Sales Engineering Manager
Gridware
Sales & Business Development
Remote
Posted on May 7, 2025
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
The Manager of Sales Engineering will be responsible for leading and scaling Gridware’sbusiness development efforts across investor-owned utility accounts in the US & Canada, ensuring that utility customers and prospects fully understand the technical value of our solutions. This role will bridge the gap between technical capabilities and customer needs, working closely with regulatory, customer success, andproductteams to drive adoption of Gridware’snovel technology.
The ideal candidate will be both strategic and hands-on, capable of leading sales efforts while also working cross-functionally with Regulatory & Customer Success teams to provide as-needed technical support during pre-sales and pilot engagements. This will be an individual contributor role initially, but will ultimately lead and mentor a team of sales engineers as business needs evolve.
Responsibilities
- Research, prospect, network, and engage directly with customers, conducting technical discovery and positioning Gridware’s technology to make the highest impact.
- Navigate large, matrixed organizations to deliver Gridware’s value propositions to all relevant stakeholders.
- Tailor and deliver technical presentations to stakeholders, across multiple departments and various levels of seniority, showcasing Gridware’s technology.
- Act as a trusted advisor, effectively communicating how Gridware’s technology integrates with utilities existing systems and workflows.
- Support prospects in developing business cases and scoping pilot deployments, accounting for all possible use cases to ensure mutual success.
- With support of counsel, lead contracting efforts
- Partner with Product & Engineering teams to relay customer feedback and influence roadmap decisions.
- Coordinate closely with Customer Success, Manufacturing, andField Operations during onboarding to ensure seamless deployments.
- Align with Marketing to develop technical sales collateral, whitepapers, and case studies that illustrate the value of Gridware’s solutions.
- Provide guidance to Regulatory team to help shape strategy, identify potential grant-funding opportunities, and provide engineering and technical expertise as-needed.
- Supplement Customer Success team with technical guidance to drive customers towards expansions and full commercialization.
- Assist Finance & executive leadership in developing board-ready sales forecasts.
Cross-Functional Collaboration
Required Skills
- Bachelor’s degree in electrical engineering, mechanical engineering, or civil engineering.
- 5+ years of experience in engineering, sales engineering, business development, or technical account management within the electric utility or grid technology sector.
- Deep understanding of power delivery engineering, operations,and dispatch processes.
- Robust organization skills enabling coordination amongst multiple internal groups, external partners, and utility customers at any given time.
- Excellent communication and presentation skills, with the ability to distill complex technical concepts for diverse audiences and answer technical application questions on-the-fly.
Bonus Skills
- Professional Engineering licensure.
- Robustutility network with a track record of navigating complex utility accounts.
- Experience working in a customer-facing role at a grid technology company.
- Understanding of protection engineering and/or distribution engineering concepts.
- Involvement in utility industry professional organizations (IEEE, EEI, CIGRE, etc.).
- High-level understanding of regulatory processes as they relate to investor-owned utilities.
- Previous experience managing a team.
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