Senior Sales / Business Development Manager

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🕒 July 13

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Vibrant Planet

WebsiteLinkedInAll Job Openings

11 - 50 employees

🌾 Agriculture

💰 $17M Seed Round on 2022-06

Agriculture

Vibrant Planet is a company focused on restoring natural systems through adaptive planning and market incentives. It specializes in land management, natural resource management, and climate technology, offering software that aids in scenario planning, monitoring, and reporting for natural resource managers. By prioritizing wildland resilience, Vibrant Planet helps in calculating the avoided loss and ecosystem service value of management and wildfire protection projects, thus facilitating conservation finance efforts.

📋 Description

• Own the end-to-end sales process for utility accounts, from prospecting and qualification through negotiation and close. • Build and manage a robust pipeline of electric utility customers through targeted outreach, conference engagement, referrals, and partnerships. • Lead compelling product demonstrations and business case presentations tailored to utility decision-makers. • Navigate complex, multi-year enterprise procurement cycles, including Wildfire Mitigation Plans (WMP) and regulatory budget processes. • Maintain accurate deal information, next steps, probabilities, and communications in HubSpot. • Develop and manage channel and integration partnerships, including co-selling, joint go-to-market planning, and deal coordination to expand reach and accelerate close. • Identify and pursue new utility customer segments, geographies, and partnership opportunities to expand market presence. • Represent Vibrant Planet and Pyrologix at industry events, trade shows, and utility-sector forums (e.g. GridFWD, Edison Electric Institute(EEI)). Expect monthly travel. • Develop and refine sales messaging and collateral in collaboration with marketing and product teams. • Contribute to the development of sales playbooks and processes as we scale the utilities commercial organization. • Supervise and coach potentially two Utilities Sales Associate(s) (part-time), providing direction on outreach, qualification, and pipeline support activities. • Provide field feedback to inform product priorities, science roadmap, and go-to-market positioning.

🎯 Requirements

• Bachelor's degree required; engineering, business, or related field preferred. • 5+ years of demonstrated B2B sales or business development experience, including at least 2–3 years selling into electric utilities or adjacent infrastructure/energy sectors. • Proven track record managing full enterprise sales cycles — from initial outreach to contract close — on complex, multi-year agreements. • Experience selling and communicating the value of highly technical or data-driven products to non-technical buyers. • Existing relationships with utility decision-makers (wildfire, asset management, operations, regulatory affairs) is a significant advantage. • Familiarity with the competitive landscape for utility wildfire risk analytics is a plus. • Strong understanding of how utilities procure technology, manage wildfire risk, and navigate regulatory requirements (WMPs, PSPS, GRC filings) strongly preferred. • Startup experience and comfort operating in ambiguity; willing to wear multiple hats and build process as you go. • Exceptional verbal, written, and visual communication skills; strong exec presence. • Proficiency in HubSpot or equivalent CRM. • Willingness to travel regularly (~25% time).

🏖️ Benefits

• Health insurance • Unlimited PTO policy • 401k • Company equity (stock options) • Home office set-up allowance (one-time)