Business Development Manager, Grid Partnerships Mountain View, CA (HQ)

Tapestry; Mountain View (CA); Hybrid; USD 168,000 - 246,000; Full time

Benefits offered by this job

Salary + equity

Medical/Dental/Vision coverage

Generous PTO & hybrid work model

401(k) with employer contribution

Job summary

Tapestry, the Google-backed grid AI initiative, seeks a Business Development Manager to identify and accelerate strategic partnerships across global energy markets. You will work with utilities, grid operators, and ecosystem partners to translate market signals into prioritized opportunities, shaping product direction and commercial terms.

Ideal candidates have 10+ years in energy business development, strong stakeholder management, and experience negotiating innovative partnerships.

Qualifications

• 10+ years in energy or electricity business development, partnerships, or commercial strategy.
• Proven ability to lead multi-stakeholder discussions in ambiguous or early-stage settings.
• Ability to structure and evaluate financial terms and deal economics.
• Strong relationship-building and influence across technical and executive audiences.
• Experience negotiating non-standard commercial agreements or innovative partnerships.
• Excellent written and verbal communication; capable of clear synthesis of insights.
• Familiarity with Salesforce or similar CRM for opportunity tracking.

Responsibilities

• Identify, qualify, and advance strategic partnership and early commercial opportunities aligned with the product roadmap.
• Lead partnership discussions with utilities, energy providers, and ecosystem partners, framing value and terms.
• Collaborate with product, engineering, and leadership to translate market signals into priorities.
• Understand regulatory dynamics, market trends, and competitive landscapes across global energy markets.
• Design and execute early commercial engagements, including non-standard structures.
• Track progress and share learnings to inform strategy and priorities.
• Represent Tapestry externally at industry events and partner forums to build credibility.

Skills

Energy industry experience

Stakeholder management

Deal structuring

Executive communication

CRM familiarity

Strategic partnerships

Cross-functional collaboration

Tools

Salesforce

Job description

Business Development Manager, Grid Partnerships

Mountain View, CA (HQ)

About Tapestry

Tapestry is a group within Google working to build the AI-powered electric grid. We are tackling one of the world’s most important infrastructure challenges: helping the energy system become more visible, understandable, reliable, affordable, abundant, and clean.

Originally born at X, Alphabet’s moonshot factory, Tapestry brings together experts in energy, AI, software engineering, and products to build tools that help the electricity ecosystem plan smarter, move faster, and operate more efficiently.

This is a global effort. Tapestry supports partners across the U.S., U.K., Chile, New Zealand, Australia, and Brazil as they work toward a cleaner, more resilient energy future.

Joining Tapestry means doing high-impact work with a multidisciplinary team tackling a problem that matters at global scale. Learn more about our team and our mission here .

About the role

As a Business Development Lead at Tapestry, you will be responsible for identifying, prioritizing, and advancing strategic commercial and partnership opportunities across global energy markets. The position will work directly with energy industry participants including developers, utilities, and grid operators. This role will increase new business velocity, but is not a traditional quota-carrying sales position. A Business Development Lead at Tapestry will focus on accelerating commercial opportunities through strategic, innovative business development.

You will work closely with product, power systems engineers, partnerships and leadership to understand customer needs, validate use cases, and structure early commercial and partnership engagements. The ideal candidate is comfortable operating in ambiguity, balancing long-term opportunity development with near-term execution, and helping define how business development works at an early-stage company.

How you will make 10X Impact

• Identify, qualify, prioritize, and advance strategic partnership and early commercial opportunities aligned with Tapestry’s product roadmap and technical capabilities
• Structure and lead partnership discussions with utilities, energy providers, and ecosystem partners, including framing Tapestry's product value and impact, defining mutual success criteria, and establishing clear commercial terms and expectations.
• Collaborate cross-functionally with product, engineering, and leadership to translate market signals into product direction and development priorities
• Engage with industry stakeholders to understand regulatory dynamics, market trends, and competitive landscapes across global energy markets
• Support the design and execution of early commercial engagements, including non-standard partnership structures.
• Track and communicate opportunity progress and learnings, providing regular updates that inform strategy and support company priorities.
• Represent Tapestry externally at industry events and partner forums to build credibility, relationships, and long-term market presence

What you should have:

• 10+ years of relevant experience in the energy or electricity industry, preferably in business development, partnerships, or commercial strategy
• Experience working with utilities, energy providers, grid operators, or adjacent ecosystem partners
• Demonstrated ability to lead complex, multi-stakeholder discussions in ambiguous or early-stage environments, including rigorous attention to detail, stakeholder management, and follow through.
• Ability to personally structure and execute the financial logic, deal economics, and understand required commercial terms.
• Strong ability to build relationships and influence across technical, commercial, and executive audiences
• Experience developing and negotiating non-standard commercial agreements,or innovative partnership structures
• Excellent written and verbal communication skills, with the ability to clearly synthesize and share insights
• Working knowledge of Salesforce or similar CRM tools for opportunity tracking and reporting

It’d be great if you also had one or more of these:

• Familiarity with power systems, grid operations, or energy market structures
• Experience supporting or launching early-stage or first-of-kind products
• Comfort operating in fast-paced environments with evolving priorities
• Strong analytical thinking and ability to articulate trade-offs and implications
• An entrepreneurial mindset with a collaborative, low-ego approach

Our values

• Take charge: We take initiative and own outcomes that move the mission forward.
• Transform with purpose: We build solutions that solve real problems and create meaningful impact.
• Be a Tapestry, not a thread: We collaborate across diverse skills and perspectives to achieve more than we can individually.
• Always fine-tune: We stay curious, seek feedback, and refine our understanding as we learn.
• Stay grounded: We listen openly, value different perspectives, and stay focused on what matters most.

What we offer

A culture that supports growth, ownership, and meaningful impact, along with:

• Competitive salary and equity
• Medical, dental, and vision coverage
• Generous PTO and flexible hybrid work model
• 401(k) with employer contribution
• The ability to work on important real-world problems within an Alphabet-backed environment

The US base salary range for this full-time position is $168,000 - $246,000 + bonus + equity + benefits. Within the range, individual pay is determined by work location and additional factors, including job-related skills, experience, and relevant education or training. Your recruiter can share more about the specific salary range for your location during the hiring process.

Please note that the compensation details listed in US role postings reflect the base salary only, and do not include bonus, equity, or benefits.

This position is located in Mountain View, CA. Are you able to commute to the office and/or are you willing to relocate?

Are you currently or were you previously an Alphabet employee, contractor, or intern?

As set forth in Tapestry ’s Equal Employment Opportunity policy,we do not discriminate on the basis of any protected group status under any applicable law.