VP of Utility Solutions

Mercury Computing • ,

1d • $150,000 - $250,000 • Hybrid

About The Position

Mercury is a seed-stage software startup that enables utilities and data centers to exchange power capacity for load flexibility — unlocking additional power capacity for data centers while helping utilities better utilize their existing infrastructure and capture load growth, without impacting affordability or reliability for existing ratepayers. Our solution brings additional power capacity to existing and new-build datacenters, available in months instead of 5+ years for a typical interconnection. Mercury unlocks this power capacity via utility data center flexible capacity programs, including data center evaluation, technical integration, and ongoing dispatch and compliance monitoring. The platform is agnostic to, and integrates across, data center flexibility solutions, including workload orchestration/GPU optimization, behind-the-meter storage and/or generation, and bring-your-own capacity solutions. We are actively piloting Mercury with Duke Energy in the Carolinas, where we have enabled the first flexible data center capacity expansion project with real-world AI workloads. We're establishing several other pilot programs with many of the largest US utilities, spanning a range of data center partners — from neoclouds and colocation providers to hyperscale facilities — several of which are in the design phase and slated to launch over the next year. Mercury is funded by Banyan Ventures, international energy conglomerates, AI and crypto specialists, as well as Powerhouse Ventures, the leading utility-backed VC. We're partnered with Joules Accelerator at Duke Energy, the Energy Innovation Center at Dominion Energy, and Google's AI for Energy Accelerator.

Requirements

• Minimum 4+ years in a sales or business development role selling into utilities, energy, or other regulated critical infrastructure markets, with a track record of personally sourcing and closing deals.
• Comfort selling both a software/services solution and a capacity/supply partnership — you can run a SaaS-style sales process and negotiate a commercial and regulatory-aware agreement with a utility counterparty.
• Domain fluency in one or more of: utility interconnection processes, power grid/wholesale markets (ISO/RTO), utility rate design/tariffs, or demand response and grid flexibility programs.
• Strong relationship-building skills with senior technical, regulatory, and commercial stakeholders at utilities (planning teams, demand management and operations teams, regulatory affairs, C-suite).
• Builder's bias to action — comfortable defining your own process, pricing, and pitch rather than working from an established playbook.

Nice To Haves

• Existing relationships with investor-owned utilities or large public power/co-op utilities.
• Experience selling to or working within a utility, ISO/RTO, or public utility commission.
• Familiarity with utility back-office systems (DERMS, EMS) and how software procurement works inside a utility.
• Prior seed/Series A go-to-market experience, with the ability to build and scale a sales team as the business grows.
• Track record navigating regulatory processes or rate cases as part of a commercial deal.

Responsibilities

• Own utility market traction — build and manage the pipeline, forecast, and quota for the utility side of the business across both commercial motions: selling utilities on the Mercury flexible capacity platform, and securing the capacity supply partnerships that back Mercury's resale business.
• Source and close deals — prospect and build relationships with utility executives, planning teams, demand management and operations teams, and regulatory affairs leaders; run discovery to identify utilities facing large-load interconnection pressure; structure and negotiate commercial terms; close program agreements.
• Build the sales and GTM motion — design and continuously refine the sales process, narrative, pricing and packaging, and competitive positioning for both the utility platform offering and capacity supply partnerships; build the collateral, demos, and proposal materials the team will use to sell.
• Structure capacity supply deals — work with the VP of Data Center Solutions to match utility-sourced non-firm capacity against data center demand, and structure supply agreements that get Mercury capacity to resell fast while protecting margin and delivery commitments.
• Navigate regulatory and program design — work with utility partners to shape tariffs, large-load rate structures, and flexible-service program design in a way that both satisfies regulators and makes Mercury's platform the path of least resistance.
• Manage the customer relationship — serve as the primary commercial point of contact for utility accounts from first conversation through contract and into delivery, ensuring smooth handoff to the product/delivery team for pilot design and program launch.
• Scale the org — as pipeline and revenue grow, hire, coach, and develop a utility sales team.
• Be a thought leader — speak at industry conferences and attend networking events; represent Mercury in interviews, podcasts, and press to build the market for utility-side data center flexibility.
• Support the fundraising narrative — contribute customer proof points, revenue metrics, and pipeline data to board updates, investor narratives, and fundraising materials.

Benefits

• Competitive base plus commission/variable comp
• meaningful equity (executive leadership grant)
• full health benefits
• flexible PTO

What This Job Offers

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