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Prisma Photonics is a fast-growing startup transforming infrastructure monitoring with distributed fiber-optic sensing technology. The company eliminates the need for traditional sensors by offering sensor-free solutions to monitor electrical power grids and oil & gas pipelines across thousands of kilometers. Their fiber-sensing technology, integrated with AI and machine learning, enables customers to achieve environmental and renewable energy targets while ensuring smooth utility operations on the path to net-zero emissions.
The Executive Sales Director, Utilities, North America role is a strategic, high-impact position designed to drive massive expansion of Prisma's advanced transmission technology across the North American market. This is not a traditional sales executive role but rather a visionary leadership position that operates as a hands-on individual contributor with full personal ownership of a significant market segment, with the possibility of building a regional team as business volume justifies expansion.
Key responsibilities include: driving the strategic pivot from early-stage pilots to multi-year, system-wide operational contracts; penetrating Tier-1 utility accounts and deepening existing relationships to convert technical success into massive mandates; standardizing sales processes and materials to support rapid, repeatable growth; positioning the value proposition as the definitive solution for grid hardening and predictive insights; executing the full sales cycle from lead generation through closing; navigating NAM regulatory shifts; and commanding complex 12–24 month enterprise sales cycles while orchestrating internal technical resources and external stakeholders.
The ideal candidate is a strategic hunter who thrives on the front lines with 10+ years of executive sales experience in energy, utility, or critical infrastructure sectors. Required qualifications include specific experience scaling technology companies from successful pilots to dominant market players; deep understanding of Grid-Enhancing Technologies (GETs), AI, and software-defined power systems; existing relationships with utility C-level executives; proven ability to drive massive commercial results while working remotely; and commitment to extensive travel across North America for face-to-face relationship building. The role demands both high IQ for technical deep-dives with grid engineers and high EQ for navigating utility boardroom negotiations. Startup DNA and the ability to thrive in ambiguity while building processes from scratch are essential.
