Utilities Senior Sales / Business Development Manager

Vibrant Planet•Truckee, CA

1d•Remote

About The Position

Vibrant Planet and Pyrologix are building cloud-based, data-driven platforms to increase community, landscape, and infrastructure resilience, specifically addressing the urgent problem of protecting life, safety, communities, critical infrastructure, and natural resources from wildfire. Their software platforms and analytics offerings modernize the entire cycle from analysis to planning to operations to monitoring for land managers, communities, and utilities using AI-driven data development, wildfire hazard and risk modeling, and decision support. Utilities face significant challenges in managing wildfire risk, impacting their infrastructure, operations, regulatory compliance, public safety, environmental responsibility, and financial stability. Pyrologix has a long history of supporting utility companies with wildfire risk assessments, and their Pyrologix Operational Wildfire Risk (POWR) platform models ignition and consequence analysis. Vibrant Planet is backed by prominent climate and ecosystem resilience investors. This role is within Vibrant Planet's high-growth Utilities segment. The Utilities Senior Sales / Business Development Manager will be responsible for owning the full sales cycle for electric utility customers across the US, from prospecting to closing. This position reports to the Utilities General Manager and collaborates with fire science, product, and customer success teams. The role also involves mentoring part-time Sales Associates and selling directly to utilities as well as through strategic partners. This is a high-impact individual contributor role in a startup environment focused on building and executing within a fast-growing market.

Requirements

Bachelor's degree required; engineering, business, or related field preferred.
5+ years of demonstrated B2B sales or business development experience, including at least 2–3 years selling into electric utilities or adjacent infrastructure/energy sectors.
Proven track record managing full enterprise sales cycles — from initial outreach to contract close — on complex, multi-year agreements.
Experience selling and communicating the value of highly technical or data-driven products to non-technical buyers.
Existing relationships with utility decision-makers (wildfire, asset management, operations, regulatory affairs) is a significant advantage.
Familiarity with the competitive landscape for utility wildfire risk analytics is a plus.
Strong understanding of how utilities procure technology, manage wildfire risk, and navigate regulatory requirements (WMPs, PSPS, GRC filings) strongly preferred.
Startup experience and comfort operating in ambiguity; willing to wear multiple hats and build process as you go.
Exceptional verbal, written, and visual communication skills; strong exec presence.
Proficiency in HubSpot or equivalent CRM.
Willingness to travel regularly (~25% time).

Nice To Haves

Engineering, business, or related field preferred for degree.
Existing relationships with utility decision-makers (wildfire, asset management, operations, regulatory affairs) is a significant advantage.
Familiarity with the competitive landscape for utility wildfire risk analytics is a plus.
Strong understanding of how utilities procure technology, manage wildfire risk, and navigate regulatory requirements (WMPs, PSPS, GRC filings) strongly preferred.
Startup experience and comfort operating in ambiguity; willing to wear multiple hats and build process as you go.

Responsibilities

Own the end-to-end sales process for utility accounts, from prospecting and qualification through negotiation and close.
Build and manage a robust pipeline of electric utility customers through targeted outreach, conference engagement, referrals, and partnerships.
Lead compelling product demonstrations and business case presentations tailored to utility decision-makers.
Navigate complex, multi-year enterprise procurement cycles, including Wildfire Mitigation Plans (WMP) and regulatory budget processes.
Maintain accurate deal information, next steps, probabilities, and communications in HubSpot.
Develop and manage channel and integration partnerships, including co-selling, joint go-to-market planning, and deal coordination to expand reach and accelerate close.
Identify and pursue new utility customer segments, geographies, and partnership opportunities to expand market presence.
Represent Vibrant Planet and Pyrologix at industry events, trade shows, and utility-sector forums (e.g. GridFWD, Edison Electric Institute(EEI)).
Develop and refine sales messaging and collateral in collaboration with marketing and product teams.
Contribute to the development of sales playbooks and processes as we scale the utilities commercial organization.
Supervise and coach potentially two Utilities Sales Associate(s) (part-time), providing direction on outreach, qualification, and pipeline support activities.
Provide field feedback to inform product priorities, science roadmap, and go-to-market positioning.