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, sales, or strategic account management experience
Proven success selling to electric utilities
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

150000 - 167000 USD a year

Apply now

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