Director of Business Development

Remote (Albuquerque, NM office available)

About Us

Firescape™ is a wildfire risk and mitigation software company headquartered in Albuquerque, New Mexico. We build cloud-hosted geospatial software that helps utilities manage wildfire risk and resilience. By combining geospatial analytics, remote sensing, and machine learning, we deliver real-time insights that help protect communities and critical assets. Firescape's mission is to aid utility companies in safeguarding critical infrastructure, and the communities they serve, by proactively managing and mitigating wildfire risks.

Firescape was founded by two scientists from Sandia National Labs with deep experience in wildfire science and remote sensing. One of our core differentiators is the technical experience and support our clients receive. Beyond our software, we provide subject matter expertise, consultation, and hands‑on support to make our clients successful. We speak our customers' language and address the specific challenges associated with managing electrical infrastructure within a heavily regulated environment.

The Role

As our Director of Business Development, you will own Firescape's commercial motion across the utility market. This is a senior, high-ownership role. You'll drive revenue end to end, from target list and first conversation through proposal, close, and expansion.

You'll build the playbook: the market segmentation, the messaging, the demo narrative, the partner and procurement channels, and the conference relationships that generate qualified opportunities in a long-cycle, trust-driven market. As the pipeline grows, this role grows with it, including the opportunity to build and lead the team behind it.

Responsibilities

• Work closely with the executive team to define and execute go-to-market strategy
• Own the full sales cycle
• Lead prospecting and relationship building
• Craft compelling, value-first pitches that translate Firescape's technical capabilities into cost savings, risk reduction, and community protection
• Represent Firescape at industry events
• Lead formal RFP and RFI responses from qualification through submission
• Run the sales cycle: qualification, demo, evaluation, pilot design, contracting, and close
• Manage and grow existing accounts, ensuring customer success and identifying expansion into new service territories, business units, and use cases

Market & Company Building

• Bring the market back into the company: what utilities are asking for, how they're framing wildfire risk internally, what regulators are pushing on, and where the product and messaging should go next
• Build the repeatable assets — target lists, messaging, case studies, proposal templates — that let the next seller ramp quickly
• Help recruit, onboard, and mentor future business development hires as the team scales

Qualifications

Required

• Direct experience selling to or working for electric utilities. You have personally sold software, technology, or services into utilities and understand how they evaluate, procure, and approve new vendors
• 7+ years in B2B sales, business development, or account management, with leadership experience
• Proven ability to run complex, long-cycle B2B software sales with multiple stakeholders and a consultative, relationship-first approach
• Exceptional presentation and communication skills; equally comfortable with technical staff, non-technical executives, city councils, and cooperative boards
• Genuine comfort operating without a pre-built playbook: you'll define the process, not execute someone else's
• Willingness to travel (roughly 25–35%) for customer meetings, conferences, and industry events

Nice to Have

• Familiarity with wildfire mitigation, grid infrastructure, vegetation management, or GIS systems
• Background in electrical engineering, power systems, or utility operations
• Understanding of utility regulatory environment
• Experience with SaaS platforms, APIs, and cloud-based solutions
• Prior startup or fast-paced environment experience

What We Offer

• A genuine build-it seat: shape the commercial strategy, and the role, for a high-impact, mission-driven startup
• Flexible hours (core hours 10:00 AM – 3:00 PM MT)
• Fully remote, with an office in Albuquerque for those who want it
• A collaborative, fast-moving team of scientists and builders
• Competitive compensation and benefits