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Case Study: PowerGEM – Finding Sales Talent That Could Win Over a Technical Team
When it comes to climate technology, some products practically sell themselves. Others are so technically sophisticated that even explaining them requires specialized knowledge. PowerGEM falls into the second category. Known for its cutting-edge energy software and power systems simulation tools, the company supports utilities and grid operators with critical decision-making technology.
Their challenge wasn’t the product — it was sales.
The Challenge: A Sales Hire with Unlikely Requirements
PowerGEM’s leadership knew they needed to expand their commercial team. But they also knew this wasn’t just about finding someone who could close deals. Their clients were some of the most technical buyers in the world — energy system planners, engineers, and utility experts. These buyers weren’t swayed by generic sales pitches; they wanted real conversations with someone who could speak their language.
Internally, PowerGEM faced another hurdle. Their engineering team was skeptical of salespeople. They wanted to work with someone who could understand the product deeply, respect its technical complexity, and fit in with the culture of precision and rigor. The perfect hire would need to be equal parts salesperson, translator, and trusted advisor.
After months of searching on their own, PowerGEM still hadn’t found a candidate who met these demands. The CEO was pressed for time and knew the company couldn’t afford to stall its go-to-market strategy any longer.
The Solution: Sales Search with Technical Precision
That’s where we stepped in. Our team has built one of the strongest climate and energy sales networks in the industry. We didn’t just look for salespeople — we zeroed in on professionals who had successfully sold into utilities, energy markets, and complex technical buyers.
Here’s how we approached the search:
Defined the non-negotiables: Candidates need not only have sales success. They had to show technical fluency and cultural alignment with PowerGEM’s analytical team.
Tapped the climate sales network: We leveraged our network of proven sellers in the utility and software space, cutting out wasted time with unqualified profiles.
Vetted for culture fit: Every candidate we advanced could not only explain their sales wins but also break down the technical aspects of what they’d sold. This reassured PowerGEM’s leadership that candidates would earn credibility fast.
Within four weeks, PowerGEM had their finalist. Shortly after, an offer was signed.
The Results: Trust, Speed, and Market Impact
PowerGEM gained more than just a salesperson — they gained a bridge between their technical excellence and commercial growth. The new hire quickly built trust with internal engineers and clients alike, proving that sales in the energy software world can be both technical and relational.
Most importantly, the CEO could step back from the day-to-day grind of chasing sales opportunities and refocus on guiding company growth. The hiring bottleneck was broken, and PowerGEM’s business momentum accelerated.
Testimonial
“I appreciate Silas and the team, and will certainly work with them again. They were responsive to our needs, found us exactly the right candidate pool and helped reduce the burden on us throughout the process. We’re thrilled with the hire and are eager to work with the team again when we need the help.” –Eric Martin, VP of Sales, PowerGem LLC
Why It Matters
In climate tech, the biggest sales challenges aren’t about closing deals — they’re about credibility. Buyers want to know they’re working with people who understand their problems, not just their budgets. PowerGEM’s story shows that with the right recruiting partner, even the most demanding sales profile can be found in weeks, not months.
For technical companies in climate and energy, this case study proves a simple point: sales hires don’t have to be a gamble. With the right approach, they can be a catalyst for growth.