Utility Sales Manager/Director

Uplight is creating a new category of energy. We make software that manages energy resources in homes and businesses—including things like smart thermostats, electric vehicles, solar panels, storage batteries, heat pumps, and even people’s behavior—to generate, shift, or save energy to balance the grid, making it more efficient and reliable. This creates clean energy capacity that can be used by the power grid instead of burning more fossil fuels. Our solutions accelerate the transition to clean energy and save money for energy customers.
We are looking for a Utility Sales Manager/Director to drive our company forward, and help us lead the clean energy revolution!
What you will contribute:
Uplight is seeking experienced, high-execution Utility Enterprise Sales Executives to join our commercial team. This is an Individual Contributor (IC) role reporting directly to the Regional Vice President (RVP) of Sales. In this position, you will own the full enterprise sales lifecycle—from initial prospecting and regulatory alignment to structuring multi-million-dollar deals with Investor-Owned Utilities (IOUs) and large public power entities. You will act as a consultative partner to utility C-suites, navigating complex procurement cycles that typically span 18 to 24 months.
Both the Sales Manager and Sales Director roles operate within the same functional scope: managing a rigorous, consultative sales process with utility accounts. Final leveling and compensation will scale with experience: Directors carry higher regional quotas, manage our most complex, strategic enterprise accounts, and are expected to hit the ground running immediately. Managers will own a targeted portfolio with a clear runway to scale their skills, expand their account scope, and advance directly into the Director path.
How You Will Make an Impact
Drive New Business Growth: Actively prospect, build, and maintain a robust pipeline within your assigned geographic territory.
Manage Long-Cycle Complex Deals: Apply a rigorous, consultative enterprise selling framework to navigate utility procurement processes across extended 18–24 month sales cycles.
C-Suite Engagement: Identify, navigate, and influence C-level decision-makers, regulatory stakeholders, and key industry influencers within target utility accounts.
Collaborate Internationally & Internally: Work closely with senior commercial leadership—including your RVP and the Senior Vice President of Sales—to refine sales strategies, mitigate deal risk, and secure executive sponsorship.
Cross-Functional Execution: Coordinate tightly with Industry Solutions, Product, Marketing, Delivery, and Account Management to ensure proposed commercial solutions align with Uplight’s core delivery capabilities and maximize lifetime value.
Pipeline and Forecast Rigor: Maintain disciplined CRM hygiene and data validation to support highly accurate corporate revenue projections.
What You Bring to Uplight
Enterprise Sales Experience: 3-5+ years of direct sales experience selling enterprise software, SaaS, or complex multi-million-dollar services (for Sales Managers). Or 7–10+ years of advanced enterprise sales experience with a documented track record of exceeding quotas in the utility ecosystem (for Sales Directors).
Utility Domain Acumen: Solid understanding of (or a proven capability to rapidly master) utility buying economics, including both regulated and non-regulated utility models, rate cases, and regulatory frameworks.
Efficacy & Playbook Execution: Awareness or mastery of strategic enterprise selling methodologies (e.g., MEDDPICC) to drive disciplined qualification and pipeline tracking.
Relationship Management: Proven ability to act as a trusted client advocate and build long-term, multi-year corporate relationships across complex matrix organizations.
Travel Flexibility: Willingness to travel 50%+ for face-to-face utility customer engagement and on-site deal development.
Don’t meet every single requirement? Studies have shown that women, marginalized genders and people of color are less likely to apply to jobs unless they meet every single qualification. At Uplight we are dedicated to building a diverse, inclusive and authentic workplace, so if you’re excited about this role but your past experience doesn’t align perfectly with every qualification in the job description, we encourage you to apply anyways. You may be just the right candidate for this or other roles.
Why Join Uplight?
At Uplight, we're not just offering a job – we're offering a chance to be part of the solution to one of the world's biggest challenges. As a certified B Corporation, we're deeply committed to both social and environmental responsibility. Here's why you should join our team of passionate Uplighters:
Make a Meaningful Impact: Your work directly impacts our mission of
decarbonization and building a more sustainable future.
Grow Your Career: We offer ample advancement opportunities, robust learning and development programs, and a supportive team environment that fosters collaboration and innovation.
Thrive: We offer comprehensive benefits, including flexible time off, generous parental leave, and work flexibility to help you thrive both personally and professionally.
Belong to an Inclusive Community: 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 sh