Regional Vice President, Sales

Regional Vice President (RVP) of Sales

Uplight is seeking a Regional Vice President (RVP) of Sales to lead execution and revenue generation within an assigned geographic territory (e.g., East or West US).

About the Role

Reporting directly to the Senior Vice President (SVP) of Sales, this leader will serve as a critical bridge between corporate commercial strategy and frontline execution.

Responsibilities

• Drive Regional Revenue Execution: Own, execute, and deliver the aggregated sales quota for your assigned territory, ensuring predictable quarterly bookings.
• Direct Team Leadership & Support: Manage 4–5 direct reports, providing daily tactical leadership, clear accountability, and operational support to your team of enterprise sellers.
• Frontline Deal Coaching: Actively partner with your team to architect winning strategies for complex utility RFPs. Provide practical, deal-level coaching on MEDDPICC/strategic selling frameworks, ROI business case development, and navigating utility regulatory landscapes.
• Support the SVP of Sales: Translate corporate revenue strategy into regional execution. Partner with the SVP on territory planning, risk mitigation, and providing high-fidelity pipeline forecasting from the field.
• Manage Complex, Long-Cycle Pipelines: Guide your team through the nuances of 18–24 month utility buying cycles, from initial relationship building and regulatory alignment up to procurement and close.
• C-Suite Relationship Management: Build and maintain executive-level relationships with Investor-Owned Utilities (IOUs) and public power entities within your region.
• Collaborate Cross-Functionally: Partner with Account Management, Product, and Marketing to ensure regional sales messaging aligns with delivery capabilities and maximizes expansion revenue.

Requirements

• Proven Enterprise Sales Track Record: 10+ years of enterprise sales experience, with a documented history of personally closing multi-million-dollar transactions within the utility sector.
• Frontline Leadership Experience: 3+ years of direct sales management experience, specifically running high-performing teams focused on deep enterprise accounts.
• Coaching & Mentorship Skills: Demonstrated success in taking experienced sellers and elevating their performance through rigorous deal coaching, pipeline hygiene, and structured selling methodologies (e.g., MEDDPICC, Miller Heiman).
• Utility Domain Expertise: Understanding of utility buying economics, regulatory frameworks, rate cases, and Demand Side Management (DSM) programs.
• Operational Discipline: Strong command of CRM hygiene (Salesforce) and data-driven pipeline analytics to measure velocity and accurately forecast regional revenue.

Qualifications

• Bachelor’s degree in business, marketing, engineering, or related field; MBA preferred.
• Ability to travel 50%+ to face-to-face customer engagements and support your team on-site.

Benefits

Salary Range: $175,000 to $220,000 USD + commission

Pay

Application Deadline: August 15, 2026

In accordance with the Colorado Equal Pay for Equal Work Act, the approximate annual base compensation range is listed above. The actual offer, reflecting the total compensation package and benefits, will be determined by a number of factors including the applicant's experience, knowledge, skills, and abilities, as well as internal equity among our team.

Schedule

Not specified

Skills

Not specified

Benefits

Comprehensive benefits, including flexible time off, generous parental leave, a wellness stipend, and work flexibility to help you thrive both personally and professionally.

Company Culture

We celebrate diversity and foster an inclusive workplace where everyone feels respected, empowered, and heard. Our Employee Resource Groups offer opportunities to connect with colleagues who share your interests and backgrounds.

To learn more about our comprehensive benefits package and other perks, visit uplight.com/careers.