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Gridware · 1 day ago

Business Development Manager, West Coast

United States

Full-time

Remote

Senior Level

$150K/yr - $167K/yr

5+ years exp

Gridware is a San Francisco-based technology company dedicated to protecting and enhancing the electrical grid. They are seeking a Business Development Manager for the West Coast region to lead commercial entry and expansions with electric utilities, focusing on building relationships and driving technology adoption.

EnergyInternet of ThingsPower GridSoftware

Responsibilities

Refine go-to-market strategy for the West Coast utility market, with a strong focus on IOUs

Build, manage, and grow executive-level relationships across T&D operations, asset management, wildfire mitigation, reliability engineering, and innovation groups

Identify customer needs and translate them into compelling solutions and proposals

Lead the end-to-end sales cycle: outreach, discovery, technical conversations, demos, proposals, and contract negotiations

Collaborate closely with Product, Engineering, Field Operations, and Customer Success to ensure seamless onboarding experience and align solutions with utility requirements

Represent Gridware at industry conferences, trade shows, and onsite customer engagements

Build a pipeline of strategic accounts and deliver accurate forecasting and reporting

Serve as voice of customer, influencing product roadmaps and new feature development

Qualification

Business developmentTechnical salesUtility industry knowledgeRelationship buildingCommunication skillsNegotiation skillsPresentation skillsAutonomous operationTravel willingnessGrid operations experienceWildfire mitigation experienceEngineering backgroundSelf-starter mentality

Required

5+ years of business development, technical sales, or strategic account management experience

Proven success selling to electric utilities (Software or Hardware solutions)

Strong understanding of both investor- and consumer-owned utility structures, decision-making workflows, regulatory dynamics, and budget planning cycles

Exceptional relationship-building skills with the ability to earn trust at all levels—from field operations to executives

Ability to translate technical concepts into clear business value; comfortable with technical engineering concepts related to distribution engineering

Strong communication, negotiation, and presentation skills

Self-starter mentality with the ability to operate autonomously in a fast-moving startup environment

Willingness to travel regularly across the West