Note: The job is a remote job and is open to candidates in USA. ev.energy is building the world's largest EV-centric virtual power plant, connecting various energy resources to create flexible grid assets. The Director of Sales & Client Success will lead a small sales team, develop strategic relationships with utility customers, and drive revenue growth through a comprehensive commercial strategy.
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
Skills
- 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
- 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
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
Company Overview