Director of Business Development - Utilities (Remote)

Firescape Inc.; Albuquerque (NM); Hybrid; USD 150,000 - 210,000; Full time

Benefits offered by this job

Remote-friendly

Albuquerque office option

Flexible core hours

Competitive compensation

Job summary

Firescape Inc. is seeking a Director of Business Development to own Firescape's commercial motion across the utility market.

This senior, high-ownership role drives revenue end to end, from target list and first conversation through proposal, close, and expansion. You'll build the playbook for market segmentation, messaging, the demo narrative, the partner and procurement channels, and the conference relationships that generate qualified opportunities in a long-cycle, trust-driven market.

Qualifications

• Direct experience selling to or working for electric utilities and understanding procurement processes.
• 7+ years in B2B sales, business development, or account management, with leadership experience.
• Proven ability to run complex, long-cycle B2B software sales with multiple stakeholders and a consultative approach.
• Exceptional presentation and communication skills for technical staff and executives.
• Genuine comfort operating without a pre-built playbook; ability to define processes.
• Willingness to travel roughly 25–35% for customer meetings and events.
• Nice to have familiarity with wildfire mitigation, grid infrastructure, GIS, or SaaS platforms.

Responsibilities

• Work closely with the executive team to define and execute go-to-market strategy.
• Own the full sales cycle from target lists to proposal, negotiation, and close.
• Lead prospecting and relationship building with utility customers.
• Craft compelling, value-first pitches that translate Firescape's capabilities into savings and risk reduction.
• Represent Firescape at industry events to generate qualified opportunities.
• Lead RFP and RFI responses from qualification through submission.
• Run the sales cycle end-to-end: qualification, demo, evaluation, pilot design, contracting, and close.
• Manage and grow existing accounts, driving expansion into new service territories and use cases.

Skills

Electric utilities sales

B2B sales

Long-cycle sales

Presentation skills

Travel willingness

Job description

Firescape Inc. is seeking a Director of Business Development to own Firescape's commercial motion across the utility market.

This senior, high-ownership role drives revenue end to end, from target list and first conversation through proposal, close, and expansion. You'll build the playbook for market segmentation, messaging, the demo narrative, the partner and procurement channels, and the conference relationships that generate qualified opportunities in a long-cycle, trust-driven market.