Head of Utility Sales & Strategy

Motive Power's Head of Utility Sales & Strategy is a sales executive from the consulting industry who will be responsible for defining and executing the company’s go-to-market strategy within the utility sector, driving revenue growth, and building a high-performing sales organization. This executive leader combines strategic vision with hands-on deal leadership, owning key client relationships and closing complex, high-value engagements. This role sits at the intersection of sales leadership, industry expertise, and strategic consulting, with full accountability for sales and marketing functions, pipeline development, deal execution, and market expansion in the utilities space.

Motive Power is seeking a US-based candidate for this role with the ability to travel as needed and fulfill a hybrid work schedule from one of our locations.

Key Responsibilities

Sales Strategy & Go-to-Market

• Define and execute the utility sales and growth strategy
• Identify priority market segments and offerings within utilities
• Shape value propositions aligned to industry trends (grid modernization, decarbonization, etc.)
• Oversee and partner with sales and marketing teams to develop and refine solutions, positioning and messaging

Revenue Leadership & Deal Execution

• Own revenue targets and growth strategy for the utility sector
• Personally lead and close large, complex, multi-year enterprise deals ($50M+)
• Develop and execute winning deal strategies across the full sales lifecycle
• Build and maintain executive relationships with utility clients and partners
• Drive and maintain disciplined and accurate pipeline forecasting and sales execution

Build & Develop a High-Performing Sales Team

• Recruit, hire, and scale a best-in-class utility solutions sales organization
• Coach and develop team members across all levels
• Establish clear performance expectations, career paths, and accountability frameworks
• Implement sales processes, tools, and operating cadence to drive consistency and results
• Foster a culture of ownership, collaboration, and continuous improvement

Client & Market Leadership

• Serve as a trusted advisor to senior utility executives
• Represent the company in industry forums, conferences, and key accounts
• Monitor market trends, regulatory changes, and competitive landscape
• Translate insights into actionable growth strategies

Cross-Functional Collaboration

• Partner with consulting delivery teams to ensure successful client outcomes
• Align sales efforts with delivery capabilities and strategic priorities
• Support solution development for complex client needs

Minimum Qualifications & Experience

• 10+ years of experience in utility industry sales, consulting, or related leadership roles
• 5+ years of experience leading and scaling sales and marketing teams
• Bachelor’s degree (BA/BS) in Business, Engineering, Economics, Finance or a related field
• Proven track record of closing large, complex enterprise deals ($50M+)
• Deep understanding of the utility sector and key industry trends
• Experience building and scaling sales teams and go-to-market functions
• Strong executive presence with the ability to influence C-level stakeholders
• Blend of strategic thinking and hands-on execution
• Ability to travel as needed

Preferred Qualifications

• Advanced degree (MBA or equivalent)
• Deep expertise across one or more utility segments
• Experience in consulting-led or solution-based sales environments
• Established network of senior utility industry relationships
• Experience building or scaling a new market, business unit, or sales function

What Success Looks Like

• Consistent achievement of revenue and growth targets
• A scalable, high-performing sales organization with strong talent retention
• Expansion of key utility accounts and acquisition of new strategic clients
• Increased market presence and credibility within the utility industry

The anticipated wage range for this position includes a base compensation of $230,000 per year to $400,000 per year based on relevant factors as experience, education, location, and qualification. In addition to base pay, this position is eligible for commission and Motive Power offers a comprehensive benefits package, including medical, dental, vision, life insurance, 401k retirement plan with company match, flexible spending accounts, $2,500 towards a fully electric EV, plus more.

Motive Power is committed to equitable and competitive compensation practices in accordance with all applicable federal, state, and local laws.

At Motive Power, we are committed to fostering a diverse and inclusive work environment. We are an equal opportunity employer and value diversity at all levels of the organization. We are committed to creating an inclusive environment for all employees and applicants. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex (including pregnancy, childbirth, or related medical conditions), sexual orientation, gender identity or expression, age, national origin, disability, genetic information, veteran status, or any other status protected by applicable federal, state, or local laws.

If you require a reasonable accommodation to apply for a position or to participate in the interview process, please contact us at hr@motive-power.com to discuss your needs.

Applicants must be authorized to work for any employer in the U.S. We are unable to sponsor or take over sponsorship of an employment Visa at this time.