Note: The job is a remote job and is open to candidates in USA. Factor Search is exclusively partnered with a global clean energy software company, and they are seeking a Vice President of Business Development & Sales. This role involves building direct utility commercial presence in the US, managing relationships, pipeline, and revenue for SaaS-based energy management solutions.
Responsibilities
- Build and own direct utility (IOU) sales pipeline in the US, with a focus on SaaS-based energy management solutions
- Navigate complex, long-cycle utility procurement processes across engineering, operations, legal, and executive stakeholders
- Carry and deliver against a sales quota for new utility-side software and ARR revenue
- Identify and develop EPC and channel partner relationships where they meaningfully compress sales cycles or expand market reach
- Collaborate closely with the product organisation to ensure utility value proposition is clearly defined, differentiated, and compelling against established competitors
- Act as a credible technical-commercial bridge - translating utility operational requirements (EMS, ADMS, SCADA, BESS) into a compelling software narrative
- Represent the company at industry events, utility forums, and with key accounts to build market presence and credibility in a segment where dedicated coverage is limited
- Work cross-functionally with the existing C&I sales organization to share market intelligence and ensure coherent go-to-market execution
- Provide structured pipeline reporting and market feedback to the President of Software and broader leadership team
Skills
- Named IOU relationships - the ability to open doors and close deals based on established credibility
- A demonstrable track record of direct, quota-carrying sales into investor-owned utilities, not channel-only, EPC-mediated, or consulting-side experience
- Deep familiarity with utility operational software categories: EMS, ADMS, SCADA, DERMS, OMS, or BESS management platforms
- Comfortable operating in a greenfield environment - building pipeline, establishing presence, and winning business without an established playbook
- Commercially pragmatic: able to leverage EPC and partner relationships strategically without over-relying on them
- Experience navigating the regulatory and procurement dynamics of investor-owned utilities across key US markets including ERCOT, CAISO, PJM, MISO, and others
Company Overview