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Salary: USD 216,750 - 300,000 / annual
CivilGrid is a venture-backed Series A startup providing a civil design platform that consolidates utility records, geotechnical data, and jurisdictional requirements for utilities, civil engineers, and municipalities. The platform helps teams plan, design, and build infrastructure faster and safer, with customers including PG&E and leading engineering firms.
You will be hired as Director of Sales to own and grow two high-potential segments: civil engineering/design firms and state DOTs/government agencies. Currently, utilities represent ~90% of ARR, while engineering firms and government agencies each represent ~5% but are growing rapidly. You will report directly to the SVP of Sales in a player-coach role, managing Account Executives on both teams while also carrying shared accountability for revenue targets.
Key responsibilities include:
- Own the revenue plan, pipeline, and forecast across both segments; report progress weekly to the SVP of Sales
- Manage and coach Account Executives on both teams, running deal strategy, pipeline reviews, and stepping into deals where your involvement changes outcomes
- Build out the sales playbook for Government/DOT, a segment CivilGrid is still early in defining, in partnership with Marketing and Product
- Define and prioritize target accounts across civil design firms, DOT coordination groups, land survey firms, and state/local government agencies
- Represent CivilGrid at industry conferences and events to build pipeline
- Partner with Marketing on positioning, pricing, and collateral for engineering firms and government buyers
- Recruit, hire, and onboard Account Executives as both segments scale
- Set and manage quota, territory, and account-tiering structures in partnership with Sales Ops and the SVP of Sales
- Maintain high CRM (Salesforce) hygiene and forecasting discipline across both teams
This is a remote position based anywhere in the United States. The role involves regular travel for conferences, customer meetings, and pilot workshops.
REQUIREMENTS:
- 7+ years of B2B sales experience, including 2+ years in a direct sales management role carrying a team quota, ideally at a high-growth SaaS or infrastructure/construction-tech company
- Track record of consistent quota attainment, both personally as an AE and as a manager of a quota-carrying team
- Experience selling into at least one of: civil engineering/AEC firms, state or local government agencies, DOTs, or another long-cycle, technical, consensus-driven buying environment
- Comfortable operating as a true player-coach at an early-stage company — building process, territory design, and playbooks from scratch
- Strong command of a structured sales methodology (MEDDPICC, BANT, or similar) and disciplined CRM/forecast hygiene; direct Salesforce experience is a plus
- Comfort with public-sector or quasi-public procurement (RFPs, sole-source justification, multi-stakeholder sign-off) is a strong plus
- Excellent written and verbal communication and executive presence to engage VP/SVP-level economic buyers alongside Director-level champions
- Willingness to travel regularly for conferences, customer meetings, and pilot workshops
BONUS:
- Domain background in civil engineering, AEC, GIS, or infrastructure
- Prior experience at an early-stage startup (Seed–Series B)
