Application Guide

How to Apply for Sales Director PJM

at Voltus

🏢 About Voltus

Voltus is a leading distributed energy resource (DER) platform that connects commercial and industrial energy users to wholesale electricity markets, helping them get paid for reducing energy usage during peak demand. The company is mission-driven to combat climate change by optimizing grid flexibility, and it operates in a fast-growing, tech-enabled space where you can directly impact the energy transition.

About This Role

As a Sales Director for the PJM territory, you will be responsible for the entire sales cycle—from cold outreach to contract close—selling demand response programs to large energy users like hospitals, universities, manufacturers, and municipalities. This is a high-impact, hunter role where you'll build your own pipeline and educate customers on how to turn grid flexibility into a revenue stream.

💡 A Day in the Life

A typical day starts with reviewing lead lists and making 30-40 cold calls to facility managers and energy buyers at hospitals, universities, or manufacturers in the PJM region. After lunch, you might follow up on email sequences, conduct discovery calls with interested prospects, and end the day by updating your CRM and refining outreach strategies with your manager.

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Interview Prep

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🎯 Who Voltus Is Looking For

  • A self-starter with a proven track record of outbound prospecting and closing net-new business, primarily through cold calling and email outreach.
  • Experience selling into commercial and industrial accounts (e.g., facility managers, operations leaders, CFOs) with existing relationships in PJM region strongly preferred.
  • Comfortable with a consultative sales approach, translating complex energy market concepts into clear financial and operational value.
  • Coachable, data-driven, and resilient—able to handle rejection and iterate on outreach strategies based on feedback.

📝 Tips for Applying to Voltus

1

Highlight specific outbound metrics in your resume—e.g., number of cold calls per day, conversion rates, or quota attainment percentages.

2

Tailor your cover letter to mention any familiarity with PJM or ISO markets, even if not in energy; demonstrate you understand the territory's significance.

3

Showcase examples of selling to large C&I accounts (hospitals, universities, manufacturers) and describe how you navigated long sales cycles.

4

Use your LinkedIn profile to connect with Voltus employees or follow the company; mention any engagement in your application.

5

Prepare to discuss how you would build a pipeline from scratch in a specific metro area within PJM (e.g., Philadelphia, Chicago) during the interview.

✉️ What to Emphasize in Your Cover Letter

['Your ability to self-generate pipeline through cold calling and outbound efforts, with concrete examples.', 'Experience selling to C&I decision-makers (facility managers, CFOs) and understanding their pain points around energy costs and sustainability.', "Your motivation to work in the clean energy space and how your sales skills can directly contribute to Voltus's mission of optimizing grid flexibility.", "Willingness to learn the energy industry quickly, even if you don't have a background in it."]

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🔍 Research Before Applying

To stand out, make sure you've researched:

  • → Understand Voltus's platform and how it differs from traditional demand response aggregators (e.g., their tech-enabled approach).
  • → Learn the basics of PJM's capacity and energy markets, especially the demand response program rules and timelines.
  • → Review Voltus's customer case studies or testimonials on their website to understand the value proposition for different C&I segments.
  • → Check LinkedIn for profiles of current Sales Directors at Voltus to see common backgrounds and career progression.

💬 Prepare for These Interview Topics

Based on this role, you may be asked about:

1 Walk me through your typical outbound prospecting process—how many calls/emails per day, how do you prioritize accounts?
2 Describe a time you closed a complex, multi-stakeholder deal in a C&I account. What was your strategy?
3 How would you educate a facility manager on the value of demand response? What objections do you anticipate?
4 What do you know about PJM and demand response? How would you approach selling into hospitals vs. manufacturers?
5 Tell me about a time you received tough feedback and how you adapted your sales approach.
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⚠️ Common Mistakes to Avoid

  • Failing to demonstrate a hunter mentality—this role is not about managing existing accounts, so avoid emphasizing account management.
  • Being too vague about outbound metrics; be prepared to share specific numbers (calls, meetings set, deals closed).
  • Not showing genuine interest in the energy industry or climate mission; even if you're new, express enthusiasm for learning.

📅 Application Timeline

This position is open until filled. However, we recommend applying as soon as possible as roles at mission-driven organizations tend to fill quickly.

Typical hiring timeline:

1

Application Review

1-2 weeks

2

Initial Screening

Phone call or written assessment

3

Interviews

1-2 rounds, usually virtual

✓

Offer

Congratulations!

Ready to Apply?

Good luck with your application to Voltus!

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