Head of Utility Sales & Strategy

Motive Power, Inc.•San Diego, CA

About The Position

Motive Power's Head of Utility Sales & Strategy is responsible for defining and executing the company’s go-to-market strategy within the utility sector, driving revenue growth, and building a high-performing sales organization. This executive leader combines strategic vision with hands-on deal leadership, owning key client relationships and closing complex, high-value engagements. This role sits at the intersection of sales leadership, industry expertise, and strategic consulting, with full accountability for pipeline development, deal execution, and market expansion in the utilities space.

Requirements

10+ years of experience in utility industry sales, consulting, or related leadership roles
5+ years of experience leading and scaling sales teams
Bachelor’s degree (BA/BS) in Business, Engineering, Economics, Finance or a related field
Proven track record of closing large, complex enterprise deals ($50M+)
Deep understanding of the utility sector and key industry trends
Experience building and scaling sales teams and go-to-market functions
Strong executive presence with the ability to influence C-level stakeholders
Blend of strategic thinking and hands-on execution

Nice To Haves

Advanced degree (MBA or equivalent)
Deep expertise across one or more utility segments
Experience in consulting-led or solution-based sales environments
Established network of senior utility industry relationships
Experience building or scaling a new market, business unit, or sales function

Responsibilities

Define and execute the utility sales and growth strategy
Identify priority market segments and offerings within utilities
Shape value propositions aligned to industry trends (grid modernization, decarbonization, etc.)
Partner with marketing and practice teams to refine solutions, positioning and messaging
Own revenue targets and growth strategy for the utility sector
Personally lead and close large, complex, multi-year enterprise deals ($50M+)
Develop and execute winning deal strategies across the full sales lifecycle
Build and maintain executive relationships with utility clients and partners
Drive and maintain disciplined and accurate pipeline forecasting and sales execution
Recruit, hire, and scale a best-in-class utility solutions sales organization
Coach and develop team members across all levels
Establish clear performance expectations, career paths, and accountability frameworks
Implement sales processes, tools, and operating cadence to drive consistency and results
Foster a culture of ownership, collaboration, and continuous improvement
Serve as a trusted advisor to senior utility executives
Represent the company in industry forums, conferences, and key accounts
Monitor market trends, regulatory changes, and competitive landscape
Translate insights into actionable growth strategies
Partner with consulting delivery teams to ensure successful client outcomes
Align sales efforts with delivery capabilities and strategic priorities
Support solution development for complex client needs