Senior Director of Sales, Utilities

Overview

Department: Utilities

Location: Denver Headquarters

Compensation: $170,000 - $190,000 / year

Description

Project Canary is a climate technology company offering an enterprise data platform that helps energy companies improve and report on their emissions footprint. Project Canary builds high-fidelity sensors, ingests data from various other technologies and sources, and leverages proprietary analytics and models to deliver insights that operators can act on to reduce emissions. The data-driven technology enables energy operators to stop leaks faster, reduce risk, streamline reporting, and differentiate their operations for key stakeholders.

We are seeking a Senior Director of Sales to lead and grow revenue within the natural gas utility sector. This role is responsible for driving enterprise sales, leading an established team, and executing the commercial strategy for the Utilities vertical.

This is a senior, hands-on leadership role. You will inherit a strong existing team and are expected to drive performance, close strategic deals, and elevate execution using current resources.

Denver, Colorado is the expected home base for this role. Significant travel to customer sites is required. When not traveling, this role operates in a hybrid capacity with regular in-office presence.

• Drive enterprise revenue within gas utilities from prospecting through close
• Lead the sales team, setting clear expectations and accountability, and serving as a player-coach
• Maintain a disciplined pipeline aligned to revenue targets
• Lead complex, multi-stakeholder sales cycles across operations, compliance, sustainability, engineering, and executive buyers
• Translate regulatory requirements and operational metrics into clear business value
• Execute on a conference strategy to build a strong sales pipeline
• Develop structured account penetration strategies for target customers
• Partner with Marketing, Customer Success, Product, and Leadership to ensure strong land and expand execution
• Provide market feedback that informs positioning, packaging, and roadmap decisions

• Achieve or exceed revenue targets for the Utilities vertical
• Strengthen pipeline quality, forecasting accuracy, and qualification discipline
• Close and expand strategic utility accounts
• Establish executive sponsor relationships within key target organizations
• Demonstrate measurable performance lift within the existing team
• Build repeatable messaging that clearly ties our platform to regulatory and operational outcomes

• Direct partnership with executive leadership
• Meaningful influence over commercial strategy within Utilities
• A team that values accountability, collaboration, and disciplined execution
• Clear expectations and measurable goals
• Competitive base salary plus uncapped commission and equity participation
• Title and scope may adjust based on experience and demonstrated capability.

• Enterprise Sales Leadership
  • 8+ years of progressive experience in enterprise sales or business development
  • Proven track record of closing complex, multimillion dollar deals
  • Experience leading and developing high-performing sales teams
  • Strong forecasting discipline and pipeline management expertise
• Utility Sector Expertise
  • Experience selling into natural gas utilities or closely related regulated energy sectors
  • Understanding of utility regulatory environments and operational decision drivers
  • Ability to engage credibly with compliance, operations, engineering, and executive stakeholders
• Execution and Builder Mentality
  • Comfortable operating in a growth-stage company without heavy infrastructure
  • Willing to personally drive strategic pursuits in addition to leading a team
  • Anchored to revenue outcomes and team performance, not just activity metrics
  • Demonstrated ability to elevate execution standards and accountability
• Executive Presence and Commercial Judgment
  • Strong executive communication skills
  • Ability to translate technical capabilities into clear financial and operational value
  • Sound judgment balancing deal velocity, margin, and long-term account health

• Salary range: $170,000-$190,000 annual base + commission
• Hybrid work environment (at least 3 days/week in Denver office), when not traveling
• Health, dental, and vision insurance with low deductibles and premiums paid by company 99% for self and 50% for dependents and/or spouse
• 401K with company match (no vesting period)
• Opportunity for equity ownership
• Student loan assistance
• Generous culture around time off, including:
• Unlimited PTO
• 6 days of sick time per year
• 11 paid company holidays per year
• up to 12 weeks of fully paid parental leave (gender neutral) including adoptions