10+ years in B2B sales with a focus on scaling revenue from scratch to high double-digit growth
5+ years leading sales organizations for innovative hardware with software services
Proven track record of winning early adopters and transitioning to mainstream adoption
Strong seller mentality with a hands-on approach to closing and expanding accounts
Experience using AI and data tools to manage sales organizations effectively
Familiarity with demanding physical industries like construction or energy, requiring significant field presence
Responsibilities
Sell first, then systematize by spending time in the field with customers to prove conversion methods
Expand existing accounts and identify early adopters in select trades to validate market size
Codify a sales playbook for different channels and customer types to drive revenue growth
Build and lead a sales team, focusing on hiring and developing talent for the full account journey
Establish a North American partner program, defining channel mix and setting partner economics
Utilize data from Salesforce to inform product and pricing decisions from day one
Perform other duties as assigned
Benefits
Based on the West Coast with same-day reach to any California customer
Regular travel across North American markets
Public and security procurement experience is a plus
Full Job Description
**This position is based on the West Coast with preference in California**
Instagrid is building a category-defining hardware and software platform for portable power on its way to $1B+ global scale. We have generated initial traction in North America, winning major reference customers in construction, entertainment, and security who will never go back to combustion technology. Now it is about building a repeatable sales motion that makes this growth forecastable and ready to cross the chasm from early adopters to mass adoption. There is no playbook to copy, but two years of learning to build on. The next phase means multiplying North American revenue 10x over the next 36-48 months, starting on the West Coast and scaling cross-country. This role reports directly to the Co-CEO leading the commercial organization.
Sell first, then systematize. You'll spend the majority of your time in the field with customers, prove the conversion motion personally, and turn what works into the North American sales operating manual
Prove the true market size with discipline. You'll expand existing accounts, win early adopters and innovators in select trades, and choose the right fish-to-pond before scaling cross-country
Codify a playbook per channel and customer type that a first-year rep can turn into a 7-digit revenue stream in year two - and hold the team accountable to its disciplined execution
Build and lead the team. You'll hire, onboard, and develop stellar sales talent that owns the full account journey from first order through Customer Success and into an attachable services business, delivering a customer experience low-cost look-alikes cannot match
Stand up the North American partner program. You'll define channel mix across direct and partner sales, set partner economics and conflict guardrails before scale, and personally sponsor the most strategic accounts
Run the region on data from day one. Salesforce will be the single source of truth, AI-first instrumentation on leading indicators, and field intelligence feeding product and pricing decisions
Other duties as assigned
10+ years in B2B sales with experience scaling revenue from scratch to the high double-digit range, including 5+ years leading sales organizations for innovative hardware with layered software services
A category builder, not a playbook manager with a proven track record winning early adopters and crossing the chasm to mainstream adoption, comfortable with ambiguity and deliberate with risk
A seller first mentality that closes and expands demanding accounts personally, and earns the right to lead by demonstrating it in the field, not just managing from a dashboard
Demonstrated use of AI and data tooling to run a sales organization, not just to report on it
At home in demanding physical industries - construction, energy, utilities, or similar - and comfortable with a role requiring significant field presence and regular travel across North American markets
Based on the West Coast with same-day reach to any California customer
Regular travel across North American markets
Public and security procurement experience is a plus
