Note: The job is a remote job and is open to candidates in USA. Uplight is creating a new category of energy, developing software that manages energy resources to enhance efficiency and reliability. They are seeking a Utility Sales Manager/Director to drive enterprise sales and lead the clean energy revolution by managing complex sales processes and engaging with utility executives.
Responsibilities
- Drive New Business Growth: Actively prospect, build, and maintain a robust pipeline within your assigned geographic territory
- Manage Long-Cycle Complex Deals: Apply a rigorous, consultative enterprise selling framework to navigate utility procurement processes across extended 18–24 month sales cycles
- C-Suite Engagement: Identify, navigate, and influence C-level decision-makers, regulatory stakeholders, and key industry influencers within target utility accounts
- Collaborate Internationally & Internally: Work closely with senior commercial leadership—including your RVP and the Senior Vice President of Sales—to refine sales strategies, mitigate deal risk, and secure executive sponsorship
- Cross-Functional Execution: Coordinate tightly with Industry Solutions, Product, Marketing, Delivery, and Account Management to ensure proposed commercial solutions align with Uplight’s core delivery capabilities and maximize lifetime value
- Pipeline and Forecast Rigor: Maintain disciplined CRM hygiene and data validation to support highly accurate corporate revenue projections
Skills
- 3-5+ years of direct sales experience selling enterprise software, SaaS, or complex multi-million-dollar services (for Sales Managers)
- 7–10+ years of advanced enterprise sales experience with a documented track record of exceeding quotas in the utility ecosystem (for Sales Directors)
- Solid understanding of (or a proven capability to rapidly master) utility buying economics, including both regulated and non-regulated utility models, rate cases, and regulatory frameworks
- Awareness or mastery of strategic enterprise selling methodologies (e.g., MEDDPICC) to drive disciplined qualification and pipeline tracking
- Proven ability to act as a trusted client advocate and build long-term, multi-year corporate relationships across complex matrix organizations
- Willingness to travel 50%+ for face-to-face utility customer engagement and on-site deal development
Benefits
- Comprehensive benefits, including flexible time off
- Generous parental leave
- A wellness stipend
- Work flexibility to help you thrive both personally and professionally
- Ample advancement opportunities
- Robust learning and development programs
- A supportive team environment that fosters collaboration and innovation
- Employee Resource Groups offer opportunities to connect with colleagues who share your interests and backgrounds
Company Overview