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Salary information is not publicly listed for this position. Apply directly to discuss compensation with Gridware.

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This is an on-site position at Gridware located in United States, North America.

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Gridware is actively hiring for Sales roles. Visit the company page to see all open positions and learn more about working at Gridware.

Business Development Manager, West Coast

Gridware United States Today

sales

About Gridware

Gridware is a San Francisco-based technology company dedicated to protecting and enhancing the electrical grid. We pioneered a groundbreaking new class of grid management called active grid response (AGR), focused on monitoring the electrical, physical, and environmental aspects of the grid that affect reliability and safety. Gridware’s advanced Active Grid Response platform uses high-precision sensors to detect potential issues early, enabling proactive maintenance and fault mitigation. This comprehensive approach helps improve safety, reduce outages, and ensure the grid operates efficiently. The company is backed by climate-tech and Silicon Valley investors. For more information, please visit www.Gridware.io.

Role Description

Remote; must reside in Pacific or Mountain time zones near major metro. Travel

expectations 50%+.

We are looking for a Business Development Manager for the West Coast region to lead our

commercial entry and future expansions with electric utilities—especially investor-owned

utilities (IOUs) across the broader western U.S.

In this role, you will own regional strategy, engage with stakeholders spanning executives to

front-line operations, build long-term relationships, and drive adoption of Gridware’s

technology. You’ll be on the front lines of transforming how utilities detect faults, mitigate

wildfire risk, and modernize their grid assets.

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

Required Skills

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

Bonus Skills

Experience working with utility grid operations, wildfire mitigation, grid modernization, or engineering groups

Experience selling hardware or software into large matrixed organizations with long sales cycles.

Engineering background (electrical, civil, mechanical)

This describes the ideal candidate; many of us have picked up this expertise along the way. Even if you meet only part of this list, we encourage you to apply!

Benefits

Health, Dental & Vision (Gold and Platinum with some providers plans fully covered)

Paid parental leave

Alternating day off (every other Monday)

“Off the Grid”, a two week per year paid break for all employees.

Commuter allowance

Company-paid training