Account Executive - Utilities WHAT YOU'LL DO • 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 • Build compelling sales materials including executive presentations, ROI analyses, and business cases demonstrating measurable impact on capital project delivery and dig-in prevention • 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 WHAT YOU'LL BRING • 5+ 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, water, or telecom 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 BONUS POINTS • 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 HOW WE WORK We're a small, but rapidly growing team that ships. Expect direct feedback, real ownership from day one, and proximity to customers - huge utilities, public agencies, and engineering firms whose work depends on what we build. We default to in-person collaboration where it matters and remote-friendly flexibility otherwise. We hire people who care deeply about their craft and the communities our customers serve. COMPENSATION & BENEFITS The base salary range for this role is $150,000 - $175,000. This role has a 50/50 base to commission split, bringing total OTE to $300,000 - $350,000. Cash is only one part of your total compensation package at CivilGrid, which also includes meaningful early-stage equity, comprehensive benefits, and the opportunity to shape a category-defining company. The base salary range listed above may encompass various levels and/or geographic locations; final offers are determined based on the candidate's experience, skills, level, and work location. In addition, we offer: • 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