The
Director, Financial Products will lead enterprise-wide initiatives that design, launch, and scale innovative financial products that accelerate our residential market expansion. This leadership role requires deep expertise in home improvement financing, distributed energy resources (DERs), rooftop solar PV, battery storage systems, residential financing models, tax equity and structured finance fundamental. The position will create and optimize financing solutions to drive partnerships and customer adoption.
Responsibilities:Financing Program Strategy & Partner Enablement- Own the strategy and rollout plan for financing programs delivered through external lenders/tax equity partners; prioritize markets, channels, and product types based on sales needs, customer value, and economics
- Identify and assess banks, specialty lenders, tax equity investors, and platform providers; compare term sheets, credit boxes, funding capacity, timing, service model, and strategic fit
- Define the program requirements we bring to partners and translate partner offerings into clear internal sellable programs
- Own unit economics and pricing recommendations in partnership with Finance; ensure financing programs meet profitability and volume goals while remaining competitive
- Identify, analyze and execute strategic transactions to grow the residential business by leveraging tax appetite
- Coordinate training and enablement for Sales, Operations, and installer partners; develop program playbooks, FAQs, and escalation paths so programs can be sold and fulfilled consistently
Risk Management, Compliance, and Governance- Work with Legal/Compliance to ensure partner offerings and our sales practices align with applicable consumer finance requirements, disclosures, privacy, and marketing rules; ensure contracts and program materials are accurate and consistently used
- Lead the internal governance process for new financing partners/programs and ensure clear ownership across origination, funding, servicing, and collections responsibilities
- Define controls and checks across the handoffs between Sales, installer partners, and financing partners (documentation quality, underwriting conditions, funding triggers, cancellation/true-up processes, complaint handling)
- Establish partner performance reviews and scorecards; manage remediation plans and escalations with partners
- Track policy and regulatory developments affecting resiliency products, solar TPO, lending, and incentives; coordinate program updates with partners and internal stakeholders
Go-to-Market Execution & Portfolio Management- Lead end-to-end rollout of partner financing programs-process mapping, system setup requirements, training, customer communications, and operational readiness across sales-to-install-to-funding workflows
- Define and maintain installer/dealer financing requirements; partner with channel teams to drive adoption and consistent execution
- Own KPIs and dashboards; run regular business reviews and drive improvements with internal teams and financing partners
- Identify friction points in application, underwriting conditions, funding, and servicing handoffs; implement process changes and partner escalations to improve NPS and reduce fallout
- Partner with stakeholders to monitor portfolio health and translate insights into program changes
Capital, Partnerships, and Cross-Functional Leadership- Serve as day-to-day business owner for key financing relationships; run QBRs, manage pipelines of program enhancements, and coordinate issue resolution
- Lead commercial negotiation of key program terms in partnership with Finance and Legal
- Align Operations, Sales, installer network, Finance, Legal/Compliance, and customer support on program requirements and process changes; ensure clear R&R and tight execution in a matrix environment
- Support entry into new states/markets by securing or adapting financing partners and programs to local requirements
- Build and mentor a small, high-impact team and provide crisp executive communication on program performance, constraints, and tradeoffs
Minimum Job RequirementsEducation- Bachelor's degree Business, Engineering, Economics, Finance, or related field or equivalent experience
Work Experience- 7+ years of progressive leadership experience in home improvement, residential energy and/or consumer/structured finance for distributed energy resources (DERs) such as solar, batteries, demand response/VPP, and/or backup power (including generators)
- 5+ years of senior management experience leading complex, cross-functional product and finance programs in matrix organizations
- Experience managing multiple concurrent strategic initiatives while maintaining quality and timeline adherence
- Proven experience building and scaling high-performance teams, including remote and hybrid work environments
