What are the responsibilities and job description for the Business Development Manager, West Coast position at Gridware?
About GridwareGridware 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 DescriptionRemote; must reside in Pacific or Mountain time zones near major metro. Travelexpectations 50% .We are looking for a Business Development Manager for the West Coast region to lead ourcommercial entry and future expansions with electric utilities—especially investor-ownedutilities (IOUs) across the broader western U.S.In this role, you will own regional strategy, engage with stakeholders spanning executives tofront-line operations, build long-term relationships, and drive adoption of Gridware’stechnology. You’ll be on the front lines of transforming how utilities detect faults, mitigatewildfire risk, and modernize their grid assets. Responsibilities Refine go-to-market strategy for the West Coast utility market, with a strong focus on IOUsBuild, manage, and grow executive-level relationships across T&D operations, assetmanagement, wildfire mitigation, reliability engineering, and innovation groupsIdentify customer needs and translate them into compelling solutions and proposalsLead the end-to-end sales cycle: outreach, discovery, technical conversations, demos,proposals, and contract negotiationsCollaborate closely with Product, Engineering, Field Operations, and Customer Success toensure seamless onboarding experience and align solutions with utility requirementsRepresent Gridware at industry conferences, trade shows, and onsite customer engagementsBuild a pipeline of strategic accounts and deliver accurate forecasting and reportingServe as voice of customer, influencing product roadmaps and new feature developmentRequired Skills5 years of business development, sales, or strategic account management experienceProven success selling to electric utilitiesStrong understanding of both investor- and consumer-owned utility structures, decision-making workflows, regulatory dynamics, and budget planning cyclesExceptional relationship-building skills with the ability to earn trust at all levels—from field operations to executivesAbility to translate technical concepts into clear business value; comfortable with technical engineering concepts related to distribution engineering.Strong communication, negotiation, and presentation skillsSelf-starter mentality with the ability to operate autonomously in a fast-moving startup environmentWillingness to travel regularly across the WestBonus Skills Experience working with utility grid operations, wildfire mitigation, grid modernization, or engineering groupsExperience 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!BenefitsHealth, 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
Salary : $80,000 - $120,000