Head of Utility Sales & Strategy

Job description

Motive Power is a boutique consulting firm working at the intersection of utilities, clean energy, and data innovation. We help organizations tackle complex challenges—from modernizing infrastructure to advancing decarbonization and sustainability goals. W e take a holistic approach, streamlining project management, optimizing processes, and leveraging data-driven insights to foster sustainable growth. Our people-centric change management strategies ensure seamless transitions and alignment with strategic sustainability objectives. With a strong focus on sustainability, we empower organizations to not only improve their performance but also make a lasting positive impact on society and the environment.

The Head of Utility Sales & Strategy will bring executive level experience with a strong track record in selling consulting solutions, building high-performing teams, and successfully delivering client projects within the US Utility industry. The incumbent will be responsible for leading all sales and marketing functions, formulating and executing market sales and delivery strategies, establishing and nurturing client relationships, and assembling proficient teams to support the business's objectives.

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.

Key Responsibilities

Sales Strategy & Go-to-Market

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

Build & Develop a High-Performing Sales Team

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

Client & Market Leadership

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

Cross-Functional Collaboration

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

Minimum Qualifications & Experience

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 trends

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

Preferred Qualifications

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

What Success Looks Like

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 retirement plan with company match, flexible spending accounts, $2,500 towards a fully electric EV, plus more.

Motive Power is committed to equitable and competitive compensation practices in accordance with all applicable federal, state, and local laws.

At Motive Power, we are committed to fostering a diverse and inclusive work environment. We are an equal opportunity employer and value diversity at all levels of the organization. We are committed to creating an inclusive environment for all employees and applicants. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex (including pregnancy, childbirth, or related medical conditions), sexual orientation, gender identity or expression, age, national origin, disability, genetic information, veteran status, or any other status protected by applicable federal, state, or local laws.

Applicants must be authorized to work for any employer in the U.S. We are unable to sponsor or take over sponsorship of an employment Visa at this time.

The pay range for this role is:

230,000 - 400,000 USD per year (United States)

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Worksite address

san diego, CA, 92189, US

Who can apply

Review the original listing for work authorization, qualifications and employer requirements.