Sales Director - Utilities (United States)

Sales Director, Utilities - North America

North America | Remote | Executive Compensation + Equity

We are currently partnering with an innovative and rapidly scaling technology company that is transforming how utilities monitor and manage critical infrastructure.

Their proprietary fiber sensing platform combines advanced optical technology, AI, and machine learning to deliver real-time visibility across electricity transmission networks and other critical assets, without the need for traditional field-based sensors. Having already established a strong foundation in the market, they are now seeking a commercially driven Sales Director to lead their next phase of growth across North America.

This is a rare opportunity for a proven utility sales leader to join a business at a pivotal stage and play a key role in scaling a technology that has the potential to become a standard component of grid modernisation and resilience programmes.

The Opportunity

The successful candidate will initially operate as a highly autonomous individual contributor, taking ownership of key utility accounts across North America and driving the transition from successful pilots and early deployments to large-scale, multi-year enterprise agreements.

For the right individual, this role offers significant influence, visibility, and the opportunity to help shape the commercial strategy of a business operating at the forefront of grid-enhancing technologies.

Key Responsibilities

• Drive the adoption of advanced grid monitoring technology across major North American utilities.
• Convert pilot projects and early-stage deployments into long-term strategic contracts.
• Build and expand relationships with executive stakeholders, transmission owners, operators, and utility decision-makers.
• Develop and execute account plans for Tier 1 utility organisations.
• Position AI-driven sensing technology as a critical solution for grid resilience, operational efficiency, and infrastructure modernisation.
• Lead complex enterprise sales cycles from prospecting and stakeholder engagement through negotiation and contract execution.
• Collaborate closely with technical and leadership teams to ensure successful customer outcomes.
• Help establish scalable commercial processes that support continued growth across the region.

Candidate Profile

My client is seeking a strategic hunter with a strong track record of winning and expanding major utility accounts.

You will be comfortable operating in a fast-paced, entrepreneurial environment and possess the credibility to engage both technical and executive audiences.

Ideal Background

• 10+ years' experience in senior sales or business development leadership roles within the utility, energy, industrial technology, or critical infrastructure sectors.
• Demonstrated success selling innovative technologies into large utility organisations.
• Experience helping scale businesses from pilot-stage adoption to broader market penetration.
• Strong understanding of grid-enhancing technologies, transmission systems, digital grid solutions, AI applications, or related utility technologies.
• Established relationships with utility executives and senior industry stakeholders across North America.
• Proven ability to manage complex sales cycles involving multiple stakeholders and lengthy procurement processes.
• Comfortable working independently within a remote, globally distributed organisation.
• Willingness to travel extensively throughout North America.

What's on Offer

• Highly competitive executive compensation package with a 50/50 Base Salary and OTE structure.
• Meaningful equity participation.
• Fully remote working model.
• Opportunity to join a high-growth technology business with significant market momentum.
• The chance to play a leading role in the modernisation and resilience of North America's power infrastructure.

Interested?

If you have a strong network within the utility sector and a proven track record of commercialising innovative technology solutions, I'd be keen to speak with you in confidence.

Please apply directly or contact me for a confidential discussion.