commercial narratives for executive decision-makers.
• Design and deliver compelling value propositions that highlight the reduction of outage risks through proactive fault mitigation.
• Collaborate with sales engineering to architect demonstration scenarios that accurately reflect real-world grid asset performance.
• Build and manage a robust sales pipeline that balances early-stage exploration with late-stage commitment decisions.
• Interpret technical feedback from field operations to refine commercial messaging and justify multi-site adoption strategies.
• Coordinate closely with customer success to ensure seamless ship preparations and alignment between commercial contracts and deployment timelines.
• Forge partner-level relationships with ecosystem players to reinforce the shared mission of grid reliability and safety.
• Create intake workflows that convert asset performance data into actionable business cases for investment in AGR solutions.
• Navigate internal review checkpoints to ensure all regulatory requirements are met without compromising commercial objectives.
• Architect outreach sequences that educate stakeholders on the importance of sensor precision in preventing potential grid failures.
• Document and communicate success metrics that validate the financial and operational benefits of Gridware's platform.

Requirements

You bring three to five years of experience directing enterprise sales within climate technology or critical infrastructure sectors. You hold a Bachelor's degree or equivalent practical expertise in a relevant discipline such as engineering or business. Regional travel is a mandatory requirement to meet utility stakeholders and observe physical grid operations directly. You possess the ability to interpret complex regulatory environments and translate them into accessible commercial pathways for utility executives. You communicate effectively with both technical and executive audiences using clear, jargon-free language that resonates with decision-makers. Managing a sales pipeline that balances early-stage exploration with late-stage commitment decisions is essential to your success in this role. You demonstrate a proven capacity to build trust and navigate lengthy enterprise sales cycles in highly regulated industries. You are comfortable operating within ambiguity while maintaining a disciplined approach to sales execution and forecasting.

Nice to have

Experience selling to investor-owned utilities within North America is a distinct advantage for this position.

Practical notes

This is a remote, full-time position.

Regional travel is required.

Base compensation for 2024 is $180,000.

About Gridware

Gridware is hiring for Director of Business Development, Central US. The listing location is Remote.

This Director of Business Development, Central US opening is posted for Remote.