Senior Business Development Manager

We are hiring a Senior Business Development Manager to be a player-coach and the front-line leader of our partnerships team. You will personally own relationships with strategic, Tier-1 utility and program-administrator partners, while setting the pace and coaching a growing pod of individual contributors through their own complete deals. In your first 90 days, success looks like transitioning key named accounts, advancing major 6- or 7-figure partnerships, and establishing the operating rhythm (pipeline reviews, forecasting, CRM discipline) that turns segment strategy into reliable revenue. You will serve as the primary escalation point to unblock deals, orchestrating cross-functional execution with Programs, Marketing, and Finance to move partnerships from signed to generating qualified homeowner projects. This role is designed for someone who has closed complex partnerships themselves and wants to multiply their impact through a team, with a direct path to a Manager role within 12 months.

You are an expert technical communicator, a rigorous pipeline manager, and a natural leader who thrives in complex B2B2C ecosystems. You know how to translate intricate utility-program requirements into persuasive proposals, and you can coach junior team members to do the exact same thing. You possess an innate ability to solve complex problems under time pressure. When roadblocks hit, you don't just map out Plan B for yourself; you can coach the team to find creative solutions rather than accepting defeat. You balance professional poise with commercial grit, knowing how to apply positive pressure internally to unblock your team, and externally to keep deals moving. You command the room with senior utility executives, but you are equally comfortable working alongside the team doing deep work to understand the end-to-end impact our work has on our contractors and homeowners.

• 6 - 9 years of total experience, including proven success in building pipelines and closing complex high-value B2B partnerships within utilities, energy, or regulated markets.
• 1-3 year of experience mentoring, coaching or leading sales / partnership individual contributors, with a desire to formally move into people management.
• Demonstrated ability to build trust and earn respect with C-level utility executives, regional energy efficiency programs, utility program managers, implementers, and non-profits.
• Exceptional written and verbal communication skills, with a track record of distilling technical complexity into simple, compelling narratives and proposals.
• Fluency in B2B GTM operating disciplines ( MEDDPICC, account plan development, pipeline deal nurturing, accurate forecasting) and disciplined CRM rigor.
• A bias for action and can-do mindset - taking total ownership of both your territory targets and the team's collective success.
• Flexibility for 30% to 40% travel to support in-market partner meetings, trade shows, and industry events.