How to apply for Sr Sales Director PJM

About Voltus

Voltus connects distributed energy resources to wholesale electricity markets, providing clean capacity alongside traditional power plants. The company focuses on speed-to-power and affordability as grid constraints grow. Sales staff work directly with commercial and industrial facilities to add flexible capacity to the grid.

About the role

This Sr Sales Director role covers the PJM territory, building a book of commercial and industrial customers across the Mid-Atlantic and Great Lakes region. You will sell demand response and distributed capacity solutions to facilities, manufacturers, and institutions. The role requires prospecting from scratch rather than relying on inbound leads.

A typical day

A typical day involves making cold calls and sending outreach emails to facilities, manufacturers, and institutions across the PJM territory. You will spend time learning about prospects' energy usage and explaining how demand response can generate revenue for them. You will also track your pipeline and coordinate with internal teams on proposals and contracts.

Who Voltus is looking for

• Has a track record of building a sales pipeline from zero through cold outreach and self-generated leads
• Can sell consultatively to commercial and industrial decision-makers, explaining complex value propositions in plain terms
• Is comfortable working remotely and managing a territory across multiple states
• Does not need an energy background but must be willing to learn wholesale electricity markets and demand response programs

Tips for this application

• In your resume, highlight specific examples of territories or books of business you built from scratch, including revenue numbers and customer types.
• Mention PJM, Mid-Atlantic, or Great Lakes regional experience if you have it. If not, explain how you would quickly learn the territory.
• Use the cover letter to describe a time you sold a complex or technical product to a commercial or industrial buyer without prior industry knowledge.
• Research Voltus's current PJM programs and reference them in your application to show you understand the product.
• Avoid generic sales language. Focus on concrete actions: number of calls made, meetings booked, contracts signed.

What to cover in your cover letter

Explain why you are comfortable with a pure hunting role and give an example of a pipeline you built from nothing. Show you understand that demand response is not a niche program and that load growth is driving demand. Describe how you would approach learning the PJM market and the technical aspects of distributed energy resources. Connect your sales process to the company's goal of faster, cleaner, lower-cost capacity.

Research before applying

• Read about PJM Interconnection and how demand response participates in its capacity and energy markets.
• Look up Voltus's current programs and any recent press about their growth or partnerships in the PJM region.
• Understand the difference between traditional power plants and distributed energy resources for grid capacity.
• Check LinkedIn for the background of current Voltus sales staff to see what profiles succeed there.

Likely interview topics

Based on the job description, expect questions about:

• How would you build a pipeline in the PJM territory from scratch? Walk through your first 90 days.
• Describe a time you sold a technical or unfamiliar product to a commercial or industrial customer.
• What do you know about demand response and how it fits into wholesale electricity markets?
• How do you handle long sales cycles with multiple decision-makers at large facilities?
• Why do you want to work in energy and grid flexibility, given you may not have an energy background?

Common mistakes to avoid

• Assuming inbound leads or marketing support will fill your pipeline. This role explicitly requires self-generated prospecting.
• Using vague claims about being a 'relationship builder' without concrete examples of deals closed or territories grown.
• Ignoring the regional aspect. Not mentioning PJM, Mid-Atlantic, or Great Lakes shows you did not read the location and territory requirements.