Strategic Sales Manager - West Coast

Gradient; United States; Remote; USD 125,000 - 145,000; Full time

Benefits offered by this job

Equity

Medical/vision/dental/life/disability

401k

Paid parental leave

Professional Development Stipend

Commuter benefits

Flexible PTO

Job summary

Gradient is seeking a Regional Sales Manager to own and grow our West Coast territory (CA, OR, WA). You will sell Gradient heat pump hardware alongside our software platform services, building a qualified pipeline and bookings that ship on schedule.

Location is Oregon or Washington preferred, with remote work and regular travel across CA, OR, and WA. Base salary ranges from $125,000–$145,000 with OTE of $175,000–$195,000, plus equity and benefits.

Qualifications

• 4–8 years of quota-carrying B2B sales with targets met.
• Sales experience in HVAC, building energy, efficiency, or related field.
• Experience selling hardware and software with recurring revenue.
• Working knowledge of electrification incentives, utility programs, rebates, and funding.
• Comfort with long, multi-stakeholder sales cycles.
• Disciplined pipeline management and forecasting in a CRM such as Salesforce or HubSpot.
• Clear, direct written and verbal communication, including proposals and executive-level presentations.
• Based in Oregon or Washington, or willing to relocate; travel 30–40%.

Responsibilities

• Own full sales cycle across CA, OR, WA from prospecting to close and handoff to deployment.
• Sell hardware and software bundles with recurring revenue.
• Build relationships with housing authorities, multifamily owners, and campus facilities teams.
• Collaborate with utilities and program administrators to secure incentives.
• Stack state, utility, and federal incentives into financeable projects.
• Recruit and support channel partners to speed deployment.
• Keep CRM data accurate and forecast bookings, shipments, and revenue.
• Represent Gradient at regional events and feed market insights to leadership.

Skills

Quota-carrying B2B sales

HVAC/building energy

Hardware & software sales

CRM forecasting

Executive communication

Travel willingness

Regional West Coast sales

Tools

Salesforce/HubSpot CRM

Job description

About the Role

Gradient is hiring a Regional Sales Manager to own and grow our West Coast territory (California, Oregon, and Washington), selling Gradient heat pump hardware alongside our software and platform services. You will build pipeline that converts, not just pipeline that’s large: qualified opportunities, predictable close rates, and bookings that turn into shipments on schedule.

Gradient is a climate-tech company making building electrification fast and affordable. Our All-Weather 120V Heat Pump installs in a window, plugs into a standard outlet, and needs no electrical panel upgrade, no professional installation, and no permit. That removes the cost and delay that stalls most heat pump retrofits.

We are expanding our commercial organization from the ground up. Our customers and partners include housing authorities, affordable housing owners and operators, multifamily portfolios, higher education, utilities, program implementors, and contractors across North America. You will help shape how we sell, not just follow a playbook.

Location: Oregon or Washington preferred (Portland or Seattle metro ideal); remote with regular travel across California, Oregon, and Washington

Compensation: The anticipated base salary range for this role is $125,000-$145,000, with on-target earnings (OTE) of $175,000-$195,000, plus equity and benefits. Actual compensation may vary based on experience, qualifications, and location.

Key Responsibilities

• Own the full sales cycle across California, Oregon, and Washington, from prospecting through close and handoff to deployment
• Sell combined hardware and software deals, positioning Gradient units with our connected platform and recurring service offerings
• Build relationships with affordable housing developers, multifamily owners, housing authorities, and campus facilities and sustainability teams
• Work with utilities, efficiency program administrators, and implementers in the region to get Gradient into incentive and rebate programs
• Help customers stack state, utility, and federal electrification incentives into a financeable project, and reflect that in proposals
• Help to recruit and support channel partners, including contractors, distributors, and consultants, where they speed up deployment
• Keep CRM data accurate and forecast reliably, distinguishing bookings, shipments, backlog, and recognized revenue
• Represent Gradient at regional industry events and conferences
• Feed market, pricing, and product insight back to leadership, marketing, and product

Required Qualifications

• 4–8 years of quota-carrying B2B sales, with a record of meeting or beating targets
• Sales experience in HVAC, building energy, efficiency, or a closely related field
• Experience selling both hardware and software, ideally bundled deals that include recurring or subscription revenue
• Working knowledge of electrification incentives, including utility programs, state rebates, and federal funding, and how they shape project economics for commercial and residential customers
• Comfort with long, multi-stakeholder sales cycles involving owners, asset managers, facilities staff, and program administrators
• Disciplined pipeline management and forecasting in a CRM such as Salesforce or HubSpot
• Clear, direct written and verbal communication, including proposals and executive-level presentations
• Based in Oregon or Washington, or willing to relocate, with the ability to travel across the territory (roughly 30–40%)

Preferred Qualifications

• Startup or early-stage company experience, especially helping build a sales motion from scratch
• An existing network across West Coast utilities, program administrators, housing authorities, and affordable housing developers
• Familiarity with regional programs and policy, such as TECH Clean California, Energy Trust of Oregon, Bonneville Power Administration efficiency programs, and Washington’s Clean Buildings Performance Standard
• Knowledge of IRA-funded state rebate programs (HEAR and HOMES), recent changes to federal clean energy tax credits, and low-income weatherization funding
• Experience with public-sector or nonprofit procurement, including RFPs and grant-funded projects
• Experience selling into higher education
• A technical understanding of heat pumps and building load, enough to hold your own with engineers and facilities teams

Success Metrics

• We judge the territory on quality and speed, not pipeline size alone
• Bookings and revenue against quota, including hardware units and SaaS revenue
• Stage-to-stage conversion rates and win rate on qualified opportunities
• Sales velocity: time from first meeting to signed contract
• Forecast accuracy, quarter over quarter
• Conversion of bookings to shipments, with clean handoffs to deployment
• New utility, program, and channel partnerships established in the region

Benefits

• Equity
• Medical/vision/dental/life/disability insurance
• 401k
• Paid parental leave
• Professional Development Stipend
• Commuter benefits
• Flexible PTO

We are committed to building a diverse and inclusive company. We seek to create a culture where everyone can belong because we believe that people do their best work when they can show up every day as their authentic selves. We welcome people of different backgrounds, experiences, abilities, and perspectives.

Gradient is an equal opportunity employer. We do not make hiring or employment decisions on the basis of race, religion, color, national origin, gender, gender identity, sexual orientation, age, marital status, veteran status, disability status, or genetic information, in compliance with applicable federal, state and local law.