Executive Sales Director, Utilities, North America

About Prisma Photonics

Prisma Photonics is a rapidly advancing startup revolutionizing infrastructure monitoring through optical fiber technology. By utilizing sensor-free solutions, we monitor extensive electrical power grids and oil & gas pipelines, spanning thousands of kilometers, eliminating the need for additional sensors.

Our innovative fiber sensing technology, combined with AI and machine learning, empowers customers to meet environmental and renewable energy goals while ensuring reliable utility operation towards net-zero emissions.

Role Overview

We seek an accomplished Executive Sales Director for Utilities in North America to lead expansive growth, transitioning our technology from pilot phases to becoming a permanent element within the continent's power grid infrastructure. This strategic role requires personal ownership over the market segment and may evolve into regional team leadership upon scaling business volume.

Key Responsibilities

• Lead the transition from limited early deployments to large-scale, multi-year operational agreements throughout North America.
• Target and expand Tier-1 utility accounts, deepening existing relationships to convert technical achievements into expansive, long-term contracts.
• Standardize sales procedures and materials to enable rapid and repeatable growth within a fast-paced startup environment.
• Champion AI-driven, zero-hardware solutions that provide predictive grid insights beyond traditional sensor capabilities.
• Independently manage the entire sales process from lead generation to deal closure, with future opportunities to build and manage a regional sales team.
• Navigate regulatory changes to position the zero-hardware value proposition as the preferred grid hardening solution.
• Manage complex enterprise sales cycles spanning 12–24 months, coordinating technical teams alongside external stakeholders to secure landmark deals.

Candidate Profile

The ideal candidate is a strategic hunter skilled in direct engagement and persistent growth efforts, willing to travel extensively across North America to build strong relationships with key transmission operators and decision-makers. They thrive in early-stage startup ecosystems, possess strong planning capabilities, and maintain entrepreneurial grit while scaling operations.

Qualifications and Experience

• At least 10 years of executive sales experience within energy, utilities, or critical infrastructure sectors.
• Proven ability to drive a technology company from pilot success to dominant regional market leadership in North America.
• In-depth knowledge of Grid-Enhancing Technologies (GETs), AI applications, and software-defined power systems.
• Established network with C-Level utility executives in North America.
• Native or fluent English speaker.

Skills and Competencies

• Startup adaptability and experience thriving amid ambiguity.
• Ability to deliver significant commercial results remotely while maintaining effective communication with global teams.
• Strong interpersonal skills to foster long-term partnerships through persistent face-to-face engagement.
• Expertise in promoting zero-hardware technology in competitive sales environments.
• High emotional intelligence and technical proficiency to conduct deep discussions and navigate complex commercial negotiations.
• Disciplined approach to managing extended sales cycles using data-driven forecasting methods.

Compensation and Work Environment

• Competitive compensation structure split evenly between base salary and on-target earnings.
• Equity stake opportunity, allowing participation in the global success of the company.
• Fully remote working arrangement providing flexibility.