Director of Sales & Client Success

ev.energy • ,

7h • $163,100 - $192,000 • Remote

About The Position

This is a pivotal commercial leadership role at an exciting moment for ev.energy. We have a proven platform, real customer traction, and a market that is moving firmly in our direction — dynamic load management and orchestration across DERs is no longer a nice-to-have for utilities, it's becoming a regulatory and grid imperative.
This isn't a typical enterprise SaaS sales leadership role. Winning and keeping utility customers isn't a transaction — it's a multi-year relationship built on trust, regulatory fluency, and deep account stewardship. You'll own the full commercial engine: new business, renewals, expansion, pricing, partnerships, and the operating rigour that makes a sales org predictable.
You'll be joining a small but talented sales team, leading them to deliver against an ambitious revenue number. This isn't just a player-coach role — the leadership piece is real, and so is the strategic ownership. If you're looking for a role where you can make your mark on both the team and the commercial strategy, this is it.

Requirements

• Minimum 5 years selling to or working with regulated US utilities, CCAs, or electricity retailers — including navigating procurement, security reviews, regulatory filings, and pilot-to-program conversions
• A proven track record of leading a sales team to consistently hit revenue targets in a B2B SaaS or enterprise software environment
• Demonstrated experience building trusted executive relationships with utility, regulatory, or similarly complex enterprise stakeholders
• Experience owning multi-year account strategy, renewals, and expansion — not just net-new sales
• A genuine love of developing people — you're as proud of your team's wins as your own
• Outstanding communicator — written and verbal — able to translate technical capability into a compelling commercial story

Nice To Haves

• Experience with sales methodology and forecasting discipline (MEDDPICC or equivalent)
• Experience owning pricing, packaging, or deal desk processes
• Prior experience in a startup or growth-stage company
• Networks in the utility, CCA, or energy ecosystem (OEMs, DER providers, implementation partners) that you can bring from day one
• Willingness to travel to key markets and industry events

Responsibilities

• Lead, motivate and inspire a small sales team to consistently deliver against the overall revenue pipeline number
• Hire, coach and develop sales talent; own territories, quotas, skills development, and performance management
• Create a high-performance sales culture that is ambitious, collaborative, and grounded in deep customer understanding
• Own executive relationships across our top strategic utility accounts — including CEOs, VPs, and the regulators tied to those accounts
• Develop multi-year account plans, drive renewal and expansion forecasting, and lead executive business reviews (QBRs)
• Identify cross-sell opportunities across managed charging, flexibility, DER orchestration and future products
• Partner with Customer Success to improve adoption and protect gross and net revenue retention
• Own the commercial operating cadence: forecasting, pipeline inspection, MEDDPICC discipline, CRM hygiene, and territory planning
• Own pricing strategy, commercial packaging, and deal desk decisions for complex enterprise opportunities
• Be accountable for the metrics that matter — ARR, bookings, retention, pipeline coverage, forecast accuracy, and win rate
• Build and maintain strategic relationships with ecosystem partners — OEMs, DER providers, implementation and consulting partners, and industry associations
• Partner closely with Policy to convert regulatory developments into commercial opportunities, and with Marketing on account-based marketing for named strategic accounts
• Represent ev.energy at key industry events (e.g. DISTRIBUTECH, SEPA, Enlit) and in front of utility commissions
• Track the competitive landscape — battlecards, win/loss reviews, and pricing intelligence
• Translate customer and market needs into product priorities, influencing roadmap decisions
• Chair regular commercial alignment across Product, Engineering, Marketing, Policy, and Customer Success
• Use AI tools (including Claude) as a core part of how you and your team work — from account research and proposal development to forecasting and productivity

Benefits

• up to 10% of your monthly salary, to cover the lease of an EV
• Equity - you'll own a part of the business through our employee equity program
• Healthcare options - to help keep you an your family in tip-top condition (provided by Cigna & Guardian)
• Life and disability insurance
• Co-working access via WeWork (if you'd like it)
• Annual 'Team Week' whole company offsite
• L&D allowance of $1,300 per year - everyone is learning, developing and challenging themselves so we have a professional development fund per year for you to learn new skills

What This Job Offers

• Job Type: Full-time
• Career Level: Director
• Education Level: No Education Listed