Head of Utility Sales & Strategy

Motive Power’s Head of Utility Sales & Strategy is a sales executive from the consulting industry who will be responsible for defining and executing the company’s go-to-market strategy within the utility sector, driving revenue growth, and building a high-performing sales organization. This executive leader combines strategic vision with hands‑on deal leadership, owning key client relationships and closing complex, high-value engagements. This role sits at the intersection of sales leadership, industry expertise, and strategic consulting , with full accountability for sales and marketing functions, pipeline development, deal execution, and market expansion in the utilities space.

Motive Power is seeking a US-based candidate for this role with the ability to travel as needed and fulfill a hybrid work schedule from one of our locations.

• Define and execute the utility sales and growth strategy
• Identify priority market segments and offerings within utilities
• Shape value propositions aligned to industry trends (grid modernization, decarbonization, etc.)
• Oversee and partner with sales and marketing teams to develop and refine solutions, positioning and messaging

• Own revenue targets and growth strategy for the utility sector
• Personally lead and close large, complex, multi-year enterprise deals ($50M+)
• Develop and execute winning deal strategies across the full sales lifecycle
• Build and maintain executive relationships with utility clients and partners
• Drive and maintain disciplined and accurate pipeline forecasting and sales execution

• Recruit, hire, and scale a best-in-class utility solutions sales organization
• Coach and develop team members across all levels
• Establish clear performance expectations, career paths, and accountability frameworks
• Implement sales processes, tools, and operating cadence to drive consistency and results
• Foster a culture of ownership, collaboration, and continuous improvement

• Serve as a trusted advisor to senior utility executives
• Represent the company in industry forums, conferences, and key accounts
• Monitor market trends, regulatory changes, and competitive landscape
• Translate insights into actionable growth strategies

• Partner with consulting delivery teams to ensure successful client outcomes
• Align sales efforts with delivery capabilities and strategic priorities
• Support solution development for complex client needs

• 10+ years of experience in utility industry sales, consulting, or related leadership roles
• 5+ years of experience leading and scaling sales and marketing teams
• Bachelor’s degree (BA/BS) in Business, Engineering, Economics, Finance or a related field
• Proven track record of closing large, complex enterprise deals ($50M+)
• Deep understanding of the utility sector and key industry trendsl)
• Experience building and scaling sales teams and go-to-market functions
• Strong executive presence with the ability to influence C-level stakeholders
• Blend of strategic thinking and hands‑on execution
• Ability to travel as needed

• Advanced degree (MBA or equivalent)
• Deep expertise across one or more utility segments
• Experience in consulting-led or solution-based sales environments
• Established network of senior utility industry relationships
• Experience building or scaling a new market, business unit, or sales function

• Consistent achievement of revenue and growth targets
• A scalable, high-performing sales organization with strong talent retention
• Expansion of key utility accounts and acquisition of new strategic clients
• Increased market presence and credibility within the utility industry

The anticipated wage range for this position includes a base compensation of $230,000 per year to $400,000 per year based on relevant factors as experience, education, location, and qualification. In addition to base pay, this position is eligible for commission and Motive Power offers a comprehensive benefits package, including medical, dental, vision, life insurance, 401k…