Director of Sales Operations
(Grid-Scale Renewable Energy & Electrical Infrastructure)
Location: Irvine, CA
Employment Type: Full-Time
Company Overview
Our client is a fast-growing provider of electrical infrastructure equipment and procurement services for utility-scale and commercial power projects. We provide essential products like switchgear, transformers, and protection systems for T&D networks, renewable energy, and data centers across North America and select global markets.
Job Overview
We are seeking a strategic and operationally driven Director of Sales Operations to build and optimize the commercial infrastructure supporting our rapidly growing sales organization. This role will design scalable sales processes, drive operational efficiency, and enable our team to win large-scale deals with utilities, EPC firms, and IPP developers working on transmission, renewable generation, and grid modernization projects.
You will work cross-functionally to align revenue operations, CRM systems, proposal development, forecasting, and sales enablement—delivering systems and insights that support complex, multi-phase deals across North America.
Key Responsibilities:
Sales Operations & Systems
- Design and implement scalable sales operations infrastructure to support utility and grid-scale infrastructure projects
- Optimize CRM platforms (HubSpot) to drive pipeline visibility, accountability, and data-driven decision-making
- Lead sales forecasting, pipeline analysis, and KPI tracking in partnership with executive leadership.
Process & Commercial Strategy
- Establish best practices for responding to RFPs and RFQs from utilities, EPCs, and developers.
- Create sales playbooks and pricing models tailored to product bundles (e.g., BESS + switchgear + services).
- Partner with business development to ensure sales strategies are aligned with regulatory and market conditions (e.g., interconnection timelines, regional standards).
Cross-Functional Leadership
- Collaborate with Engineering, Project Delivery, and Procurement to ensure seamless handoffs from proposal through fulfillment
- Integrate procurement lead times and technical specifications into the sales cycle to improve proposal accuracy
- Support Marketing in developing collateral for lead generation, customer education, and bid support
Team Development
- Build and mentor a high-performing sales operations and support team
- Train team members on infrastructure project sales cycles, technical product knowledge, and customer engagement best practices
- Foster a data-driven, customer-centric culture across the sales organization
Qualifications:
- 10+ years of experience in sales operations, revenue operations, or commercial enablement
- At least 5 years in energy, utilities, or electrical infrastructure sectors
- Deep understanding of utility procurement processes, capital project sales cycles, and renewable energy project development
- Familiarity with transformers, switchgear, BESS, grid components, and modular substations
- Proven proficiency with CRM and sales analytics tools (Salesforce, HubSpot, Excel modeling, BI dashboards)
- Strong analytical, organizational, and leadership capabilities
- Excellent communication skills with ability to influence across technical and commercial teams
- Bachelor’s degree in business, Engineering, or related field
Preferred Experience:
- Experience working with utilities or large EPC contractors.
- Direct experience working with utilities or large EPC contractors
- Knowledge of U.S. ISO/RTO markets (CAISO, ERCOT, PJM)
- Understanding of interconnection processes, grid services, or ancillary services markets
- Familiarity with government or regulatory energy procurement programs
Compensation & Benefits:
- Competitive base salary + performance-based bonus
- Equity participation or long-term incentive plan
- Comprehensive health, dental, vision, and life insurance
- 401(k) with company match
- Remote flexibility and generous time off policy
- Purpose-driven work contributing to a clean energy future
