Head of Utility Sales & Strategy
Motive Power, Inc., Sacramento, CA, United States
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. We 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
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
Revenue Leadership & Deal Execution
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.
If you require a reasonable accommodation to apply for a position or to participate in the interview process, please contact us at hr@motive‑power.com to discuss your needs.
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.
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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
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
Revenue Leadership & Deal Execution
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.
If you require a reasonable accommodation to apply for a position or to participate in the interview process, please contact us at hr@motive‑power.com to discuss your needs.
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.
#J-18808-Ljbffr