Overview

Job Summary

SitelogIQ's Commercial Markets division is seeking an experienced Sales Leader to drive strategic growth across utility infrastructure, street lighting modernization, and smart utility solutions.

Drawing on a successful career working within or alongside electric utilities, this individual will leverage an established network of executive utility contacts and strategic partners to identify, qualify, develop and close new sales. They will build trusted relationships with utility leadership, understand customer priorities, and position the company as a long-term partner for infrastructure modernization.

Working closely with the Utility Engineering SME & Solutions Developer, this role owns the commercial strategy and sales targets for new pursuits while ensuring customer needs are translated into opportunities that align with the company's technical capabilities. This leader will remain actively engaged throughout the pursuit process and continue supporting strategic customer relationships after project award.

Street lighting programs remain a core part of our business, but we are expanding our presence across broader utility infrastructure, engineering services, GIS-enabled solutions, asset management, grid modernization, and other emerging utility initiatives.

This is a highly visible leadership role for someone who brings both deep utility industry experience and a strong professional network, with a passion for creating long-term partnerships and growing the business through closed sales.

Target Salary for this role is $125,000-$150,000 dependent on experience.

Director of Sales Responsibilities

Strategic Sales & Business Development

• Leverage an established network of utility executives, decision-makers, and strategic partners to identify and develop new business opportunities.
• Build and maintain trusted relationships with investor-owned utilities, electric cooperatives, municipal utilities, engineering firms, EPCs, municipalities, and industry partners.
• Identify, qualify, and prioritize strategic pursuits aligned with company growth objectives.
• Represent the company at executive meetings, industry conferences, trade associations, and customer events.
• Maintain long-term customer relationships before, during, and after project delivery.

Customer & Commercial Leadership

• Understand customer business priorities, capital investment programs, operational challenges, and procurement strategies.
• Lead customer engagement and executive discussions to position the company's capabilities and long-term value.
• Develop customer-specific growth strategies and pursuit plans.
• Lead commercial strategy for opportunities while collaborating with internal technical teams on solution development.
• Propose specific projects and close sales.
• Monitor market trends, regulatory initiatives, and emerging utility needs to identify new growth opportunities.

Opportunity Development

• Qualify opportunities before advancing them into formal solution development.
• Partner closely with the Director of Utility Infrastructure Engineering & Solutions to communicate customer objectives, business drivers, and success criteria.
• Remain engaged throughout solution development to ensure customer expectations align with the proposed approach.
• Support contract negotiations and transition opportunities into successful project execution.

Cross-Functional Collaboration

• Collaborate with engineering, estimating, GIS, operations, project management, and executive leadership throughout the pursuit lifecycle.
• Maintain an accurate opportunity pipeline, forecasts, and CRM records.
• Share market intelligence and customer feedback to help shape future service offerings and strategic investments.

Director of Sales Required Qualifications

• Proven success converting strategic customer relationships and opportunities into executed contracts ($1M - $100M) and measurable year-over-year revenue growth.
• 10+ years of experience working within or directly with electric utilities, utility infrastructure, engineering, or related industries.
• Demonstrated success developing business and strategic customer relationships within the utility industry.
• Established network of utility executives, decision-makers, and industry partners.
• Strong understanding of utility capital programs, procurement processes, and infrastructure planning.
• Proven ability to develop and execute sales and business development strategies that balance closing near-term contract value while driving long-term growth.
• Experience working closely with municipalities.
• Excellent communication, relationship-building, presentation, and negotiation skills.
• Ability to travel as needed for customer meetings, conferences, and industry events.

Director of Sales Preferred Qualifications

• Previous leadership experience within an investor-owned utility (IOU), electric cooperative (Co-ops), municipal utility (Muni), or utility services organization.
• Experience supporting utility infrastructure modernization, engineering services, GIS, asset management, grid modernization, or smart utility initiatives.
• Experience collaborating with engineering and technical teams to develop customer solutions.
• Familiarity with utility contracting methods, public procurement, and long-term service agreements.

Work Environment and Physical Requirements

This position is performed in an office and client locations. This position may sit for extended periods, stand, and walk frequently, lift, and carry moderate weight (up to 20 pounds), use hands and fingers to operate a computer, phone, and keyboard. Travels more than 50% to client locations and sometimes requires dexterity for handling materials or product demonstrations. It may also involve prolonged periods of driving and being on the road.

Benefits

We offer a highly competitive salary, and comprehensive benefits, including:

• Medical, dental, and vision insurance
• Disability and life insurance
• 401K
• Flex time off
• 12 paid holidays
• Tuition reimbursement
• Opportunities to drive our DE&I efforts by joining our affinity groups, Veterans and Allies Leadership Organization, or Women Inspiring & Strengthening Everyone
• Opportunities to give back to our local communities through organized events or fundraisers

NOTE: This job description is not intended to be all-inclusive. Employee may be asked to perform other related duties as required to meet the ongoing needs of the Organization

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