Chief Revenue Officer

Sales

Remote (Albuquerque, NM office available)

About Us

Firescape™ is a wildfire risk and mitigation software company headquartered in Albuquerque, New Mexico. We build cloud-hosted geospatial software that helps utilities manage wildfire risk and resilience. By combining geospatial analytics, remote sensing, and machine learning, we deliver real-time insights that help protect communities and critical assets. Firescape's mission is to aid utility companies in safeguarding critical infrastructure, and the communities they serve, by proactively managing and mitigating wildfire risks.

Firescape was founded by two scientists from Sandia National Labs with deep experience in wildfire science and remote sensing. One of our core differentiators is the technical experience and support our clients receive. Beyond our software, we provide subject matter expertise, consultation, and hands-on support to make our clients successful. We speak our customers' language and address the specific challenges associated with managing electrical infrastructure within a heavily regulated environment.

The Role

As our Chief Revenue Officer, you will own Firescape's revenue across the utility market. This is a hands-on, quota-carrying role focused first on winning new business. Expect to spend roughly 75% of your time selling: prospecting, building relationships, shaping proposals, negotiating, and closing complex, long-cycle deals with utilities. You will also lead commercial strategy, pipeline management and forecasting, and guiding our part-time business development team. You'll build the playbook as you go: the market segmentation, the messaging, the demo narrative, the partner and procurement channels, and the conference relationships that generate qualified opportunities in a long-cycle, trust-driven market.

How the Role Evolves

This role is built to grow with the business. The path is:

Win new accounts. Your immediate priority is hunting and closing new utility accounts, with a focus on investor-owned utilities and electric cooperatives
Build on our existing customers. Deepen relationships with our current utility customers and turn early wins into references, case studies, and renewals
Expand key accounts. Grow strategic accounts into new service territories, business units, and use cases
Grow the sales team. As revenue increases, hire and lead the sales team behind it, while continuing to personally hunt new business

Responsibilities

New Business (~75%)

Carry a personal new-business quota and own the full sales cycle, from target list and first conversation through close
Lead prospecting and relationship building with utility executives and with wildfire mitigation, operations, and vegetation management leaders
Craft compelling, value-first pitches that translate Firescape's technical capabilities into operational, financial, and regulatory outcomes
Run the sales cycle: qualification, demo, evaluation, pilot design, contracting, and close
Lead formal RFP and RFI responses from qualification through submission
Lead commercial negotiations on pricing, scope, and contract terms
Represent Firescape at industry events and conferences

Commercial Strategy & Leadership (~25%)

Work closely with the executive team to define and execute go-to-market strategy
Own pipeline management and revenue forecasting, and report on both to the executive team
Guide and support our part-time business development team: set priorities, coach on active deals, and share what works
Bring the market back into the company: what utilities are asking for, how they're framing wildfire risk internally, what regulators are pushing on, and where the product and messaging should go next
Build the repeatable assets — target lists, messaging, case studies, proposal templates — that let the next seller ramp quickly

Account Growth & Team Building

Manage and grow existing accounts, ensuring customer success and identifying expansion into new service territories, business units, and use cases
Recruit, onboard, and lead future sales hires as revenue grows

Qualifications

Required

An established utility network. You have well-established relationships across U.S. electric utilities, particularly investor-owned utilities and electric cooperatives. Relationships with Canadian utilities are a plus
Utility software sales experience. You have personally sold software into electric utilities and understand how they evaluate, procure, and approve new vendors
A proven record of winning complex deals. You have personally won complex, long-cycle deals with multiple stakeholders, using a consultative, relationship-first approach
Early-stage commercial experience. Ideally, you have succeeded in an early-stage commercial operation before: you personally generated revenue, then grew the sales function from there
10+ years in B2B sales or business development, including sales leadership experience
Exceptional presentation and communication skills; equally comfortable with technical staff, non-technical executives, city councils, and cooperative boards
Genuine comfort operating without a pre-built playbook: you'll define the process, not execute someone else's
Willingness to travel (roughly 25–35%) for customer meetings, conferences, and industry events

Nice to Have

Familiarity with wildfire mitigation, grid infrastructure, vegetation management, or GIS systems
Background in electrical engineering, power systems, or utility operations
Understanding of utility regulatory environment
Experience with SaaS platforms, APIs, and cloud-based solutions

What We Offer

A mature, proven product and existing utility customers to sell from
A genuine build-it seat: shape the commercial strategy, and the sales organization, for a high-impact, mission-driven startup
Flexible hours (core hours 10:00 AM – 3:00 PM MT)
Fully remote, with an office in Albuquerque for those who want it
A collaborative, fast-moving team of scientists and builders
Competitive compensation and benefits

Apply Now

Ready to join our team? Submit your application below.