Vice President, Sales & Business Development

This is a fully remote position, open to applicants in United States.

📋 Description

• Develop and implement the business development and go-to-market strategy for distributed energy, Virtual Power Plants (VPPs), battery storage, demand response, and grid services.

• Take ownership of commercial performance, which includes pipeline generation, bookings, revenue, gross margin, forecasting, and the achievement of annual and multi-year growth objectives.

• Lead intricate consultative sales cycles with utilities, hyperscalers, data center operators, independent power producers, energy retailers, commercial and industrial clients, and strategic partners.

• Cultivate and sustain executive-level relationships with customers, utilities, energy market participants, channel partners, technology providers, original equipment manufacturers (OEMs), developers, and capital providers.

• Formulate account strategies that encompass opportunity qualification, solution development, proposal creation, contract negotiation, and deal closure.

• Identify, structure, and commercialize opportunities related to energy storage, demand response, distributed energy resources (DERs), electric vehicle (EV) charging, flexible load management, backup power, and grid-flexibility solutions.

• Assess and develop revenue opportunities across utility programs, capacity markets, energy markets, ancillary services, demand response, resilience solutions, and emerging flexibility products.

• Create business cases, pricing strategies, revenue-sharing structures, commercial agreements, and partnership models.

• Establish and manage strategic partnerships.

• Design and execute customer pilots, demonstrations, and market-validation initiatives.

• Recruit, develop, and lead a high-performing business development and sales team.

• Build and maintain sales operations, which includes CRM management, pipeline visibility, forecasting, qualification standards, sales collateral, proposals, financial models, and executive business cases.

• Collaborate with product, engineering, operations, finance, legal, regulatory, and executive leadership teams.

• Lead commercial negotiations and support agreements related to customers, partnerships, pilots, services, and energy.

• Monitor market trends, regulatory changes, utility procurement activities, competitive dynamics, and emerging business models.

• Represent the company at industry conferences, customer meetings, regulatory forums, and partner events.

• Scale and expand the organization.

⛳️ Requirements

• A bachelor's degree in Business, Engineering, Economics, Energy, or a related field is required.

• Typically, 10+ years of progressive experience in business development, enterprise sales, energy commercialization, market development, strategic partnerships, or similar leadership roles within the energy sector.

• Proven track record of originating, developing, and closing complex commercial opportunities, negotiating strategic agreements, and consistently meeting revenue, growth, or margin objectives.

• Experience in one or more relevant sectors, such as Virtual Power Plants (VPPs), distributed energy resources (DERs), battery energy storage systems (BESS), solar, demand response, DER management systems (DERMS), energy management software, utilities, retail electricity, wholesale energy markets, grid services, or energy services.

• Established ability to cultivate executive-level customer and partner relationships and manage complex sales cycles that involve technical, financial, operational, regulatory, procurement, and executive stakeholders.

• Strong comprehension of distributed energy, grid flexibility, demand response, battery storage, VPP business models, and associated grid-service value streams.

• Familiarity with U.S. electricity markets, utility programs, ISO/RTO structures, and pertinent market participation or regulatory frameworks.

• Experience in evaluating customer economics, pricing strategies, commercial frameworks, project returns, revenue models, contract terms, and business risks.

• Demonstrated success in developing new markets, strategic partnerships, channel relationships, pilot programs, and scalable go-to-market strategies.

• Strong executive presence, excellent communication, presentation, negotiation, and consultative selling abilities.

• Proven capacity to lead cross-functional initiatives and influence stakeholders across product, engineering, operations, regulatory, legal, finance, and commercial teams.

• Analytical and commercially oriented, capable of translating technical capabilities into customer value propositions, business cases, and growth strategies.

• Entrepreneurial, adaptable, and comfortable in a fast-paced environment with evolving products, markets, regulations, and commercial models.

• Willingness and ability to travel approximately 25%–50%.

• Authorization to work in the United States prior to joining; no U.S. work-authorization sponsorship is available.

🏝️ Benefits

• 40% compensation component.

• Remote work arrangement.

• Equal employment opportunity and affirmative action employer.

• Voluntary disability, race, ethnicity, gender, and veteran-status self-identification processes are kept confidential and are not used for employment decisions.