[Remote] Director of Business Development, Central US

Note: The job is a remote job and is open to candidates in USA. Gridware is a San Francisco-based technology company dedicated to protecting and enhancing the electrical grid. They are seeking a strategic and technical Business Development Director to grow their commercial presence across the Central Region of the US, focusing on investor-owned utilities and leading full-cycle enterprise sales efforts.ResponsibilitiesOwn and manage a defined territory of investor-owned utilities across the Central U.S., including Texas, Illinois, Missouri, Oklahoma, Kansas, and neighboring statesBuild and maintain a robust pipeline of qualified opportunitiesDevelop multi-threaded relationships across utility organizations — field, engineering, operations, asset management, grid modernization, and C-suite stakeholdersDrive complex, technical, multi-stakeholder sales cycles from initial outreach through contract execution, typically ~18 months in lengthLead discovery, technical presentations, pilot structuring, and commercial negotiations with support from revenue leadershipDevelop account strategies and territory plans; bring a disciplined, process-driven approach to forecasting and pipeline managementPartner with sales engineering and regulatory teams to define pilots that ensure prospects experience clear, measurable valueRepresent Gridware at utility industry events and conferences (e.g., EEI, DistribuTECH) to build brand presence in the Central RegionGather and synthesize market intelligence — customer needs, competitive dynamics, regulatory drivers — to inform product roadmap and GTM strategyWork closely with marketing and product to develop region-specific messaging and materialsSkills7+ years of technical sales or consulting experience directly with electric utilitiesDemonstrated ability to convey and respond to technical engineering questions without additional internal supportDeep familiarity with the investor-owned utility landscape - procurement processes, regulatory environments, and key stakeholdersStrong executive presence and ability to build trust with both senior leaders (VP/C-suite) as well as frontline individual contributorsExperience managing long-cycle, technically complex sales processes involving multiple stakeholdersSelf-directed and resourceful; comfortable creating structure in an early-stage, fast-moving environmentWillingness to travel 40-50% within the Central RegionAn engineering degree with 2+ years industry experience working with/for electric utilities on T&D planning/engineering projectsProfessional engineering licensureExperience selling hardware/software platform solutions (sensors, IoT, SaaS) into utilities or critical infrastructureKnowledge of distribution grid operations, engineering, protection, asset management, or wildfire mitigation programsNetworked into several major Central Region IOUsBenefitsHealth, Dental & Vision (Gold and Platinum with some providers plans fully covered)Paid parental leaveAlternating day off (every other Monday)“Off the Grid”, a two week per year paid break for all employees.Commuter allowanceCompany-paid trainingCompany OverviewGridware is a grid‑technology company dedicated to improving safety and reliability on the electrical transmission and distribution systems. It was founded in 2020, and is headquartered in San Francisco, California, USA, with a workforce of 51-200 employees. Its website is https://gridware.io.