Business Development Manager, West Coast

About Gridware
Gridware is a San Francisco-based technology company dedicated to protecting and enhancing the electrical grid. We pioneered a groundbreaking new class of grid management called active grid response (AGR), focused on monitoring the electrical, physical, and environmental aspects of the grid that affect reliability and safety. Gridware’s advanced Active Grid Response platform uses high-precision sensors to detect potential issues early, enabling proactive maintenance and fault mitigation. This comprehensive approach helps improve safety, reduce outages, and ensure the grid operates efficiently. The company is backed by climate-tech and Silicon Valley investors. For more information, please visit www.Gridware.io.

Role Description
Remote; must reside in Pacific or Mountain time zones near major metro. Travel
expectations 50%+.

We are looking for a Business Development Manager for the West Coast region to lead our
commercial entry and future expansions with electric utilities—especially investor-owned
utilities (IOUs) across the broader western U.S.

In this role, you will own regional strategy, engage with stakeholders spanning executives to
front-line operations, build long-term relationships, and drive adoption of Gridware’s
technology. You’ll be on the front lines of transforming how utilities detect faults, mitigate
wildfire risk, and modernize their grid assets.

Responsibilities :
• Refine go-to-market strategy for the West Coast utility market, with a strong focus on IOUs
• Build, manage, and grow executive-level relationships across T&D operations, asset management, wildfire mitigation, reliability engineering, and innovation groups
• Identify customer needs and translate them into compelling solutions and proposals
• Lead the end-to-end sales cycle: outreach, discovery, technical conversations, demos, proposals, and contract negotiations
• Collaborate closely with Product, Engineering, Field Operations, and Customer Success to ensure seamless onboarding experience and align solutions with utility requirements
• Represent Gridware at industry conferences, trade shows, and onsite customer engagements
• Build a pipeline of strategic accounts and deliver accurate forecasting and reporting
• Serve as voice of customer, influencing product roadmaps and new feature development

Required Skills:
• 5+ years of business development, technical sales, or strategic account management experience
• Proven success selling to electric utilities (Software or Hardware solutions)
• Strong understanding of both investor- and consumer-owned utility structures, decision-making workflows, regulatory dynamics, and budget planning cycles
• Exceptional relationship-building skills with the ability to earn trust at all levels—from field operations to executives
• Ability to translate technical concepts into clear business value; comfortable with technical engineering concepts related to distribution engineering.
• Strong communication, negotiation, and presentation skills
• Self-starter mentality with the ability to operate autonomously in a fast-moving startup environment
• Willingness to travel regularly across the West

Bonus Skills :
• Experience working with utility grid operations, wildfire mitigation, grid modernization, or engineering groups
• Experience selling hardware or software into large matrixed organizations with long sales cycles.
• Engineering background (electrical, civil, mechanical)

This describes the ideal candidate; many of us have picked up this expertise along the way. Even if you meet only part of this list, we encourage you to apply!

Benefits
Health, Dental & Vision (Gold and Platinum with some providers plans fully covered)
Paid parental leave
Alternating day off (every other Monday)
“Off the Grid”, a two week per year paid break for all employees.
Commuter allowance
Company-paid training