Director, Utility Partnerships & Regulated Business

Summary

Join Modern Hydrogen, a Seattle-based cleantech startup, as the Director of Utility Partnerships & Regulated Business. This elite sales leadership role focuses on driving significant revenue growth by securing large-scale customer opportunities in the utilities and industrial sectors. You will establish and nurture key customer relationships, navigate complex sales cycles, and collaborate with diverse stakeholders. This remote position requires approximately 50% travel. Modern Hydrogen offers a competitive compensation package and a supportive work environment. The company is committed to decarbonizing the planet and offers a unique opportunity to contribute to a meaningful mission.

Requirements

• 10+ years of experience in complex, enterprise-level sales, with a proven track record of closing large, high-value deals (over $10M USD) in the utilities and/or industrial sectors
• Extensive network of relationships and influence with C-suite and senior decision-makers at major utilities and industrial operators
• Demonstrated ability to navigate and overcome obstacles in lengthy, multi-stakeholder sales cycles
• Deep technical fluency and ability to translate complex concepts into compelling, customer-centric value propositions
• Exceptional communication, presentation, and negotiation skills, with the ability to build consensus among diverse stakeholders
• Strong business acumen, financial modeling skills, and commercial/contractual expertise
• Entrepreneurial mindset, with the ability to thrive in a fast-paced, dynamic environment
• Willingness to travel frequently to engage with customers and attend industry events
• Strong understanding of utility industry dynamics, decision-making processes, and commercial models
• Proficiency with Microsoft Office (e.g. Excel, Word, PowerPoint), as well as chat and teleconferencing applications (e.g. Teams, Slack)

Responsibilities

• Define and analyze critical new business development opportunities, developing and executing capture/growth strategies to influence stakeholders and secure wins
• Drive the full capture and business development lifecycle, from opportunity identification through contract execution, tailoring the technical approach and value proposition to address each customer's unique needs, issues, and challenges
• Leverage an extensive professional network and industry expertise to proactively engage with C-suite and senior decision-makers at Tier-1 utilities and industrial operators
• Conduct in-depth customer discovery to fully understand organizational pain points, decision-making processes, and strategic priorities
• Develop and deliver highly compelling, customized value propositions that clearly articulate the technical and commercial benefits of the company's hydrogen solutions
• Skillfully navigate prolonged, multi-stakeholder sales cycles, anticipating and mitigating risks, and securing buy-in from cross-functional teams
• Provide strategic guidance and technical expertise to support complex commercial negotiations and contract execution
• Collaborate cross-functionally with application engineers, product experts, and executive leadership to refine the overall go-to-market approach
• Continuously monitor industry trends, competitor activities, market developments, and customer budgets/requirements through independent research, providing analysis on competitive bids to identify new opportunities and understand customer priorities
• Accurately forecast pipeline, manage deal flow, and report on key business metrics to leadership
• Other duties as assigned

Preferred Qualifications

• Experience in selling liquid hydrogen or other industrial gases to factories, manufacturing facilities, or other industrial end-users
• Background in the hydrogen, energy, or industrial technology sectors
• Familiarity with hydrogen-related regulations, incentive programs, and funding opportunities
• Advanced degree in engineering, business, or a related technical field
• Experience with operations and sustainment in support of mission-critical systems and solutions
• Demonstrated passion for ideation, innovation, and motivating others to act by creating a shared sense of vision or purpose

Benefits

• Salary range is $130,000 - $200,000/year (plus incentive bonus structure)
• Ownership of the company in the form of incentive stock options
• Retirement matching through Ascensus’ SIMPLE IRA with elective 3% employer match
• Company paid medical, dental, vision, life insurance ($100,000), and AD&D for employees. 50% covered for dependents
• Optional access to our flexible spending account and additional voluntary life buy-up
• Flexible time off to rest and recharge
• 8 paid holidays
• Flexible working schedules
• Parental leave to welcome a new family member
• Annual professional development budget
• Employee assistance program which includes wellness planning, estate planning, financial counseling and more