Senior Director of Sales, Utilities

Project Canary • Denver, CO, USA • $170k - $190k / year • 16h ago

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.

Department: Utilities
Employment Type: Full Time
Location: Denver Headquarters
Workplace type: Hybrid
Compensation: $170,000 - $190,000 / year

What This Role Owns

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

What Success Looks Like in Year One

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

What You Can Expect

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.

Skills, Knowledge and Expertise

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

Benefits

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

About Project Canary

Project Canary was founded in 2019 with a vision to measure what matters – the greenhouse gases emitted from critical parts of our energy infrastructure. Our team is constantly pushing the envelope to bring more visibility to the emissions problem than ever before – enabling the energy sector to reduce its carbon footprint.

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