PRIMARY FUNCTION

The Director of Sales & Marketing is responsible for leading all revenue generation, demand creation, brand development, and customer acquisition activities. This role will develop and execute the go-to-market strategy for both BESS equipment sales and Energy-as-a-Service offerings while building the foundation for scalable commercial growth.

As a member of the leadership team, this individual will serve as the voice of the customer and the market, helping shape product strategy, commercial offerings, and long-term business direction.

The ideal candidate is an entrepreneurial commercial leader with experience selling energy infrastructure, distributed energy resources, battery storage, microgrids, energy services, or related technologies in a startup or high-growth environment.

ESSENTIAL DUTIES AND RESPONSIBILITIES

Commercial Strategy & Revenue Leadership

• Develop and execute the company's overall sales and marketing strategy.
• Own annual bookings, revenue, gross margin, and pipeline targets.
• Build a scalable commercial operating model supporting rapid growth.
• Establish annual business plans, forecasts, budgets, and key performance indicators.
• Identify and prioritize high-value market segments and growth opportunities.

Equipment Sales

Lead all direct and channel sales activities for BESS hardware and integrated energy storage solutions.

• Target Markets
  • Commercial & Industrial (C&I)
  • Data Centers
  • Manufacturing
  • Warehousing & Logistics
  • Telecommunications
  • Higher Education
  • Municipal & Government
  • Critical Infrastructure
  • Renewable Energy Developers

• Responsibilities

• Develop account strategies and territory plans.
• Manage complex sales cycles from prospecting through contract execution.
• Present technical and financial value propositions to executive decision-makers.
• Negotiate commercial agreements and supply contracts.
• Build business cases around:
  • Demand charge reduction
  • Peak shaving
  • Energy arbitrage
  • Backup power
  • Demand response
  • Grid services
  • Virtual Power Plant participation

Energy-as-a-Service (EaaS)

Lead commercialization of recurring revenue and financing-based offerings:

• Energy-as-a-Service (EaaS)
• Storage-as-a-Service
• Shared Savings Agreements
• Energy Performance Contracts
• Battery Leasing
• Subscription-Based Energy Solutions
• Managed Services Agreements

Responsibilities

• Develop customer-facing financial value propositions.
• Partner with financing institutions and infrastructure investors.
• Structure innovative commercial offerings that reduce customer capital requirements.
• Drive annual recurring revenue growth and long-term customer value.

Marketing Leadership

Develop and execute an integrated marketing strategy designed to generate demand and establish market credibility.

Demand Generation

• Lead digital marketing initiatives.
• Develop lead generation campaigns.
• Create ABM (Account-Based Marketing) programs.
• Manage inbound and outbound lead generation activities.
• Optimize conversion rates throughout the sales funnel.

Brand Development

• Build the company's market presence and thought leadership position.
• Develop messaging, positioning, and value propositions.
• Oversee website, content, and social media strategy.
• Produce case studies, white papers, webinars, and customer success stories.

Industry Presence

• Represent the company at industry conferences and trade shows.
• Develop speaking opportunities and thought leadership initiatives.
• Establish relationships with industry influencers and analysts.

Strategic Partnerships

• Develop and manage key commercial relationships with:

• EPC contractors
• Solar developers
• ESCOs
• Utilities
• Microgrid developers
• Energy consultants
• Demand response aggregators
• Project financiers
• Facility management firms
• Distribution partners and resellers

• Establish channel programs that create scalable revenue opportunities.

Leadership & Organization Development

• Build and lead the company's sales and marketing organization.
• Recruit, coach, and develop high-performing commercial talent.
• Establish commercial systems, processes, and best practices.
• Implement CRM, marketing automation, and reporting tools.
• Foster a culture of accountability, collaboration, and customer focus.

QUALIFICATIONS

Required

• Bachelor's degree in Business, Engineering, Marketing, Finance, Energy Management, or related field. MBA preferred.
• 10+ years of progressive sales, business development, or marketing leadership experience.
• 5+ years in energy storage, solar, distributed energy resources, microgrids, power systems, ESCOs, or energy services.
• Demonstrated success growing revenue in startup or high-growth environments.
• Proven track record selling complex energy infrastructure projects valued at $1M+.
• Experience developing go-to-market strategies and building commercial teams.
• Strong history of exceeding revenue and growth objectives.

Technical & Industry Knowledge

• Strong understanding of:
  • Battery Energy Storage Systems (BESS)
  • Distributed Energy Resources (DER)
  • Commercial utility rate structures
  • Demand charge management
  • Peak shaving
  • Demand response programs
  • Energy markets
  • Solar + Storage
  • Microgrids
  • Virtual Power Plants (VPP)
  • Energy Management Systems (EMS)
  • Commercial energy procurement
  • Energy project financing structures
  • U.S. Telecommunications industry

Preferred Qualifications

• Prior experience at a BESS OEM, energy storage developer, DER provider, or energy services company.
• Experience with Energy-as-a-Service or subscription-based infrastructure businesses.
• Established network of commercial energy buyers and partners.
• Familiarity with project finance, tax equity, leasing, and structured energy contracts.
• Experience launching products in emerging technology markets.
• Startup or venture-backed company experience.

COMPETENCIES, KNOWLEDGE, SKILLS, AND ABILITIES

• Entrepreneurial mindset
• Strategic thinking
• Executive presence
• Financial acumen
• Strong storytelling and communication skills
• Customer-centric approach
• Market development expertise
• Team-building capability
• Bias for action
• Resilience and adaptability

TYPICAL WORKING CONDITIONS

• Typically, in an office environment and/or factory work environment.
• Be able to travel a minimum of 25%.

OTHER PHYSICAL REQUIREMENTS

• Be able to lift to 25 pounds.
• Be able to communicate verbally efficiently.
• Sedentary work. Repetitive motion. Substantial movements (motions) of the wrists, hands, and/or fingers.
• The worker is required to have close visual acuity to perform an activity such as preparing and analyzing data and figures; transcribing; viewing a computer terminal; and extensive reading.

PERFORMANCE REQUIREMENTS

Adhere to all organizational information security policies and protect all sensitive information in accordance with organizational policy, Federal, State, and local regulations.

The foregoing description is not intended and should not be construed to be an exhaustive list of all responsibilities, skills, efforts, or working conditions associated with the job. It is intended to be an accurate reflection of the general nature of the level of the job.

I have read the above job description, and my supervisor has discussed it with me, and I understand the responsibilities of the job for which I have been hired. I acknowledge that I have assumed responsibility for carrying out these tasks to the best of my ability and in accordance with company policies.