Director of Sales

CivilGrid

. Own the revenue plan, pipeline, and forecast across Engineering Firms and Government/DOT segments .

Posted 9/15/2026full-timeRemote • United StatesLead💰 $216,750 - $300,000 per yearWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in B2B sales management, particularly within civil engineering and government sectors, with a strong command of structured sales methodologies like MEDDPICC and BANT. Proven ability to lead teams, manage pipelines, and maintain CRM discipline while engaging with high-level stakeholders.

Highest-signal resume keywords

B2B Sales ExperienceSales ManagementMEDDPICC MethodologySalesforce CRMCivil Engineering Domain Knowledge

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Quota AttainmentSales ForecastingPipeline ManagementAccount StrategySales Playbook Development

Soft Skills

Excellent CommunicationExecutive PresenceCoaching and Mentoring

Tools & Technologies

Salesforce

Industry Keywords

Civil EngineeringAECGovernment ProcurementDOTRFP

About the role

Key responsibilities & impact

Own the revenue plan, pipeline, and forecast across Engineering Firms and Government/DOT segments
Report progress into the SVP of Sales and weekly sales forecast cadence
Manage and coach Account Executives on both teams through deal strategy, pipeline reviews, and forecast calls
Step into deals directly when involvement can change the outcome
Build the Government/DOT sales playbook with Marketing and Product
Apply engineering-firm and government-specific rigor to the existing BANT, MEDDPICC, paid-pilot, and unpaid-pilot sales processes
Define and prioritize target accounts across civil design firms, DOT coordination groups, land survey firms, and state/local government agencies
Represent CivilGrid at relevant industry conferences and events to build pipeline
Partner with Marketing on positioning, pricing, collateral, and ROI messaging
Collaborate with the utilities sales team on overlapping accounts and use cases
Recruit, hire, and onboard Account Executives
Set and manage quota, territory, and account-tiering structures with Sales Ops and the SVP of Sales
Maintain Salesforce CRM hygiene and forecasting discipline

Requirements

What you’ll need

7+ years of B2B sales experience
2+ years in a direct sales management role carrying a team quota
Track record of consistent quota attainment as an AE and as a manager of a quota-carrying team
Experience selling into civil engineering/AEC firms, state or local government agencies, DOTs, or another long-cycle, technical, consensus-driven buying environment
Experience operating as a player-coach at an early-stage company
Strong command of MEDDPICC, BANT, or similar structured sales methodology
Disciplined CRM and forecast hygiene; direct Salesforce experience is a plus
Comfort with public-sector or quasi-public procurement, including RFPs, sole-source justification, and multi-stakeholder sign-off
Excellent written and verbal communication
Executive presence engaging VP/SVP-level economic buyers and Director-level champions
Willingness to travel regularly for conferences, customer meetings, and pilot workshops
Domain background in civil engineering, AEC, GIS, or infrastructure is a bonus
Prior experience at a Seed–Series B startup is a bonus
Legally authorized to work in the United States of America

Benefits

Comp & perks

Meaningful early-stage equity
Company-funded medical, dental, and vision insurance, including medical plans at no cost to the employee
FSA (health and dependent care)
Unlimited PTO
401(k) plan
Flexible, remote-friendly work environment
High-trust team, real ownership, and the chance to do meaningful work