Sales Director – Grid Edge Control Solutions
Job Type: Full-time – This role is not eligible for visa sponsorship
Work Location: Remote
ABOUT US
Sentient Energy, a subsidiary of Accurant International, is a leader in intelligent line sensing, data analytics, optimization, and control solutions for electric grids. Sentient Energy’s advanced hardware and software systems empower utilities to make informed, data-driven decisions to ensure reliable, safe, and efficient power delivery. With the industry’s only comprehensive Grid Analytics System, which covers both underground and overhead distribution networks, Sentient Energy provides the most flexible communication options available. The company leads the global market, deploying the largest network of line sensors across North America to deliver real-time data for predictive insights and strategic grid management.
Sentient Energy’s Grid Edge Control solutions help utilities manage demand and reduce losses at the grid’s edge through techniques such as Volt-VAR optimization, conservation voltage reduction, and peak demand reduction. For further information, visit www.sentientenergy.com or follow Sentient Energy on LinkedIn.
JOB DESCRIPTION
Sentient Energy is looking for a full-time Sales Director to join our team. This is a remote opportunity based in the United States and reporting to the Senior Vice President, Global Sales. The Sales Director will be a senior, experienced enterprise sales leader responsible for developing and winning new business with North American electric utilities in the distribution market. This role will focus on selling grid edge control solutions that help utilities improve reliability, visibility, resiliency, and operational performance across the distribution grid. The Sales Director will own strategic account development, executive-level customer engagement, complex sales cycles, bookings and revenue growth, and new-logo acquisition within assigned utility accounts. Working closely with Technical Sales, Business Development, Product Management, Engineering, and Advanced Technology teams, the Sales Director will position Sentient Energy as a trusted partner to utility decision makers and drive solution adoption aligned to each customer’s grid modernization and reliability objectives.
JOB SUMMARY
- Own and execute a strategic sales plan to win new business and expand Sentient Energy’s presence with North American electric utilities focused on distribution grid modernization
- Lead senior-level engagement with utility executives, distribution operations leaders, grid modernization teams, and planning stakeholders to position VVO/CVR solutions and distributed energy storage capabilities
- Identify, qualify, and advance complex opportunities tied to voltage optimization, conservation voltage reduction, reliability improvement, DER integration, non-wires alternatives, resiliency, and operational performance
- Develop value-based account strategies that align Sentient Energy solutions with customer business cases, regulatory drivers, capital programs, O&M priorities, and measurable grid outcomes
- Manage enterprise sales cycles from prospecting and executive discovery through solution validation, commercial negotiation, procurement, contracting, and close
- Orchestrate cross-functional deal teams, including Technical Sales, Business Development, Product Management, Engineering, Advanced Technology, and executive sponsors, to shape compelling customer solutions
- Build and maintain a high-quality pipeline of new-logo and expansion opportunities that supports bookings, revenue, forecast accuracy, and long-term strategic account growth
- Maintain accurate 18-month forecasts, account plans, opportunity status, executive relationship maps, and next-step actions in Sentient Energy’s Customer Relationship Management system
- Represent the Voice of the Customer by sharing market insights, competitive intelligence, procurement dynamics, technical requirements, and emerging distribution utility priorities across Sentient Energy
- Drive alignment between customer needs and Sentient Energy’s selling process, ensuring opportunities progress with clear qualification, value proposition, decision criteria, mutual action plans, and executive sponsorship
- Foster collaborative internal and external relationships that support trusted advisor status, solution adoption, successful implementation planning, and long-term customer expansion
- Perform other duties as assigned
BASIC REQUIREMENTS
- Experience with direct sales and/or account management
- Experience with formulating strategic plans for customers/markets and executing
- Experience hunting and winning new customers
- Familiarity with electric utility major equipment (transformers, breakers, etc.)
- Understanding of utility buying drivers (rate cases, O&M reduction, grants)
- Bachelor’s degree or 10+ years of relevant utility sales experience
- Experience effectively selling into large organizations
- Experience driving selling opportunities via a CRM software
- Ability to travel up to 50% of the time, as health and safety permits
Preferred Approach and Personality
- Outgoing, trustworthy, likeable, involved and fully engaged.
- High energy, yet calm and cool demeanor.
- Enthusiastic and committed to the job at hand and agreement with the vision and direction of the company.
- Enjoy working hard and taking on problems head-on.
- Leading by example.
- Greatly enjoy the work and being here.
- Loyalty.
CULTURE AND TOTAL REWARDS
Sentient Energy, Inc. offers full-time employees a significant Total Rewards Package, including:
- Medical insurance plan options and other standard employee benefits, including dental insurance, vision benefits, life insurance, disability insurance, and more!
- 401(k) Plan (plus company match)
- Paid time off – including holidays and vacation.
- Above all, a company culture that prioritizes the growth of its employees technically, professionally, and financially.
It is the policy of Sentient Energy, Inc. not to discriminate against any applicant for employment, or any employee because of age, color, sex, disability, national origin, race, religion, or veteran status.
