Senior Manager, Sales Engineering - Majors, Mid-Atlantic
•ZscalerHybrid· 4h
💻 Engineering⏰ Full-time🎯 Lead / Principal💰 $176k-251k🇺🇸 USA
4h ago
SPAN·about 1 month ago
Decarbonization is the process to reduce or remove greenhouse gas emissions, especially carbon dioxide, from entering our atmosphere.
Electrification is the process of replacing fossil fuel appliances that run on gas or oil with all-electric upgrades for a cleaner way to power our lives.
Enabling homes and vehicles powered by clean energy
Making electrification upgrades possible
Building more resilient homes with reliable backup
Designing a flexible and distributed electrical grid
SPAN is hiring a Compute Offtake Lead to own the wholesale commercial motion for the SPAN XFRA, SPAN's distributed edge compute solution. XFRA deploys compute nodes across residential and small commercial sites, converting underutilized grid capacity into AI inference infrastructure. As this network scales, SPAN is positioned to offer meaningful compute capacity to the AI ecosystem including Frontier Labs, Hyperscalers, Neoclouds and AI Inference providers.
This role is responsible for selling SPAN's distributed GPU capacity to hyperscalers, neocloud providers, and managed inference platforms; structuring the offtake agreements, building the buyer relationships, and defining the commercial terms that make XFRA a viable compute supplier at scale. You will report directly to the CRO and work closely with XFRA engineering, energy operations, and finance.
Build and own the pipeline of hyperscaler, neo-cloud, and managed inference buyers, identifying the right counterparties, mapping decision-makers, and driving deals from first conversation to signed offtake agreement.
Structure compute capacity purchase agreements, including commercial terms such as volume commitments, pricing, SLAs, dispatch windows, and grid preemption carve-outs that work for both SPAN and large compute buyers.
Develop SPAN's market positioning as a compute supplier, articulating the differentiated value of distributed edge compute - including latency, sovereignty, cost, resiliency - versus centralized data center capacity.
Work closely with XFRA engineering and deployment teams to align commercial commitments with actual network capacity.
Manage ongoing relationships with frontier lab and hyperscaler infrastructure teams, neocloud BD and supply chain leads, and inference platform infrastructure owners.
Feed market intelligence back into product and strategy, including buyer requirements, competitive dynamics, and demand signals should shape XFRA's roadmap decisions.
Build the commercial infrastructure including pricing models, contract templates, pipeline tracking, and the processes that allow this function to scale as the network grows.
Required Qualifications
8+ years in enterprise infrastructure sales, cloud partnerships, or AI/compute business development, with a track record of deals that moved the needle.
Deep relationships and credibility in cloud infrastructure, AI compute, or managed inference - you know the right people at frontier labs, hyperscalers, neoclouds and inference platforms.
Experience structuring and closing large B2B infrastructure deals, including capacity agreements, data center contracts, or similar multi-year commercial arrangements with sophisticated counterparties.
Fluency in AI infrastructure economics including GPU utilization, inference workload characteristics, spot vs. reserved pricing, and what drives a compute buyer's build vs. buy decision.
Strong technical credibility; ability to speak the language of infrastructure buyers convincingly without necessarily building the inference stack yourself.
Commercial creativity - SPAN's compute network is genuinely novel, requiring you to define new commercial structures rather than fit buyers into existing templates.
Strong communication and influencing skills; ability to work across engineering, finance, and executive counterparties at both SPAN and partner organizations.
Ability to travel minimum 25%; may be more if not CA Bay Area based
Bonus Qualifications
Background in energy offtake, power purchase agreements, or distributed energy resources
Prior experience at a neocloud, inference platform, or hyperscaler infrastructure team - understanding the buyer from the inside accelerates deal cycles significantly.
Experience building a commercial function from scratch in a high-growth, ambiguous environment.
Ability to thrive in a fast-paced, high-change environment; comfort with building process from zero is a meaningful advantage.
Headquartered in San Francisco’s vibrant SoMa neighborhood, we are an eclectic group of creative thinkers who value open communication, teamwork, and a ‘make it happen’ approach to addressing complex challenges.
SPAN embraces diversity and equal opportunity in a serious way. We are committed to building a team that represents a variety of backgrounds, perspectives, and skills.
We’re hiring talented individuals who are driven by success and are passionate about shaping the future of renewable energy. If that sounds like you, we’d love for you to consider joining the rapidly growing team at SPAN.
The Perks:
⚡ Competitive compensation + equity grants at a well-funded, venture-backed company
⚡ Comprehensive benefits: 100% employee premiums for base plans on medical, dental, vision with options for additional coverage. Parental leave up to twenty four (24) weeks depending on eligibility
⚡ Comfortable, sunny office space located near BART and Caltrain public transit
⚡ Strong focus on team building and company culture: Employee Resource Groups, monthly social events, SPANcakes recognition breakfast, lunch, and learns
⚡ Flexible hours and flexible time off
Interested in joining our team? Apply today and we’ll be in touch with the next steps!