Director of Sales (Engineering Firms & Government/DOT Segments) at CivilGrid

CivilGrid is the trusted civil design platform powering affordable infrastructure renewal and growth. It consolidates utility records, geotechnical and environmental data, paving moratoriums, and jurisdictional requirements from over 3,000+ utilities, agencies, and municipalities. Teams at PG&E, Mark Thomas, and leading engineering firms use CivilGrid to cut research time by up to 88%, reduce project costs, prevent dig-ins, and accelerate project delivery.

CivilGrid is a venture-backed Series A startup targeting a $4.7T US infrastructure market, founded by industry insiders with 10+ years each in utilities and civil engineering.

Why This Role

CivilGrid’s business is currently concentrated in utilities (90% of ARR). Engineering firms and government/DOT agencies are smaller but fast-growing segments (5% each), with momentum but lacking a dedicated leader to drive the playbook, pipeline, and hiring.

You’ll be hired as the Director of Sales to own and grow these segments. You’ll manage Account Executives selling to civil engineering firms and government agencies, reporting directly to the SVP of Sales. This is a player-coach role at a high-growth company, where you’ll build repeatable processes, carry shared accountability for revenue, and represent both segments in company-wide planning.

The role is remote and based anywhere in the United States.

What You’ll Do

Lead the Segment

• Own the revenue plan, pipeline, and forecast across Engineering Firms and Government/DOT segments, reporting progress to the SVP of Sales and weekly sales cadence.
• Manage and coach Account Executives on both teams, including deal strategy, pipeline reviews, and forecast calls, stepping into critical deals.
• Build the sales playbook for Government/DOT, a segment with no dedicated solutions materials yet, in partnership with Marketing and Product.
• Apply engineering-firm and government-specific rigor to CivilGrid’s existing sales process (e.g., BANT qualification, MEDDPICC, pilot structures).

Grow the Business

• Define and prioritize target accounts across civil design firms, DOT coordination groups, land survey firms, and state/local government agencies.
• Represent CivilGrid at industry conferences and build relationships for pipeline.
• Partner with Marketing on positioning, pricing, and collateral for engineering firms and government buyers, including ROI stories for AEC pilots.
• Collaborate with the Head of Sales and Utilities team on overlapping accounts and use cases.

Build the Team

• Recruit, hire, and onboard Account Executives as both segments scale, using CivilGrid’s existing onboarding curriculum.
• Set and manage quota, territory, and account-tiering structures for both teams in partnership with Sales Ops.
• Maintain high Salesforce CRM hygiene and forecasting discipline.

What You’ll Bring

• 7+ years of B2B sales experience, including 2+ years in a direct sales management role carrying a team quota, ideally at a high-growth SaaS or infrastructure/construction-tech company.
• A 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/local government agencies, DOTs, or similar long-cycle, technical environments.
• Comfortable building processes, territories, and playbooks from scratch in an early-stage startup.
• Strong command of a structured sales methodology (MEDDPICC, BANT) and Salesforce experience.
• Experience with public-sector procurement (RFPs, sole-source justification) is a plus.
• Excellent written/verbal communication and executive presence to engage VP/SVP-level buyers.
• Willingness to travel regularly for conferences and customer meetings.

Bonus Points

• Domain background in civil engineering, AEC, GIS, or infrastructure.
• Prior experience at an early-stage startup (Seed–Series B).

How We Work

CivilGrid is a small but rapidly growing team that ships. Expect direct feedback, real ownership, and proximity to customers. We default to in-person collaboration where it matters and offer remote-friendly flexibility.

Compensation & Benefits

The base salary range is $216,750 - $300,000 with an OTE of $350,000 - $400,000. Additional benefits include:

• Company-funded medical, dental, and vision insurance.
• FSA (health and dependent care).
• Unlimited PTO.
• 401(k) plan.
• Flexible, remote-friendly work environment.
• Early-stage equity and meaningful ownership.