Director of Sales & Client Success
About the role
We are building the world's largest EV-centric virtual power plant (VPP). By connecting to vehicles, chargers, batteries, solar, and other distributed energy resources, we turn households into flexible grid assets that balance supply and demand, preventing blackouts and reducing reliance on fossil fuels. Our platform — Eve — covers the full flexibility lifecycle for utilities and energy retailers: from building the business case and enrolling customers, to real-time multi-asset dispatch and regulator-ready measurement & verification. We work with 55+ programs across North America and Europe, reaching 300,000+ users and 410,000+ distributed energy resources, with clients including Con Edison, Avangrid, UK Power Networks, and Ameren. We're scaling rapidly, we move fast, and we build AI-first. If you want to help power the grid of the future, we'd love to hear from you.
The opportunity
This is a pivotal commercial leadership role at an exciting moment for ev.energy. We have a proven platform, real customer traction, and a market that is moving firmly in our direction — dynamic load management and orchestration across DERs is no longer a nice-to-have for utilities, it's becoming a regulatory and grid imperative. This isn't a typical enterprise SaaS sales leadership role. Winning and keeping utility customers isn't a transaction — it's a multi-year relationship built on trust, regulatory fluency, and deep account stewardship. You'll own the full commercial engine: new business, renewals, expansion, pricing, partnerships, and the operating rigour that makes a sales org predictable.
What you'll be doing
Lead, motivate and inspire a small sales team to consistently deliver against the overall revenue pipeline number
Hire, coach and develop sales talent; own territories, quotas, skills development, and performance management
Create a high-performance sales culture that is ambitious, collaborative, and grounded in deep customer understanding
Own executive relationships across our top strategic utility accounts — including CEOs, VPs, and the regulators tied to those accounts
Develop multi-year account plans, drive renewal and expansion forecasting, and lead executive business reviews (QBRs)
Identify cross-sell opportunities across managed charging, flexibility, DER orchestration and future products
Partner with Customer Success to improve adoption and protect gross and net revenue retention
Own the commercial operating cadence: forecasting, pipeline inspection, MEDDPICC discipline, CRM hygiene, and territory planning
Own pricing strategy, commercial packaging, and deal desk decisions for complex enterprise opportunities
Be accountable for the metrics that matter — ARR, bookings, retention, pipeline coverage, forecast accuracy, and win rate
Build and maintain strategic relationships with ecosystem partners — OEMs, DER providers, implementation and consulting partners, and industry associations
Partner closely with Policy to convert regulatory developments into commercial opportunities, and with Marketing on account-based marketing for named strategic accounts
Represent ev.energy at key industry events (e.g. DISTRIBUTECH, SEPA, Enlit) and in front of utility commissions
Track the competitive landscape — battlecards, win/loss reviews, and pricing intelligence
Translate customer and market needs into product priorities, influencing roadmap decisions
Chair regular commercial alignment across Product, Engineering, Marketing, Policy, and Customer Success
Use AI tools (including Claude) as a core part of how you and your team work — from account research and proposal development to forecasting and productivity
Essential requirements
Minimum 5 years selling to or working with regulated US utilities, CCAs, or electricity retailers — including navigating procurement, security reviews, regulatory filings, and pilot-to-program conversions
A proven track record of leading a sales team to consistently hit revenue targets in a B2B SaaS or enterprise software environment
Demonstrated experience building trusted executive relationships with utility, regulatory, or similarly complex enterprise stakeholders
Experience owning multi-year account strategy, renewals, and expansion — not just net-new sales
A genuine love of developing people — you're as proud of your team's wins as your own
Outstanding communicator — written and verbal — able to translate technical capability into a compelling commercial story
Strongly preferred: Experience with sales methodology and forecasting discipline (MEDDPICC or equivalent), experience owning pricing, packaging, or deal desk processes, prior experience in a startup or growth-stage company, networks in the utility, CCA, or energy ecosystem (OEMs, DER providers, implementation partners)
Priorities
Willingness to travel to key markets and industry events
Salary range & benefits
The salary range for this role is $163,000 - $192,000 USD base, plus up to 40% commission. Key benefits include:
Supplemental monthly allowance to cover the lease of an electric vehicle (up to 10% of salary)
Equity, in the form of share options (granted as a % of your salary)
25 days of paid leave per year, plus all US federal holidays
Medical coverage with Cigna, plus dental and optical cover options
Co-working access via WeWork (on-demand or subscription)
Annual 'Team Week' whole company offsite
L&D allowance of $1,300 per year
Location & how we work
This role is fully remote in the US — preferably EST. The majority of people at ev.energy work fully remotely. We balance this by getting everyone together once a year for our whole-company Team Week offsite, and we're happy to provide a co-working subscription if you'd prefer not to work from home every day.
Belonging at ev.energy
We are an equal opportunity employer and value diversity. We do not discriminate based on race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status or disability status. If you'd like a copy of our DE&I policy, reach us at hiring@ev.energy. We'll always do our best to accommodate reasonable adjustments to the interview process — just let us know.