Utility Sales Manager/Director, Uplight
$100-150k
+ Commission
More information about location
Clean energy technology partner
Open for applications
Clean energy technology partner
501-1000 employees
Open for applications
$100-150k
+ Commission
More information about location
501-1000 employees
Company mission
To fuel the transition to clean energy in order to build a more sustainable future.
Role
Who you are
- 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
- 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
What the job involves
- We are looking for a Utility Sales Manager/Director to drive our company forward, and help us lead the clean energy revolution!
- 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
- 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
Application process
- Application Deadline: August 15, 2026
Our take
Uplight provides end-to-end technology solutions that aim to increase efficiency within energy ecosystems. The company's tech solutions consist of energy personalization systems to motivate customers to use energy more efficiently, in addition to energy reports, marketplaces, and other API microservices. They're currently working with more than 80 of the world’s leading electric and gas utilities.
Uplight’s software gives these utility companies granular data about how customers consume energy in their homes and businesses and offers ways to reduce their base power demand. They also offer a consumer marketplace for finding rebates and deals on energy-efficient appliances and electric vehicles.
The company has grown rapidly, reaching Unicorn status in 2021, despite only being founded two years previously. Uplight has since entered its next phase of growth, and is focused on significantly scaling its software solutions to further expand globally.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
-6% employee growth in 12 months
Company
Company benefits
- Supplemental Medical Plan: Our Employer of Record partner provides access to supplemental medical coverage tailored to the regulations and needs of your country.
- Generous PTO and Sick Time: Employees enjoy generous paid time off and sick leave to prioritize their well-being.
- Pension (where applicable): We know saving for the future is important, so we help contribute.
- Parental Leave: Support programs so you can focus on your growing family, specific to your country of residence.
- Learning and Development: Take charge of your career development with courses tailored to your interests and goals.
Company HQ
Boulder, CO
Leadership
Luis D'Acosta
(CEO)Previously Executive Vice President at Schneider Electronics, CEO at SEL, Director General of Mexico for Schweitzer Engineering Laboratories and Power Systems Manager in Mexico for ABB.
Michelle Anastasi
(CPO)Prior to joining Uplight in 2021, Michelle wserved as the CPO at Mersive Technologies and Ibotta. She also spent 4 years at ComPsych as the VP of Human Resources.
Hannah Bascom
(Chief Growth/Commericial Officer)Previously, Hannah was a VP of Regulated Business at SPAN. She also spent nearly 5 years at Google as the Head of Energy Partnerships .
Jesse Demmel
(CTO)Jesse was previously the CTO of Sovrn Holdings before joining Uplight in 2021. He also spent nearly 4 years at Under Armour in VP Engineering roles and 3 years at MapMyFitness in Senior Development Manager/VP Engineering roles.
Sally Lambert
(COO)Sally has been at Uplight since 2019, initially joining the team as a Regional Director of Customer Success. Since then, she has held a number of roles and became COO in 2024. She previously held Director roles at Tendril and CLEAResult.
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