Senior Account Executive - Utilities

civilgrid; San Francisco (CA); On-site; USD 150,000 - 175,000; Full time

Benefits offered by this job

Company-funded medical, dental, and vision insurance

Unlimited PTO

401(k) plan

Job summary

CivilGrid, based in San Francisco, is seeking a highly motivated Senior Account Executive to drive sales across the US West utilities market. The ideal candidate should have a strong background in enterprise sales within the utility or energy sector, managing complex deals with various stakeholders.

This role offers a base salary of $150,000 - $175,000 with total OTE up to $350,000, alongside benefits like unlimited PTO, remote work flexibility, and comprehensive health insurance.

Qualifications

• 5-10 years of enterprise sales experience with a proven track record.
• Experience selling software solutions in the utility sector is critical.
• Deep understanding of utility procurement and capital planning.

Responsibilities

• Deliver and exceed sales targets with a strong history of success.
• Lead complex enterprise sales cycles from prospecting to contract execution.
• Secure executive sponsorship across utility leadership teams.

Skills

Enterprise sales experience

Utility sector knowledge

Communication skills

Negotiation skills

Job description

ABOUT CIVILGRID

CivilGrid is the trusted civil design platform powering affordable infrastructure renewal and growth. We give utilities, civil engineers, and municipalities a single, collaborative source of truth for what's underground so teams can plan, design, and build faster, smarter, and safer.

Our platform consolidates utility records, geotechnical and environmental data, paving moratoriums, and jurisdictional requirements directly from 3,000+ utilities, agencies, and municipalities with full chain‑of‑custody documentation. Teams at PGE, Mark Thomas, and dozens of leading engineering firms use CivilGrid to cut research time by up to 88%, reduce project costs, prevent dig‑ins, and accelerate delivery on the projects that keep communities running.

We’re a venture‑backed Series A startup tackling a $4.7T US infrastructure market that has been underserved by software for decades. Founded by industry insiders, each with 10+ years in utilities and civil engineering, we move fast, ship work that matters, and stay close to the customers and field teams we build for.

WHY THIS ROLE

We’re seeking a highly motivated and outcomes‑driven Senior Account Executive to own and grow CivilGrid’s presence across the US West utilities market. The ideal candidate has a proven track record of enterprise sales success within the utility or energy sector, thrives in complex multi‑threaded deals, and brings creativity and persistence to every stage of the sales process.

This role is purpose‑built for a seller who understands how utilities operate — from capital planning cycles and GIS/records teams to procurement, compliance, and engineering leadership. You’ll be selling into some of the largest infrastructure owners in the country, helping them prevent dig‑ins, reduce project costs, and accelerate capital delivery with CivilGrid’s civil design platform.

This role reports into our Head of Sales and is specifically focused on investor‑owned and large public utilities (electric, gas, and water) in the US West region (WA, OR, CA, AZ, ID, NV, UT). You must be based in the US West to be considered for this role.

WHAT YOU’LL DO

• Deliver and exceed sales targets with a strong, quantifiable history of success

Lead complex enterprise sales cycles from prospecting through contract execution, including:

• Securing executive sponsorship across engineering, capital planning, and GIS leadership
• Running pilots with clear success criteria tied to utility‑specific KPIs (dig‑in reduction, research time, map request throughput)
• Converting pilots into multi‑year enterprise contracts
• Develop creative, targeted outbound campaigns tailored to utility buyer personas — VP Engineering, Capital Portfolio Managers, GIS Directors, and Records Teams
• Navigate utility procurement processes, including security reviews, IT compliance, and vendor onboarding requirements common to regulated utilities
• Present compelling sales materials including executive presentations, ROI analyses, and business cases demonstrating measurable impact on capital project delivery and dig‑in prevention
• Leverage MEDDPIC to develop opportunity and account‑level strategies and maintain up‑to‑date account plans.
• Maintain stakeholder engagement throughout long and complex utility sales cycles, with patience, persistence, and strategies to accelerate timelines around capital planning windows and paving moratorium cycles
• Represent CivilGrid at utility and energy industry conferences with a strategic, outcome‑focused approach to networking and prospecting
• Leverage and expand an existing personal network in the utility/energy space to open new opportunities and drive pipeline growth

WHAT YOU’LL BRING

• 5‑10 years of enterprise sales experience with a strong record of hitting or exceeding quota
• Demonstrated experience selling software or technology solutions directly into electric, gas, or water utilities — this is a hard requirement
• Deep understanding of how utilities buy: capital planning cycles, IT security reviews, procurement timelines, and multi‑stakeholder approval processes
• Proven ability to manage multi‑threaded deals with long sales cycles across engineering, GIS, IT, and procurement stakeholders
• Familiarity with utility operational language: capital projects, paving moratoriums, map request fulfillment, dig‑in prevention, GIS/records systems
• Excellent communication skills with the ability to adapt messaging for utility executives, technical teams, and operational stakeholders
• Highly competitive, driven, and outcome‑oriented
• Based in the US West

BONUS POINTS

• Existing relationships at major investor‑owned utilities in the Western US (e.g. PGE, SCE, SDG&E, NV Energy, Pacific Power, Puget Sound Energy)
• Familiarity with utility CapEx planning processes, NEPA/environmental review, or paving coordination workflows
• Experience navigating utility IT security reviews and third‑party risk assessments

HOW WE WORK

We’re a small, but rapidly growing team that ships. Expect direct feedback, real ownership from day one, and proximity to customers — huge utilities, public agencies, and engineering firms whose work depends on what we build. We default to in‑person collaboration where it matters and remote‑friendly flexibility otherwise. We hire people who care deeply about their craft and the communities our customers serve.

COMPENSATION & BENEFITS

The base salary range for this role is $150,000 - $175,000. This role has a 50/50 base to commission split, bringing total OTE to $300,000 - $350,000.

Cash is only one part of your total compensation package at CivilGrid, which also includes meaningful early‑stage equity, comprehensive benefits, and the opportunity to shape a category‑defining company. The base salary range listed above may encompass various levels and/or geographic locations; final offers are determined based on the candidate’s experience, skills, level, and work location.

In addition, we offer:

• Company‑funded medical, dental, and vision insurance — including medical plans at no cost to the employee
• FSA (health and dependent care)
• Unlimited PTO and a culture that expects you to actually use it
• 401(k) plan
• Flexible, remote‑friendly work environment
• A high‑trust team, real ownership, and the chance to do the most meaningful work of your career

EQUAL EMPLOYMENT OPPORTUNITY

CivilGrid is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees and applicants.

We do not discriminate on the basis of race, color, religion, sex, sexual orientation, gender identity or expression, national origin, age, disability, genetic information, marital status, veteran status, pregnancy, or any other characteristic protected by federal, state, or local law. Employment decisions at CivilGrid are based on business needs, job requirements, and individual qualifications.

If you require a reasonable accommodation to participate in the application or interview process, please contact us — we’re happy to help.