Director of Sales

ABOUT CIVILGRID CivilGrid is the trusted civil design platform powering affordable infrastructure renewal and growth. We give utilities, civil engineers, and municipalities a single, collaborative source of truth for what's underground so teams can plan, design, and build faster, smarter, and safer. Our platform consolidates utility records, geotechnical and environmental data, paving moratoriums, and jurisdictional requirements directly from 3,000+ utilities, agencies, and municipalities with full chain-of-custody documentation. Teams at PG&E, Mark Thomas, and dozens of leading engineering firms use CivilGrid to cut research time by up to 88%, reduce project costs, prevent dig-ins, and accelerate delivery on the projects that keep communities running. We're a venture-backed Series A startup tackling a $4.7T US infrastructure market that has been underserved by software for decades. Founded by industry insiders, each with 10+ years in utilities and civil engineering, we move fast, ship work that matters, and stay close to the customers and field teams we build for. WHY THIS ROLE CivilGrid's business today is concentrated in utilities, which make up roughly 90% of ARR. Engineering firms and government/DOT agencies are smaller but fast-growing segments — each about 5% of ARR — with real momentum (for example, Mark Thomas cut research time 88% and consolidated five people on as-built requests down to one) but without a dedicated leader driving the playbook, pipeline, and hiring forward. We're hiring a Director of Sales to own and grow these two segments. You'll manage the Account Executives selling to civil engineering and design firms as well as the team selling to state DOTs and government agencies, reporting directly to the SVP of Sales. This is a player-coach role at a Series A company: you'll build a repeatable process where none exists yet, carry shared accountability for the number, and represent both segments in company-wide planning. This role will report to our Head of Sales and is a remote position to be based from anywhere in the United States. WHAT YOU'LL DO Lead the segment Own the revenue plan, pipeline, and forecast across the Engineering Firms and Government/DOT segments, and report progress into the SVP of Sales and weekly sales forecast cadence. Manage and coach the Account Executives on both teams — running deal strategy, pipeline reviews, and forecast calls, and stepping into deals directly where your involvement changes the outcome. Build out the sales playbook for Government/DOT specifically, a segment CivilGrid is still early in defining (no dedicated solutions materials exist today) — in partnership with Marketing and Product. Bring engineering-firm and government-specific rigor to CivilGrid's existing sales process (BANT qualification, MEDDPICC, paid and unpaid pilot structures) rather than reinventing it. Grow the business Define and prioritize target accounts across civil design firms, DOT coordination groups, land survey firms, and state/local government agencies, aligned to CivilGrid's territory and data-coverage map. Represent CivilGrid at industry conferences and events relevant to these segments, and build the relationships that translate into pipeline. Partner with Marketing on positioning, pricing, and collateral for engineering firms and government buyers, including the ROI story for shorter, lower-friction procurement cycles like AEC pilots. Work closely with the Head of Sales, Utilities and the utilities team where accounts and use cases overlap (e.g., Map Request Fulfillment, which sits between utilities and the engineering firms that request data from them). Build the team Recruit, hire, and onboard Account Executives as both segments scale, using CivilGrid's existing onboarding curriculum and certification process as a foundation. Set and manage quota, territory, and account-tiering structures for both teams in partnership with Sales Ops and the SVP of Sales. Maintain high CRM (Salesforce) hygiene and forecasting discipline across both teams, consistent with company-wide standards. WHAT YOU'LL BRING 7+ years of B2B sales experience, including 2+ years in a direct sales management role carrying a team quota, ideally at a high-growth SaaS or infrastructure/construction-tech company. A track record of consistent quota attainment, both personally as an AE and as a manager of a quota-carrying team. Experience selling into at least one of: civil engineering / AEC firms, state or local government agencies, DOTs, or another long-cycle, technical, consensus-driven buying environment. Comfortable in operating as a true player-coach at an early-stage company — building process, territory design, and playbooks from scratch rather than inheriting them. Strong command of a structured sales methodology (MEDDPICC, BANT, or similar) and disciplined CRM/forecast hygiene; direct Salesforce experience is a plus. Comfort with public-sector or quasi-public procurement (RFPs, sole-source justification, multi-stakeholder sign-off) is a strong plus given the DOT/government mandate. Excellent written and verbal communication, and the executive presence to engage VP/SVP-level economic buyers alongside Director-level champions. Willingness to travel regularly for conferences, customer meetings, and pilot workshops. BONUS POINTS Domain background in civil engineering, AEC, GIS, or infrastructure Prior experience at an early-stage startup (Seed–Series B) HOW WE WORK We're a small, but rapidly growing team that ships. Expect direct feedback, real ownership from day one, and proximity to customers — huge utilities, public agencies, and engineering firms whose work depends on what we build. We default to in-person collaboration where it matters and remote-friendly flexibility otherwise. We hire people who care deeply about their craft and the communities our customers serve. COMPENSATION & BENEFITS The base salary range for this role is $216,750 - $300,000 with an OTE of $350,000 - $400,000. Base salary is only one part of your total compensation package at CivilGrid, which also includes meaningful early-stage equity, comprehensive benefits, and the opportunity to shape a category-defining company. The base salary range listed above may encompass various levels and/or geographic locations; final offers are determined based on the candidate's experience, skills, level, and work location. In addition to base and equity, we offer: Company-funded medical, dental, and vision insurance — including medical plans at no cost to the employee FSA (health and dependent care) Unlimited PTO and a culture that expects you to actually use it 401(k) plan Flexible, remote-friendly work environment A high-trust team, real ownership, and the chance to do the most meaningful work of your career EQUAL EMPLOYMENT OPPORTUNITY CivilGrid is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees and applicants. We do not discriminate on the basis of race, color, religion, sex, sexual orientation, gender identity or expression, national origin, age, disability, genetic information, marital status, veteran status, pregnancy, or any other characteristic protected by federal, state, or local law. Employment decisions at CivilGrid are based on business needs, job requirements, and individual qualifications. If you require a reasonable accommodation to participate in the application or interview process, please contact us — we're happy to help. #J-18808-Ljbffr