Business Development Manager, West Coast

Gridware; United States; Remote; USD 150,000 - 167,000; Full time

Benefits offered by this job

Health, Dental & Vision benefits

Paid parental leave

Alternating day off

"Off the Grid", a two-week paid break

Commuter allowance

Company-paid training

Job summary

A leading grid technology company is seeking a Business Development Manager for the West Coast. This role primarily involves leading the commercial entry into utilities and managing relationships to drive technology adoption. Candidates should have a background in business development, focusing on electric utilities, with a strong understanding of regulatory dynamics. This position demands excellent relationship-building skills combined with the ability to operate autonomously in a fast-paced environment.

Qualifications

• 5+ years of business development, sales, or strategic account management experience.
• Proven success selling to electric utilities.
• Strong understanding of utility structures and regulatory dynamics.

Responsibilities

• Refine go-to-market strategy for the West Coast utility market.
• Build and manage executive-level relationships.
• Lead the end-to-end sales cycle.

Skills

Business development

Sales

Strategic account management

Relationship-building

Communication skills

Job description

Business Development Manager, West Coast

This range is provided by Gridware. Your actual pay will be based on your skills and experience — talk with your recruiter to learn more.

Base pay range

$150,000.00/yr - $167,000.00/yr

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.

Role Description

Remote; must reside in the Pacific or Mountain time zones near a 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, sales, or strategic account management experience
• Proven success selling to electric utilities
• 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)

Benefits

• Health, Dental & Vision (Gold and Platinum with some provider 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

Seniority level

Mid‑Senior level

Employment type

Full‑time

Job function

Business Development and Sales

Industries: Software Development