Vice President of Utility Sales

About BoxPower — Unlocking the Grid-Edge

BoxPower exists to solve the bottleneck of the energy transition: a distribution grid too constrained to connect new load, too fire-prone to keep stringing line through forests, too slow to keep up with demand. We operate the largest fleet of utility-owned microgrids in the country. We design, build, and run them alongside the planning software behind them — partnering with PG&E, SCE, NV Energy, tribal utilities, and developers to deliver speed to power where interconnection takes years, replace risky line extensions, and add capacity where the grid can't keep up.

About the Role

BoxPower is hiring a Vice President of Utility Sales to lead our largest business through its next stage of growth, after a record year of new utility contracts. You own BoxPower's utility accounts and the utility bookings number — the pipeline, the pursuits, the relationships and the team — across three applications sold to the same buyers: wildfire mitigation, remote power and resilience, and utility-procured distributed capacity. You report to the CEO, serve on the leadership team, and lead a team spanning utility sales, strategic accounts, project development and sales operations.

Utility business is won long before an RFP is issued. You know how a utility plans, funds, recovers and procures a distributed energy asset, and you use that to position BoxPower ahead of procurement — direct as prime and through the EPC, developer and channel partners that hold the utility contract. You lead from the front: you carry the largest pursuits yourself, coach the team on the rest, give clear and direct feedback, and hold yourself to the number.

Key Responsibilities

Pipeline and Accounts

• Own the utility pipeline: multi-year coverage across all three applications, reported monthly by stage, age and source.
• Maintain an account plan for every target utility — investor-owned, cooperative, municipal and tribal — and position BoxPower ahead of procurement in resource and distribution plans, wildfire mitigation plans, rate cases, and non-wires or distributed capacity solicitations.

Pursuits and Bookings

• Own the utility bookings number: lead complex, multi-stakeholder pursuits from pre-RFP positioning through proposal, award, negotiation, contracting and handoff to Delivery.
• Turn projects into programs: master agreements, multi-site contracts, follow-on phases, services and O&M.
• Set win pricing within approved margin frameworks, and build every proposal with Pre-Construction, Engineering and Delivery so it is technically sound, priced to win, and deliverable on schedule and at margin.
• Open the distributed capacity market: program shortlists, awards, and cooperative and municipal pilots won on avoided-cost and deferral economics.

Forecast and CRM

• Own the utility bookings forecast and its accuracy; keep HubSpot the system of record, with reporting that leadership and the Board can plan against.

Team and Company

• Lead the utility sales team as a player-coach; propose the organization design, territories and compensation plan; hire against plan.
• Champion BoxPower's standardized platform, route non-standard requests through the custom-scope process, and bring market and win/loss intelligence back to Product and Strategy.
• Represent BoxPower at industry and regulatory forums (EEI, APPA, NRECA, state commissions and regional associations).

Required Qualifications

• Bachelor's degree, or equivalent combination of education and professional experience.
• 12+ years selling to electric utilities, including 5+ years leading a team that carried a bookings or revenue target.
• A record of personally originating and closing multi-million-dollar, multi-year utility contracts — equipment, turnkey projects, programs or framework agreements.
• Working command of how utilities plan, fund and buy: integrated resource and distribution planning, wildfire mitigation plans, non-wires and DER procurement, rate cases and cost recovery, RFP and supplier qualification. Investor-owned utility experience required.
• Experience selling capital projects — storage, microgrids, distributed generation or grid infrastructure — through a proposal, estimate and contract process, both direct and through EPC primes or developers.
• Disciplined pipeline and forecast management in a CRM; executive presence with utility leadership, boards and commissions.
• Willingness and ability to travel 25–50%.

Preferred Qualifications

• Relationships with utilities in the Western US, Alaska and the Southwest, including public power and tribal utilities.
• Experience selling standardized or productized energy systems rather than only custom-engineered scope.
• Experience with distributed capacity, non-wires alternatives or wildfire mitigation programs, and with avoided-cost and deferral economics.
• Familiarity with public funding programs for utility and tribal energy projects, and with project finance and tax credit structures.
• Prior utility-side work in DER, grid planning, wildfire mitigation, procurement or regulatory affairs.
• Experience leading a sales team through growth at a venture-backed company.