GridUnity · 12 hours ago
Senior Sales Engineer
United States
Full-time
Remote
Senior Level, Lead/Staff
10+ years expGridUnity is the industry leader in interconnection life cycle management, delivering innovative software solutions for a sustainable energy future. As a Senior Sales Engineer, you will own the technical win for complex enterprise opportunities, leading technical discovery and solution design while serving as a trusted advisor to utility engineers and executives.
Cloud ComputingMachine LearningPaaS
No H1B
U.S. Citizen Only
Responsibilities
Lead all technical aspects of the sales cycle for large, complex enterprise accounts
Translate customer business problems into clear, credible technical solutions
Ensure proposed solutions are feasible, defensible, and aligned with customer operational realities
Serve as the trusted technical voice with engineers, planners, IT professionals, and executive stakeholders
Design and deliver demos aligned to customer workflows, pain points, and success metrics
Tailor demonstrations for different personas, including engineering, operations, and leadership
Run technical deep dives, whiteboarding sessions, and proof-of-concept workshops
Clearly articulate why the solution works, not just what it does
Collaborate with account executives on discovery, deal strategy, and positioning
Help qualify opportunities by assessing technical fit, complexity, and risk early
Influence pricing, packaging, and scope by grounding proposals in technical reality
Anticipate objections and equip sales partners with credible, technically sound responses
Act as a feedback loop between customers and internal product and engineering teams
Distinguish true product gaps from solvable configuration or process issues
Advocate for scalable, standards-based solutions over one-off customizations
Help inform roadmap prioritization based on revenue impact and strategic value
Build trust with senior technical stakeholders through honesty, precision, and reliability
Set clear expectations around capabilities, timelines, and outcomes
Support smooth handoff to implementation and customer success teams
Represent GridUnity as a long-term thought partner, not just a product expert
Qualification
Required
10+ years of experience in Sales Engineering, Solutions Consulting, or Technical Pre-Sales
Proven experience supporting enterprise B2B SaaS sales cycles with large ACV deals
Deep understanding of data-centric platforms, including systems of record, analytics, integrations, APIs, and AI-enabled capabilities
Strong domain knowledge of transmission and distribution systems, including planning, grid reliability, regulatory frameworks, and interconnection challenges
Experience with distribution-level interconnection, DER integration, or hosting-capacity modeling
Demonstrated success translating customer pain points into solution architectures, not just feature demonstrations
Proven consulting experience organizing complex projects, analyzing operations, and delivering actionable recommendations
Excellent technical communication skills, including whiteboarding, executive-level explanations, and deep technical discussions
Strong systems thinking with the ability to explain how tools, data sources, and stakeholders fit together
Experience explaining and working with data models, data quality, integrations, ETL flows, analytics, dashboards, or AI-assisted tools
Track record of setting clear expectations and preventing over-customization to protect platform scalability
Preferred
Prior experience in the utilities or energy sector, including interconnection processes, grid operations, or regulatory environments
Experience supporting pilots, proof-of-concepts, or phased enterprise rollouts
Involvement in product feedback loops, roadmap influence, and scope definition
Leadership aptitude, including mentoring others or interest in growing into a people-management role
Experience acting as the bridge between customer needs and internal teams across sales, product, engineering, and customer success
Benefits
Competitive compensation packages that recognize your expertise and contributions
Remote-first culture that provides flexibility and balance
Professional development opportunities, including training, mentorship, and career pathing
Comprehensive health, dental, and vision insurance starting day one
Short- and long-term disability and basic life insurance at no cost to you
401(k) plan with a 4% match to help secure your future
Flexible PTO and a supportive work culture that values balance
Mission-driven work with the opportunity to make a significant impact in the energy sector
Company
GridUnity
GridUnity is a platform-as-a-service providing firm that offers services for machine learning, cloud computing and application.
51-200 employees
Funding
Current Stage
Growth StageTotal Funding
$49.5MKey Investors
GRIP Program
2024-10-18Grant· $49.5M
Leadership Team
Brian Fitzsimons
CEO
Recent News
2025-03-26
Company data provided by crunchbase