Confidential – Business Development Manager

A growing Energy-as-a-Service (EaaS) provider is seeking a Business Development Manager to join its sales organization. This role is responsible for advancing opportunities from early identification through contract execution, working across both direct sales efforts and partner-sourced leads. The position owns the full sales cycle for qualified opportunities and collaborates closely with internal teams and external stakeholders to deliver successful EaaS projects.

The ideal candidate brings strong commercial acumen, a solid technical understanding of EaaS solutions, fluency in project financing structures, and the ability to manage complex customer and partner relationships. This is a highly visible, results-oriented role within a fast-paced, growth-focused environment.

Key Responsibilities

• Own the full sales cycle for qualified opportunities—both direct and partner-sourced—from initial engagement through contract close.

• Identify, evaluate, and onboard strategic partners; assess partner fit across various EaaS products and project types.

• Manage designated partner relationships, including developing engagement frameworks, lead generation plans, and ensuring timely execution.

• Gather and analyze customer needs and pain points to develop tailored EaaS win strategies.

• Advance opportunities through structured deal stages, including qualification, solution development, pricing, and negotiation, while aligning with financial objectives.

• Collaborate with internal teams (e.g., project development, finance) and partners to structure compelling, financeable EaaS solutions and remove deal friction.

• Develop and execute go-to-market strategies for assigned market segments, incorporating market trends, policy drivers, and incentive structures.

• Prepare and deliver high-impact presentations and proposals to communicate value propositions and technical capabilities.

• Lead customer and partner meetings, including executive-level discussions, to build trust and accelerate decision-making.

• Maintain accurate pipeline management, forecasting, and reporting using CRM tools.

• Support contract and commercial discussions in coordination with finance to ensure profitability and risk alignment.

• Represent the organization at industry events and conferences to support thought leadership and lead generation.

• Provide informal mentorship and guidance to junior team members on opportunity management best practices.

Qualifications

• Demonstrated ability to clearly explain energy project financing structures to both technical and non-technical audiences, including:

  • Third-party ownership models

  • Long-term service agreements

  • Capital stack considerations (tax equity, debt, sponsor equity)

  • ROI, NPV, IRR, and payback concepts

• Deep understanding of EaaS economic drivers, including lifecycle cost savings, performance guarantees, risk transfer, and balance-sheet considerations.

• Proven success closing complex, structured deals involving EaaS, off-balance-sheet infrastructure, energy efficiency, distributed energy, or resilience projects.

• Confidence serving as the primary commercial lead in customer and partner discussions.

• Strong ability to manage multiple opportunities simultaneously and deliver results under tight timelines.

• Proficiency with CRM systems (e.g., Salesforce) and data-driven sales processes.

• Exceptional communication, negotiation, and presentation skills.

Physical Requirements

• Ability to occasionally lift or move up to 25 pounds.

• Frequent standing, walking, speaking, and use of hands/arms.

• Occasional extended computer work and light physical movement.

• Work is primarily performed indoors; reasonable accommodations may be made.

Compensation & Benefits

• Competitive base salary commensurate with experience and location, with additional incentive compensation tied to performance.

• Comprehensive benefits package may include medical, dental, vision, life insurance, short- and long-term disability, retirement plan, equity participation, commuter benefits, and flexible paid time off.