Senior Business Development Director

The Business Development Director is a strategic subject matter expert responsible for driving revenue growth by promoting Calibrant Energy’s comprehensive solutions, including solar PV, battery energy storage, and microgrids to end-use customers and partners. This role offers a blend of autonomy and collaboration, as the Director works remotely and on-site with clients, while receiving support from a highly skilled and dedicated Sales and Marketing team.

The ideal candidate is a confident self-starter with significant experience engaging with executive leadership to solve complex business challenges. They will be proactive in identifying and closing high-value business opportunities, and adept at building strong relationships with key stakeholders across client organizations. With a customer-centric approach, the Business Development Director will work closely with solutions engineers, account managers, and fellow business development professionals to deliver tailored, world-class energy solutions. A proven track record of managing complex, consultative sales processes, and closing business with Fortune 500 accounts is essential for success in this role.

Essential Functions

Responsibilities, include, but not limited to:

Prospecting for new clients:

·         Develop deep fluency in solar, energy storage, microgrid, and other emerging energy transition technologies - staying ahead of market trends, product innovations, and regulatory developments.

·         Conduct detailed market segmentation and customer analysis to develop targeted outreach strategies that align with the overall sales objectives and growth goals.

·         Identify and engage potential Fortune 500 clients through strategic prospecting efforts, targeting high-value opportunities for comprehensive energy management solutions.

·         Position solar, energy storage, and microgrid systems as key enablers of sustainability and cost optimization in client operations, ensuring solutions are tailored to meet their specific business needs.

Navigating a complex sales process:

·         Lead national sales efforts for solar, energy storage, and microgrid solutions, identifying decision-makers, building strong relationships with C-suite executives, and mapping out long-term strategies for adoption.

·         Own the entire sales cycle, from initial contact through to closing, by analyzing customer energy and facility data to understand their needs and crafting bespoke energy solutions.

·         Collaborate cross-functionally with internal teams (engineering, operations, and project management) to develop integrated energy management strategies that align with the business objectives of Fortune 500 clients.

·         Serve as a strategic consultant for clients by understanding their energy consumption patterns, proposing cost-saving initiatives, and educating on the benefits of solar and energy storage technologies.

·         Build and maintain a robust sales pipeline by continuously identifying, qualifying, and advancing high-potential leads through consistent engagement and follow-ups.

·         Establish a disciplined and effective sales rhythm to ensure consistent progress of opportunities through the sales pipeline, focusing on maximizing win rates and achieving growth targets.

Closing new business:

·         Lead contract negotiations and close high-value deals for solar, energy storage, and microgrid solutions, ensuring terms meet client expectations while delivering profitable growth for the business.

·         Develop and execute tailored proposals, ensuring alignment with customer goals and maximizing project value while addressing all technical, financial, and operational considerations.

·         Leverage Calibrant’s CRM system for real-time tracking of sales progress, client interactions, and pipeline management, ensuring accurate reporting and data-driven decision-making.

·         Consistently exceed quarterly and annual sales goals, delivering growth that aligns with the company’s long-term objectives and market expansion plans.

Requirements

·         Proven Experience in Energy Sales: Minimum of 2+ years of experience successfully closing sales of solar PV, battery energy storage, and microgrid solutions in the utility, institutional, commercial, or industrial markets.

·         Expertise in Contract Negotiations: Demonstrated track record of negotiating and closing complex sales agreements, including letters of intent, term sheets, power purchase agreements (PPAs), and energy savings agreements (ESAs), with a strong ability to structure and execute multi-million dollar deals.

·         Strategic Sales to Fortune 500 Clients: Proven success in selling to Fortune 500 clients, with a track record of identifying and developing key champions, navigating decision-making processes, and managing complex procurement cycles.

·         North American Sales Experience: Proven ability to sell across North America simultaneously, understanding regional market rules, regulations, and sources of value, with both breadth and depth of market expertise.

·         Lead Generation & Pipeline Development: Expertise in lead generation, quickly identifying and qualifying sales opportunities to build and maintain a healthy sales pipeline, ensuring consistent new business acquisition and revenue growth.

·         Industry Knowledge & Client Needs: Familiarity with the unique needs of end-use commercial & industrial energy consumers, particularly those in energy-intensive sectors, and a deep understanding of the operational challenges these clients face.

·         Exceptional Communication Skills: Outstanding ability to communicate clearly and effectively, both orally and in writing, at the tactical and strategic levels. Capable of presenting executive-level summaries, recommendations, and insights to influence decision-making.

·         ROI Demonstration: Ability to clearly illustrate ROI for high-level decision-makers and effectively communicate value propositions to purchasing, operations, and other client stakeholders.

·         Technical Expertise in Energy Sector: Strong technical background in energy transition technologies, with an understanding of key solar, battery storage, and microgrid systems. Demonstrated willingness and aptitude to learn and apply new emerging technologies that align with Calibrant’s product suite.

·         Independent & Organized: Ability to work autonomously with minimal supervision, demonstrating superior organizational skills, a keen eye for detail, and the ability to prioritize and manage multiple high-priority projects while meeting deadlines.

·         Strong Relationship-Building Skills: Exceptional interpersonal skills, with the ability to build trust, deepen client relationships, and collaborate effectively with cross-functional teams from sales, engineering, and operations.

·         A well-established network of key contacts within target markets, with a proven ability to cultivate and maintain strong relationships with prospective clients.

·         Willingness to Travel: Ability to travel as needed to engage with clients across North America, with expected travel being less than 25% of the time.

Benefits

We believe in fostering an inclusive environment in which employees feel encouraged to share their unique perspectives, leverage their strengths, and act authentically.

At Calibrant Energy, our priority is to ensure that every team member feels valued and supported. We believe putting wellness first supports a full, holistic, and happier life. We support that by offering benefits that cover you and your family such as: medical, dental, vision insurances, paid time off, paid personal time, paid holidays, paid birthday, paid sick time, company paid short term disability and long term disability, company paid life insurance, 401k with a company match, and more.

Calibrant Energy is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex (including pregnancy, childbirth, related medical conditions, breastfeeding or reproductive health decisions), gender identity or expression, national origin, age, marital status, ancestry, physical or mental disability, sexual orientation, personal appearance, genetic information, family responsibilities, matriculation, political affiliation, military or veteran status, or any other category protected under applicable U.S. law. If you need assistance and/or a reasonable accommodation due to a disability during the application or the recruiting process, please send a request to: talent@calibrantenergy.com