[Remote] Strategic Sales Manager - West Coast

Note: The job is a remote job and is open to candidates in USA. Gradient is hiring a Strategic Sales Manager to own and grow its West Coast territory, selling heat pump hardware alongside software and platform services. The role builds qualified pipeline, closes deals, develops customer and channel relationships, and supports deployment across California, Oregon, and Washington.

Responsibilities

• Own the full sales cycle across California, Oregon, and Washington, from prospecting through close and handoff to deployment
• Sell combined hardware and software deals, positioning Gradient units with our connected platform and recurring service offerings
• Build relationships with affordable housing developers, multifamily owners, housing authorities, and campus facilities and sustainability teams
• Work with utilities, efficiency program administrators, and implementers in the region to get Gradient into incentive and rebate programs
• Help customers stack state, utility, and federal electrification incentives into a financeable project, and reflect that in proposals
• Help to recruit and support channel partners, including contractors, distributors, and consultants, where they speed up deployment
• Keep CRM data accurate and forecast reliably, distinguishing bookings, shipments, backlog, and recognized revenue
• Represent Gradient at regional industry events and conferences
• Feed market, pricing, and product insight back to leadership, marketing, and product

Skills

• 4–8 years of quota-carrying B2B sales, with a record of meeting or beating targets
• Sales experience in HVAC, building energy, efficiency, or a closely related field
• Experience selling both hardware and software
• Working knowledge of electrification incentives, including utility programs, state rebates, and federal funding, and how they shape project economics for commercial and residential customers
• Comfort with long, multi-stakeholder sales cycles involving owners, asset managers, facilities staff, and program administrators
• Disciplined pipeline management and forecasting in a CRM such as Salesforce or HubSpot
• Clear, direct written and verbal communication, including proposals and executive-level presentations
• Ideally bundled deals that include recurring or subscription revenue
• Startup or early-stage company experience, especially helping build a sales motion from scratch
• An existing network across West Coast utilities, program administrators, housing authorities, and affordable housing developers
• Familiarity with regional programs and policy, such as TECH Clean California, Energy Trust of Oregon, Bonneville Power Administration efficiency programs, and Washington's Clean Buildings Performance Standard
• Knowledge of IRA-funded state rebate programs (HEAR and HOMES), recent changes to federal clean energy tax credits, and low-income weatherization funding
• Experience with public-sector or nonprofit procurement, including RFPs and grant-funded projects
• Experience selling into higher education
• A technical understanding of heat pumps and building load, enough to hold your own with engineers and facilities teams

Benefits

• Equity
• Medical/vision/dental/life/disability insurance
• 401k
• Paid parental leave
• Professional Development Stipend
• Commuter benefits
• Flexible PTO

Company Overview