Director, DER Solutions Sales

$134,400 - $268,800/Yr

Arcadia - Washington, DC

Full-time - Mid Level

Remote - Washington, DC

Primary Metal Manufacturing

About the position

Arcadia is seeking an experienced sales leader to spearhead a team of sales professionals focused on driving business development and sales engagements within the Distributed Energy Resources (DER) vertical, which includes solar, storage, demand response, and virtual power plants (VPPs). This role is initially designed for a hands-on leader who will actively engage in sales processes while also having the opportunity to take on more managerial responsibilities as the team expands. The ideal candidate will possess a strong background in the commercial and industrial (C&I) solar/storage sector or have experience with DER software companies, along with a comprehensive understanding of distributed energy resources and application programming interfaces (APIs). In this position, the sales leader will establish themselves as a trusted advisor to both internal and external stakeholders, effectively demonstrating how Arcadia's software capabilities can unlock significant value for clients. A key aspect of this role will be the ability to build high-level relationships with senior executives, coach and mentor individual sales professionals, and accurately forecast the sales pipeline for the team. The successful candidate will need to balance hands-on engagement with the ability to envision and direct a team with complementary skill sets to support the accelerating growth of the business over the next 12 months. Arcadia embraces a remote-first culture, allowing candidates to work from anywhere in the U.S. while providing access to co-working spaces.

Responsibilities

• Leverage new and existing professional relationships to drive pipeline and sales success.
• Lead a small team of sales professionals to achieve success and meet quota.
• Inform the enterprise go-to-market and sales engagement strategy, including expert input into market and customer prioritization, pricing strategy, and commercialization approach.
• Work with the team to drive active opportunities over the full lifecycle of sales engagement, from synthesizing initial customer needs through negotiating commercial terms.
• Establish and nurture relationships with executive sponsors across the industry, demonstrating thought leadership and an understanding of evolving business needs in the decentralized energy economy.

Requirements

• 7+ years of relevant experience in DER sales, solutions consulting, at a relevant startup, or in the utility/energy sector.
• Previously led a sales team managing team forecasts, planning, pipeline generation, training, etc.
• Familiarity with the current market dynamics in the energy and sustainability space, with a demonstrated understanding of and interest in topics related to electrification, distributed energy resources, and decarbonization.
• Active, empathetic listening skills and curiosity to develop, respond to, and champion a deep, nuanced understanding of our customers and their needs.
• Proven ability to build and nurture relationships with sophisticated enterprise partners, and to negotiate commercial terms to create mutually beneficial outcomes.
• Experience building and leading a team to support achieving customer growth milestones.
• Passion for our mission, sustainability, and helping drive a renewable energy future.

Benefits

• Remote first culture - work anywhere in the US as long as you have a reliable internet connection.
• Flexible PTO - no accrued hours and no limit on the number of vacation days exempt employees can take each year.
• 17 annual company-wide holidays including a week long 'summer break'.
• 10 days sick leave.
• Up to 4 weeks bereavement leave.
• 2 volunteer days off.
• 2 professional development days off.
• 12 weeks paid parental leave for all parents.
• 80-95% employer cost coverage for medical, dental, and vision benefits for employees and dependents.