Director/Sr. Director/VP of Commercial Sales

Company Overview:

Pfister Energy is a nationally recognized renewable energy company helping businesses control rising energy costs through turnkey onsite energy solutions. Since 2005, we’ve developed, designed, financed, and installed more than 900 MW of clean energy systems for commercial and industrial clients. Our expertise includes solar, storage, microgrids, EV charging, O&M, and asset lifecycle services. Known for trusted expertise and efficient execution, we deliver future-ready solutions that strengthen resilience, reduce costs, and support long-term sustainability goals.

About the Role:

Pfister Energy is seeking a Director/Sr. Director/VP of Commercial Sales to lead front-end business development and drive the origination of high-value solar and BESS projects across commercial and industrial markets.

This is a high-impact, individual contributor role for a proven dealmaker who thrives in long, complex sales cycles and is motivated by building a pipeline from the ground up. You will be responsible for identifying, developing, and closing large-scale energy transactions—ranging from $1 million to $20 million—with sophisticated stakeholders including C-suite and senior stakeholders across REITs, industrial, healthcare, logistics, and institutional buyers.

This role requires a rare combination of hunter mentality and operational discipline. You must be comfortable leading outbound prospecting, managing referral partnerships, responding to RFPs, and guiding complex deals through a multi-stakeholder sales process—all while building trust with senior decision-makers through credible financial and technical communication.

You will work closely with Pfister's VP of Development, VP of Finance, and a deep bench of internal experts who will support deal structuring, modeling, and execution. Your primary responsibility is originating and advancing opportunities, with a focus on moving projects from first conversation to signed contract.

This position reports to the Chief Strategy Officer and is ideal for someone in the Northeast U.S., though exceptional candidates from other regions will be considered.

KEY RESPONSIBILITIES

Origination & Pipeline Development

• Lead origination and business development efforts to seek out, source, and screen solar and BESS project opportunities across commercial and industrial markets.
• Identify new clients and generate leads through effective outreach strategies, including email campaigns, LinkedIn, cold calling, networking events, tradeshows, and strategic partnerships.
• Build and manage a robust pipeline of qualified opportunities targeting: Owner-occupied C&I (industrial, logistics, healthcare, cold storage), Portfolio owners (REITs, private equity-backed platforms, multi-site operators), Community solar and standalone BESS projects (rooftop lease structures)
• Cultivate high-level relationships with referral partners, including roofing contractors, energy brokers, commercial real estate brokers, and other strategic introducers, to generate qualified leads and expand market reach.
• Identify and sell to clusters of commercial clients, including real estate management companies, large industrial REITs, national and regional companies with multiple sites, hospital chains, universities, school districts, municipalities, and corporate portfolio owners.

Sales & Deal Management

• Engage C-suite executives and senior stakeholders to identify and advance opportunities.
• Lead the full sales process from initial engagement through contract execution, including qualification, positioning, negotiation, and closing.
• Educate prospective customers on the value proposition of solar and BESS solutions, addressing questions and concerns while building credibility and trust throughout the decision-making process.
• Clearly articulate project economics, financial returns, and associated risks in a transparent and consultative manner.
• Demonstrate why customers should choose Pfister Energy to finance, design, construct, and maintain their energy assets over other offerings in the marketplace.
• Collaborate closely with the VP of Development and VP of Finance to structure competitive, financeable solutions across multiple deal types, including: Direct CapEx purchases (turnkey development and EPC), Power Purchase Agreements, Energy Services Agreements for BESS projects, Lease structures for community solar and standalone BESS.
• Coordinate projects effectively with the development team during the sales process, while maintaining alignment through financial close.

RFP Management & Proposal Development

• Manage the end-to-end RFP process for public and private solar and BESS opportunities, coordinating internal support across cross-functional teams to respond effectively and win projects.
• Develop, customize, and continuously improve sales proposals, presentations, and marketing materials in partnership with internal teams.
• Present to customer cash flow analyses, reports, and presentations that illustrate the financial benefit of onsite solar and BESS solutions and the value of working with Pfister Energy.

Market Intelligence & Strategy

• Develop subject matter expertise on market drivers for solar and BESS development in assigned territories, including energy markets, utility dynamics, legislative conditions, and incentive programs.
• Track and assess state incentive markets, including Renewable Energy Credits (RECs), grants, Investment Tax Credits (ITC), and other programs beneficial to clients.
• Research data on market trends, opportunities, and potential new markets and verticals.
• Secure front-line market intelligence and communicate insights to the broader organization.
• Recommend regional business development strategies and tactics to the company's leadership team by utilizing a unique and detailed understanding of your geographic market and competitive landscape.
• Research and report on state and local regulatory issues relevant to solar and BESS projects in assigned markets.

Internal Collaboration & Systems

• Maintain Pfister Energy's CRM tool by documenting all leads and opportunities and tracking all sales activities.
• Gather customer and facility information required (including available roof and land space, current electrical utilization, load profiles) to assist development teams with project design and pricing.
• Screen opportunities for financial and development viability in collaboration with internal finance and development teams.
• Participate in sales and marketing opportunity development and status conference calls.
• Participate in regional and national trade shows and industry events.
• Follow established processes and help build new ones as the organization scales.

REQUIRED QUALIFICATIONS

• Minimum BS or BA degree. MBA or Master's degree preferred.
• Minimum 5–10 years of experience in business development, origination, or sales of complex, high-value solutions.
• Demonstrated success selling into C-suite stakeholders in commercial, industrial, or institutional markets.
• Proven ability to originate and close large, complex transactions with long sales cycles.
• Experience in one or more of the following: Solar, energy storage (BESS), or broader energy sector; EPC or infrastructure development; Project finance, energy services, or capital markets-related sales; Commercial real estate, REITs, or institutional asset management
• Strong understanding of financial concepts and the ability to communicate investment value (e.g., savings, returns, payback, IRR, risk) in a clear and credible manner.
• Working knowledge of solar and/or energy storage technologies and project development processes.
• Experience managing proposals and responding to RFPs is strongly preferred.

Skills & Competencies

• Strong business development skills and multi-faceted communication strategies.
• Articulate and effective communicator orally and in writing (Word, PowerPoint, Excel).
• Understanding of relevant state and federal renewable energy incentives, contractual matters, and financial structures.
• Strong analytical and Excel skills for financial modeling, cash flow analysis, and project evaluation.
• Proven negotiation skills and ability to manage complex, multi-stakeholder deal processes.
• Ability to analyze and summarize complex information for executive audiences.
• Use of lead generation tools such as ZoomInfo, LinkedIn, and other online prospecting platforms.
• Comfortable with cold calling, interpersonal communication, and direct outreach.
• Demonstrated success as a self-starter, capable of independent execution and working collaboratively with cross-functional teams.
• Proven leadership, administrative, and organizational abilities.
• Ability to work in a fast-paced, dynamic team environment.

WHAT WE'RE LOOKING FOR

• A true "hunter" who is energized by sourcing and winning new business.
• Executive presence with the ability to build trust and credibility quickly with senior stakeholders.
• Analytical and detail-oriented, with the ability to understand and communicate complex deal structures, financial models, and technical concepts.
• Entrepreneurial mindset with a willingness to build processes and improve systems as the platform scales.
• Polished and professional communicator who can balance consultative selling with disciplined execution.
• High level of ownership and accountability for outcomes.
• A strong desire and passion for finding new business opportunities and closing deals.
• Professional, confident, dependable, honest, and energetic.
• Self-motivated, detail-oriented, thorough, and customer-oriented.
• Creative thinker and resourceful problem-solver with the ability to pinpoint business decision-makers.

LOCATION & TRAVEL

• Northeast US
• Exceptional candidates from other regions will be considered
• Ability to travel throughout a multi-state region as necessary
• Remote work supported with proactive collaboration across internal teams

COMPENSATION & BENEFITS

• Competitive Salary and Bonus/Commission Plan
• Matching 401k
• Health, Dental, and Vision
• HRA
• Life, AD&D, Accident, Disability, Critical Illness
• Paid Time Off

We are an Equal Opportunity Employer