["Director of Sales & Client Success","Director of Sales & Client Success"]

About ev.energyWe're building the world's largest EV-centric virtual power plant (VPP). By connecting to vehicles, chargers, batteries, solar, and other distributed energy resources, we turn households into flexible grid assets that balance supply and demand, preventing blackouts and reducing reliance on fossil fuels.We're scaling rapidly across North America and Europe. We are moving fast, we are AI‑first, and we are looking for builders who want to power the grid of the future.The opportunityThis is a pivotal commercial leadership role at an exciting moment for ev.energy. We have a proven platform, real customer traction, and a market that is moving firmly in our direction – dynamic load management and orchestration across DERs is no longer a nice‑to‑have for utilities, it's becoming a regulatory and grid imperative.This isn't a typical enterprise SaaS sales leadership role. Winning and keeping utility customers isn't a transaction – it's a multi‑year relationship built on trust, regulatory fluency, and deep account stewardship. You'll own the full commercial engine: new business, renewals, expansion, pricing, partnerships, and the operating rigour that makes a sales org predictable.You'll be joining a small but talented sales team, leading them to deliver against an ambitious revenue number. This isn't just a player‑coach role – the leadership piece is real, and so is the strategic ownership. If you're looking for a role where you can make your mark on both the team and the commercial strategy, this is it.Essential requirementsMinimum 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 conversionsA proven track record of leading a sales team to consistently hit revenue targets in a B2B SaaS or enterprise software environmentDemonstrated experience building trusted executive relationships with utility, regulatory, or similarly complex enterprise stakeholdersExperience owning multi‑year account strategy, renewals, and expansion – not just net‑new salesA genuine love of developing people – you're as proud of your team's wins as your ownOutstanding communicator – written and verbal – able to translate technical capability into a compelling commercial storyStrongly preferredExperience with sales methodology and forecasting discipline (MEDDPICC or equivalent)Experience owning pricing, packaging, or deal desk processesPrior experience in a startup or growth‑stage companyNetworks in the utility, CCA, or energy ecosystem (OEMs, DER providers, implementation partners) that you can bring from day oneWillingness to travel to key markets and industry eventsThe kind of person who thrives hereYou care about the mission – clean energy, smarter grids, a better future – not just the commissionYou're as comfortable in a boardroom with a utility VP as you are in a pipeline reviewYou're energized by building and coaching a team, not just by your own dealsYou have high standards, but you don't need everything to be perfect before you get startedLeading & developing the teamLead, motivate and inspire a small sales team to consistently deliver against the overall revenue pipeline numberHire, coach and develop sales talent; own territories, quotas, skills development, and performance managementCreate a high‑performance sales culture that is ambitious, collaborative, and grounded in deep customer understandingStrategic accounts, renewals & growthOwn executive relationships across our top strategic utility accounts – including CEOs, VPs, and the regulators tied to those accountsDevelop 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 productsPartner with Customer Success to improve adoption and protect gross and net revenue retentionCommercial excellence & operating rigourOwn the commercial operating cadence: forecasting, pipeline inspection, MEDDPICC discipline, CRM hygiene, and territory planningOwn pricing strategy, commercial packaging, and deal desk decisions for complex enterprise opportunitiesBe accountable for the metrics that matter – ARR, bookings, retention, pipeline coverage, forecast accuracy, and win ratePartnerships, policy & market presenceBuild and maintain strategic relationships with ecosystem partners – OEMs, DER providers, implementation and consulting partners, and industry associationsPartner closely with Policy to convert regulatory developments into commercial opportunities, and with Marketing on account‑based marketing for named strategic accountsRepresent ev.energy at key industry events (DISTRIBUTECH, SEPA, Enlit) and in front of utility commissionsTrack the competitive landscape – battlecards, win/loss reviews, and pricing intelligenceCross‑functional leadershipTranslate customer and market needs into product priorities, influencing roadmap decisionsChair regular commercial alignment across Product, Engineering, Marketing, Policy, and Customer SuccessUse 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#J-18808-Ljbffr