DER Business Development Leader

Build the future, spark innovation and align your career with purpose.

McKinstry is innovating the waste and climate harm out of the built environment and creating lasting impact. Together, we’re building a thriving planet.

Buildings are a leading contributor to the climate crisis, generating nearly 40% of total global energy-related carbon emissions. We’re making a lasting impact on our industry and within our communities by addressing the climate, affordability and equity crises through:

• renewables and energy services
• engineering and design
• construction and facility services

To get where we’re going, we need big thinkers, problem solvers and collaborative mindsets. Does that sound like you?

The Opportunity with McKinstry

We are adding a Principal Seller to our growing Distributed Energy Resources division on the east coast. The Principal Seller will serve as a sales leader for our Distributed Energy Resources (DER) business, which includes front-of- and behind-the-meter solar, battery storage, and microgrids. This role is responsible for sourcing, structuring, and closing high-value DER projects, driving revenue growth, and expanding McKinstry’s market share as a designer, builder and operator of DER projects across the eastern US, both by working with Independent Power Producers (IPPs) and renewable developers, as well as directly with commercial, industrial, and utility customers. The ideal candidate is a high-energy, results-driven sales executive with a proven track record of closing large-scale DER deals, strong industry relationships, and the ability to strategically position McKinstry’s solutions in a highly competitive landscape. Additional responsibilities include:

Sales Strategy & Business Development 

• Own and execute the DER sales strategy, ensuring a strong pipeline of high-value projects. 
• Identify key markets, customer segments, and emerging opportunities to drive revenue growth. 
• Develop customized energy solutions that align with client needs, regulatory incentives, and financial objectives. 
• Collaborate with the west coast DER sales team to refine market positioning and strategic initiatives. 

Deal Structuring & Revenue Generation 

• Lead the origination, negotiation, and closing of complex DER transactions, including EPC agreements, PPAs, energy-as-a-service models, and incentive-backed projects. 
• Drive end-to-end sales execution, ensuring seamless transition from deal closure to project implementation. 
• Work with finance and legal teams to structure commercially viable and scalable energy contracts. 
• Meet or exceed annual sales targets, consistently delivering multi-million-dollar revenue growth. 

Client & Stakeholder Relationship Management 

• Develop and maintain high-value client relationships, engaging with C-suite executives, facility managers, and sustainability teams. 
• Act as a trusted advisor, educating clients on the financial and operational benefits of DER solutions. 
• Represent McKinstry at industry conferences, trade shows, and networking events to generate new business. 
• Build strategic alliances with utilities, developers, and financing partners to enhance sales opportunities. 

Market Intelligence & Competitive Positioning 

• Stay ahead of DER market trends, regulatory changes, and emerging technologies to position McKinstry competitively. 
• Monitor policy developments and incentive programs (IRA, ITC, tax credits, grants) to optimize project economics. 
• Provide feedback to the east coast DER team on customer needs and project feasibility. 

Cross-Functional Collaboration 

• Partner with project development, engineering, and operations teams to ensure successful project execution. 
• Work closely with the marketing team to refine messaging, thought leadership, and customer engagement strategies. 
• Support the east coast DER team leadership in setting revenue forecasts and tracking performance against targets. 

What You Need to Succeed at McKinstry

• 10 years of experience in renewable energy, distributed energy sales, or infrastructure project development. 
• Proven track record of closing multi-million-dollar energy projects with IPP, developer, commercial, industrial, and utility clients. 
• Expertise in EPC agreements, PPAs, energy performance contracts, and/or energy-as-a-service models. 
• Strong background in financial modeling, deal structuring, and contract negotiations. 
• Deep knowledge of DER technologies, utility markets, and energy policy incentives. 
• Experience engaging with C-level decision-makers and managing long-cycle sales processes. 
• Bachelor’s degree in business, engineering, construction management, or equivalent business experience required. 
• Advanced knowledge of Microsoft Office Suite - Word, Excel, PowerPoint, Outlook, and Visio required; working knowledge of SharePoint preferred. 

PeopleFirst Benefits

When it comes to the basics, we have you covered:

• Competitive pay
• 401(k) with employer match and profit-sharing plan
• Paid time off and holidays
• Comprehensive medical, prescription, dental, and vision with low or zero deductible options and low out of pocket maximums

People come first at McKinstry, and we go beyond the basic benefits with:

• Family formation benefits, including adoption and IVF assistance
• Up to 16 weeks paid parental leave
• Transgender inclusive benefits
• Commuter benefits
• Pet insurance
• “Building Good” paid community service time
• Learning and advancement opportunities via McKinstry University
• McKinstry Moves onsite gyms or reimbursement for remote workers

See benefit plan documents for complete details.

If you’re driven by our vision to build a thriving planet together, McKinstry is the place to build your career.

The pay range for this position is $114,210 – $173,610 per year; however, base pay offered may vary depending on job-related knowledge, skills, and experience. A bonus may be provided as part of the compensation package, in addition to a full range of medical, financial, and/or other benefits, dependent on the position offered. Base pay information is based on market location.

The McKinstry group of companies are equal opportunity employers. We are committed to providing equal employment opportunities to all employees and qualified applicants without regard to sex, gender identity, sexual orientation, age, race, color, creed, marital status, national origin, disability, veteran status, genetic information or any other basis protected by law. This policy applies to all terms and conditions of employment including, but not limited to employment, advancement, assignment, and training. This commitment to Equal Employment Opportunity is made equally as a social responsibility and as an economic and business necessity. 

McKinstry is a drug-free workplace. Employment is contingent upon successfully passing a pre-employment drug and alcohol test, complying with the requirements of the Immigration Reform and Control Act and a Confidentiality Agreement, in addition to successful outcomes of background and reference checks.

Applicants for this role will only be considered if they possess current US Work Authorization, and do not require employer-sponsored VISA support to begin or remain in this role.

Salary : $114,210 - $173,610