Parameter is advancing battery monitoring solutions for critical infrastructure. In the Territory Sales Manager role, you will focus on replacing incumbent battery monitoring vendors at electric utilities and expanding relationships with data center operators. You will own a defined territory, build a qualified pipeline, navigate lengthy procurement cycles, and align technical and commercial perspectives across engineering, operations, and executives.
Responsibilities
- Develop and execute a territory plan targeting utility accounts; consistently source net-new opportunities via outbound prospecting, events, referrals, and partners.
- Lead competitive displacement campaigns by identifying incumbent pain points, engaging multiple stakeholders, and managing 6- to 18-plus-month sales cycles to close.
- Perform technical discovery and deliver credible demos and presentations to protection and control engineers, operations staff, and executive decision-makers.
- Create compelling proposals and respond to RFPs/RFIs; manage pilots/POCs through successful outcomes and handoffs.
- Maintain rigorous pipeline hygiene, stage progression, and forecast accuracy in CRM (Salesforce or equivalent).
- Collaborate with Product, Engineering, Marketing, and Customer Success to align solutions, messaging, and execution; advocate for the voice of the customer.
- Track regulatory drivers such as NERC/CIP considerations and analyze the competitive landscape to refine target lists and win strategies.
- Meet or exceed quota by securing net-new utility logos and expanding within early adopter accounts.
Requirements
- 5+ years of quota-carrying B2B field sales in battery monitoring, critical power, or power systems, with proven success selling into electric utilities.
- Demonstrated competitive/displacement selling in complex, multi-stakeholder environments and long sales cycles (6-18+ months).
- Technical fluency with battery systems and health metrics: VRLA, lithium-ion, NiCd; impedance/conductance, float voltage, capacity testing.
- Strong communication skills; credible with utility engineers and C-suite leaders; excellent proposals and presentation skills.
- Proficient with CRM (Salesforce or equivalent), territory planning, forecasting, and pipeline management in a remote/field role.
- Willingness to travel frequently within the assigned territory; comfortable in substations, data centers, and trade show environments.
Technologies
- Salesforce
- Excel
- PowerPoint
Benefits
- 120 hours of Paid Time Off, frontloaded from day one and increasing with tenure
- Up to 48 hours of separate paid sick leave each year
- Comprehensive benefits packages with generous employer contributions
- Medical, Dental, Vision, and Ancillary coverage
- 401(k) retirement plan with employer contributions
- HSA/FSA/HRA options
- Quarterly company-wide EBITDA bonus program
- Work from home
Location
Location: Raleigh, NC (hybrid).
Work Location
Hybrid remote in Fort Collins, CO 80524.
Salary
USD 100,000 - 125,000 per year
About Parameter
Parameter aims to redefine how the world monitors and protects mission-critical operations by combining RLE's facility monitoring and leak detection capabilities with NDSL's battery monitoring technology. This blend delivers real-time intelligence where it matters most, turning complex data about liquids, gases, energy, and materials into clear, actionable insights for smarter decision-making.
Preferred Qualifications
- Recent experience at a competing battery monitoring vendor or critical power provider.
- Data center sales exposure in critical power and UPS environments.
- Familiarity with NERC/CIP and utility compliance considerations.
- Broader power systems knowledge (UPS, rectifiers, switchgear) to support cross-sell credibility.
- Experience generating and converting leads at industry events (DistribuTECH, IEEE PES, BATCON, EEI).
- Strong Excel skills for territory and pipeline analysis; PowerPoint for technical sales presentations.
- Bachelor's degree in electrical engineering, business, or a related field (preferred, not required with strong experience).
- Existing relationships with regional utility engineering and executive stakeholders.
