Director of Sales & Client Success

Job Description

About ev.energy
We’re building the world’s largest EV-centric virtual power plant (VPP). By connecting to vehicles, chargers, batteries, solar, and other distributed energy resources, we turn households into flexible grid assets that balance supply and demand, preventing blackouts and reducing reliance on fossil fuels.

We’re scaling rapidly across North America and Europe. We are moving fast, we are AI-first, and we are looking for builders who want to power the grid of the future.

The opportunity
This is a pivotal commercial leadership role at an exciting moment for ev.energy. We have a proven platform, real customer traction, and a market that is moving firmly in our direction — dynamic load management and orchestration across DERs is no longer a nice-to-have for utilities, it’s becoming a regulatory and grid imperative.This isn’t a typical enterprise SaaS sales leadership role. Winning and keeping utility customers isn’t a transaction — it’s a multi-year relationship built on trust, regulatory fluency, and deep account stewardship. You’ll own the full commercial engine: new business, renewals, expansion, pricing, partnerships, and the operating rigour that makes a sales org predictable.

You’ll be joining a small but talented sales team, leading them to deliver against an ambitious revenue number. This isn’t just a player-coach role — the leadership piece is real, and so is the strategic ownership. If you’re looking for a role where you can make your mark on both the team and the commercial strategy, this is it.
Essential requirementsMinimum 5 years selling to or working with regulated US utilities, CCAs, or electricity retailers — including navigating procurement, security reviews, regulatory filings, and pilot-to-program conversions
A proven track record of leading a sales team to consistently hit revenue targets in a B2B SaaS or enterprise software environment
Demonstrated experience building trusted executive relationships with utility, regulatory, or similarly complex enterprise stakeholders
Experience owning multi-year account strategy, renewals, and expansion — not just net-new sales
A genuine love of developing people — you’re as proud of your team’s wins as your own
Outstanding communicator — written and verbal — able to translate technical capability into a compelling commercial story
Strongly preferred
Experience with sales methodology and forecasting discipline (MEDDPICC or equivalent)
Experience owning pricing, packaging, or deal desk processes
Prior experience in a startup or growth-stage company
Networks in the utility, CCA, or energy ecosystem (OEMs, DER providers, implementation partners) that you can bring from day one
Willingness to travel to key markets and industry events
The kind of person who thrives here
You care about the mission — clean energy, smarter grids, a better future — not just the commission
You’re as comfortable in a boardroom with a utility VP as you are in a pipeline review
You’re energised by building and coaching a team, not just by your own deals
You have high standards, but you don’t need everything to be perfect before you get started

Leading & developing the teamLead, motivate and inspire a small sales team to consistently deliver against the overall revenue pipeline number
Hire, coach and develop sales talent; own territories, quotas, skills development, and performance management
Create a high-performance sales culture that is ambitious, collaborative, and grounded in deep customer understanding
Strategic accounts, renewals & growth
Own executive relationships across our top strategic utility accounts — including CEOs, VPs, and the regulators tied to those accounts
Develop multi-year account plans, drive renewal and expansion forecasting, and lead executive business reviews (QBRs)
Identify cross-sell opportunities across managed charging, flexibility, DER orchestration and future products
Partner with Customer Success to improve adoption and protect gross and net revenue retention
Commercial excellence & operating rigour
Own the commercial operating cadence: forecasting, pipeline inspection, MEDDPICC discipline, CRM hygiene, and territory planning
Own pricing strategy, commercial packaging, and deal desk decisions for complex enterprise opportunities
Be accountable for the metrics that matter — ARR, bookings, retention, pipeline coverage, forecast accuracy, and win rate
Partnerships, policy & market presence
Build and maintain strategic relationships with ecosystem partners — OEMs, DER providers, implementation and consulting partners, and industry associations
Partner closely with Policy to convert regulatory developments into commercial opportunities, and with Marketing on account-based marketing for named strategic accounts
Represent ev.energy at key industry events (e.g. DISTRIBUTECH, SEPA, Enlit) and in front of utility commissions
Track the competitive landscape — battlecards, win/loss reviews, and pricing intelligence
Cross-functional leadership
Translate customer and market needs into product priorities, influencing roadmap decisions
Chair regular commercial alignment across Product, Engineering, Marketing, Policy, and Customer Success
Use AI tools (including Claude) as a core part of how you and your team work — from account research and proposal development to forecasting and productivity

Salary range
The salary range for this role is $163,100 – $192,000 USD base, plus up to 40% commission.

Key benefits include:up to 10% of your monthly salary, to cover the lease of an EV
Equity – you’ll own a part of the business through our employee equity program
Healthcare options – to help keep you an your family in tip-top condition (provided by Cigna & Guardian)
Life and disability insurance
Co-working access via WeWork (if you’d like it)
Annual ‘Team Week’ whole company offsite
L&D allowance of $1,300 per year – everyone is learning, developing and challenging themselves so we have a professional development fund per year for you to learn new skills
You can find out more about our full range of perks and benefits here.

Location & how we work
This role is fully remote in the US – preferably on the East Coast.
The majority of people at ev.energy work on a fully remote basis, with a small number of roles based on-site in our testing sites.
This means that most of our people work from home, but we’re happy to provide co-working subscriptions if you’d like to spend time at a WeWork (or other co-working space close to you).
We balance our remote set up by getting everyone together once a year for an offsite, as we know that spending time together IRL is super important.

Belonging statement
We are an equal opportunity employer and value diversity: we do not discriminate based on race, religion, colour, national origin, gender, sexual orientation, age, marital status, veteran status or disability status. If you’d like a copy of our DE&I policy you can reach us at [email protected]. We’ll always do our best to accommodate reasonable adjustments to the interview process if needed – just let us know.