[Remote] Senior Account Executive - Utilities
Note: The job is a remote job and is open to candidates in USA. CivilGrid is a trusted civil design platform focused on affordable infrastructure renewal and growth. They are seeking a highly motivated Senior Account Executive to drive sales within the US West utilities market, leveraging their expertise in enterprise sales within the utility or energy sector to help clients reduce project costs and accelerate capital delivery.
Responsibilities
- Deliver and exceed sales targets with a strong, quantifiable history of success
- Lead complex enterprise sales cycles from prospecting through contract execution, including:
- Securing executive sponsorship across engineering, capital planning, and GIS leadership
- Running pilots with clear success criteria tied to utility-specific KPIs (dig-in reduction, research time, map request throughput)
- Converting pilots into multi-year enterprise contracts
- Develop creative, targeted outbound campaigns tailored to utility buyer personas — VP Engineering, Capital Portfolio Managers, GIS Directors, and Records Teams
- Navigate utility procurement processes, including security reviews, IT compliance, and vendor onboarding requirements common to regulated utilities
- Present compelling sales materials including executive presentations, ROI analyses, and business cases demonstrating measurable impact on capital project delivery and dig-in prevention
- Leverage MEDDPIC to develop opportunity and account-level strategies and maintain up-to-date account plans
- Maintain stakeholder engagement throughout long and complex utility sales cycles, with patience, persistence, and strategies to accelerate timelines around capital planning windows and paving moratorium cycles
- Represent CivilGrid at utility and energy industry conferences with a strategic, outcome-focused approach to networking and prospecting
- Leverage and expand an existing personal network in the utility/energy space to open new opportunities and drive pipeline growth
Skills
- 5-10 years of enterprise sales experience with a strong record of hitting or exceeding quota
- Demonstrated experience selling software or technology solutions directly into electric, gas, or water utilities — this is a hard requirement
- Deep understanding of how utilities buy: capital planning cycles, IT security reviews, procurement timelines, and multi-stakeholder approval processes
- Proven ability to manage multi-threaded deals with long sales cycles across engineering, GIS, IT, and procurement stakeholders
- Familiarity with utility operational language: capital projects, paving moratoriums, map request fulfillment, dig-in prevention, GIS/records systems
- Excellent communication skills with the ability to adapt messaging for utility executives, technical teams, and operational stakeholders
- Highly competitive, driven, and outcome-oriented
- Based in the US West
- Existing relationships at major investor-owned utilities in the Western US (e.g. PG&E, SCE, SDG&E, NV Energy, Pacific Power, Puget Sound Energy)
- Familiarity with utility CapEx planning processes, NEPA/environmental review, or paving coordination workflows
- Experience navigating utility IT security reviews and third-party risk assessments
Benefits
- Offers Equity
- Offers Commission
- Company-funded medical, dental, and vision insurance — including medical plans at no cost to the employee
- FSA (health and dependent care)
- Unlimited PTO and a culture that expects you to actually use it
- 401(k) plan
- Flexible, remote-friendly work environment
- A high-trust team, real ownership, and the chance to do the most meaningful work of your career
Company Overview