Head of Sales

This is a fully remote role for candidates who are based outside of the New York Metropolitan area. For those located in the area, we encourage you to consider our hybrid work arrangement (1-2 days a week in our NYC office). That said, we value flexibility and if you have a different preference, please do not let that deter you from applying – let’s talk about it!

Applicants must be authorized to work for any employer in the United States or Canada. We are unable to sponsor or take over sponsorship of any employment-based visas at this time. (e.g., H-1B, TN, visa transfer, green card sponsorship, etc.)

Energy storage is the key to unlocking a future where our world is powered by renewable resources. At the company, our mission is to make the electrical grid cleaner, more reliable, and less expensive by leveraging state-of-the-art energy storage and distributed generation technologies.

The Head of Sales is responsible for leading and developing a team to identify, engage, and convert new energy storage projects through our sales cycle. This leader focuses on coaching, performance management, sales execution, sales enablement, and fostering collaboration across the organization to support customer success. They also ensure that opportunities advancing through the pipeline align with the company’s strategic priorities and have a strong path to successful development and execution. This role requires a strong understanding of the energy industry and the commercial and technical considerations that influence the viability of energy storage projects.

Within the Marketing function, the Head of Sales is accountable for organizational leadership, strategic alignment, prioritization, performance management, resource planning, and operational coordination. The Head of Sales works closely with the Director of Marketing, who leads the day-to-day development and execution of marketing strategy, brand positioning, campaigns, and marketing operations.

This is a people management role that oversees the Inside Sales, Advanced Sales, and Marketing teams.

What You’ll Do

Sales Team Leadership and Performance (40%)

o Lead, coach, and develop the Sales team to consistently achieve individual and team sales goals.

o Conduct regular one-on-one meetings focused on coaching, pipeline reviews, career development, and performance.

o Follow the company’s performance review cycle, setting clear goals, evaluating outcomes, and addressing performance issues promptly and effectively.

o Establish clear expectations and hold team members accountable to sales activities, forecasting, and business results.

o Ensure sales team members are appropriately allocated to markets and deal opportunities to produce the best origination outcomes for the company.

o Ensure sales processes and qualification criteria are optimized to consistently move qualified opportunities toward development.

o Work with People Operations to handle personnel matters with professionalism, including onboarding, growth, training, hiring, resolving conflicts and making informed recommendations on corrective actions, and staff transitions when necessary.

o Foster a positive team culture that embodies the company’s values.

Sales Execution and Forecasting (25%)

o Monitor sales pipeline health and forecast accuracy.

o Support the team in removing obstacles and advancing key customer opportunities.

o Ensure consistent use of CRM tools and sales processes.

o Track sales performance and report progress against established goals with a focus on both pipeline generation and downstream conversion through definitive contracting and NTP

o Work with leadership to implement sales initiatives and improve team effectiveness.

Sales Enablement and Marketing Support (15%)

o Set the sales enablement strategy, including the objectives for tools, content and assets the sales team needs to originate and close energy storage projects. Own the strategy and standards for customer proposals, including structure, commercial positioning, and objection management. Decide which conferences, tradeshows, and industry events matter most for origination; set sales attendance and meeting goals for each event. Identify target accounts and segments for account-based efforts and give Marketing clear direction on pipeline goals and priority markets.

o Ensure marketing plans align with sales targets, and company priorities, through regular planning reviews and shared goals for lead generation, lead quality and pipeline contribution.

o Hold sales and marketing jointly accountable for funnel performance, using CRM and marketing data to assess lead quality, conversion, and the effectiveness of enablement assets.

o Represent the commercial perspective in broader corporate communications and brand decisions.

o Lead, coach, and develop the members of the Marketing team.

Cross-Functional Collaboration (15%)

o Work across the company (e.g., Development, Procurement, Engineering, Strategy, Analytics, etc.) to ensure the Sales and Origination teams have the resources they need to obtain awarded projects as well as to ensure sales-awarded deals convert to definitive contracting and NTP.

o Collaborate with Development, Procurement, and Engineering to proactively identify and mitigate project risks, ensuring the opportunities advancing through the pipeline can successfully progress through development, contracting, and construction.

o Help facilitate smooth transitions of awarded projects to execution teams.

o Maintain regular communication with senior leadership regarding team performance, priorities, and resource needs, in coordination with the Director, Marketing on marketing budget and priorities.

Market and Customer Awareness (5%)

o Stay informed on market trends, customer needs, and competitive activity.

o Share customer feedback and market insights with internal teams to support continuous improvement.

o Represent the company professionally with customers and industry partners.

Requirements

Required Qualifications

o 10–15 years of progressive sales experience, preferably within the energy, infrastructure, industrial, or related B2B industries.

o 2–4 years of experience leading and developing a sales team.

o Demonstrated ability to coach, motivate, and develop high-performing sales professionals.

o Experience managing sales pipelines, forecasting, and achieving sales targets.

o Strong ability to develop compelling customer proposals and sales presentations.

o Strong communication, interpersonal, and relationship-building skills.

o Team player, who can work closely with senior leadership to shape and execute company-wide initiatives.

o Alignment with the company’s mission and values and a strong interest in the clean energy transition.

o 20% travel expected, primarily for team events, company-wide meetings, conferences, and select customer meetings.

o Strong experience working within CRM systems like Hubspot or Salesforce.

Preferred Qualifications

o Bachelor’s degree in business, marketing, finance, or a related field.

o Experience selling complex B2B solutions.

o Deep understanding of energy markets across North America.

Benefits

We're dedicated to fostering a welcoming and inclusive culture that prioritizes the safety and well-being of all our clean energy professionals. We embrace and learn from our diverse backgrounds, encouraging open dialogue and growth. Through resources like our active Employee Resource Groups, DEI Working Group, and comprehensive training and workshops, we're continuing to build a supportive community that celebrates the convergence of our identities.

Our priority is to ensure that every team member feels valued and supported to have a healthy balance between work life and personal life. We believe a full life outside of the office makes for a happier, healthier team. We support that by offering robust benefits such as but not limited to, the following:

• Medical, Dental, and Vision insurance

• Vacation, Sick, and Volunteer days

• 401K with an employer safe harbor match

• Special Vendor Discounts on programs for:

• Identity theft and fraud prevention

Base Salary Range: $205,000 - $220,000; Salary Commensurate with Qualifications and Experience.

We encourage people from minority or marginalized groups to apply. If you don’t meet 100% of the above qualifications, but see yourself contributing, please submit an application.

The company is an equal-opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, height, weight, or any other characteristic protected by applicable laws, regulations, and ordinances. We also consider qualified applicants regardless of criminal histories, consistent with legal requirements in the country where we operate. 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 [link for members]