Director, Channel Accounts, Comfort

Palmetto Clean Technology; Charlotte (NC); On-site; USD 150,000 - 210,000; Full time

Benefits offered by this job

Unlimited PTO

Medical, dental, and vision coverage

Paid parental leave

Retirement plans

Job summary

Palmetto is seeking a Channel Accounts Director, Comfort in Charlotte, NC to drive channel partnerships within HVAC and home electrification. This senior role leads the Channel Accounts Management team, negotiates new business opportunities, and collaborates with Product, Finance, and Operations to deliver scalable growth.

The ideal candidate has extensive HVAC industry experience, a strong network, and a track record of building high-performance sales teams. Travel up to 30% is expected.

Qualifications

• 8+ years in B2B enterprise sales, business development, or account management.
• HVAC/Heat Pump and Home Electrification industry experience required; consumer finance/energy background.
• Athletes wanted – broad commercial awareness in fast-moving environment.
• Excellent written and oral communication skills.
• Strong interpersonal and relationship-building abilities.
• Proven analytical skills and ability to influence internally and externally.
• Ability to ideate, develop and execute strategic plans with internal/external partners.
• Decisive and fast at implementing ideas.
• Willingness to travel up to 30%.

Responsibilities

• Develop commercial partnerships leveraging HVAC and home electrification expertise.
• Identify and prospect channel partners and corporate clients.
• Create sales materials to articulate Palmetto product offerings.
• Collaborate with Product and others on new products and revenue opportunities.
• Define partner lifecycle stages and measure forecast/pipeline health.
• Lead KPIs, OKRs, and team planning for the Channel Accounts Management group.
• Own compensation modeling and quota planning for the team.

Skills

B2B sales

HVAC industry

Channel partners

Strategic planning

Negotiation

Leadership

Salesforce

Travel readiness

Tools

Salesforce

Job description

Palmetto is a consumer energy platform that provides homeowners with a single destination to discover, purchase, finance, install, monitor and manage home energy products and services. By offering one integrated platform across solar, battery storage, HVAC, heat pumps and more, Palmetto helps homeowners make home energy more affordable, reliable and accessible. Today Palmetto serves hundreds of thousands of homeowners, across 30+ states, building the operating infrastructure for the consumer energy transition, one home at a time.

Our employees are our most valuable resource. We foster a promote-from-within culture that prioritizes talent development, career growth, and purpose-driven work. Palmetto offers a comprehensive benefits package—including unlimited PTO, medical, dental, and vision coverage, paid parental leave, retirement plans, and more—so you can have it all both personally and professionally. Palmetto prioritizes people, planet, and profit—backed by a culture that values collaboration, impact, and balance. Join us in building a brighter, cleaner world.

Location

This position will be based in Charlotte, NC.

Reporting

This position will report to the GM, Comfort.

Summary of Role

The Channel Accounts Director, Comfort is a senior management level role within Palmetto, and reports directly to the GM, Comfort. This is a key role responsible for identifying, assessing, negotiating and finalizing new business opportunities that are in line with the overall business and strategic growth objectives for Palmetto, and managing channel sales for the business.. The ideal candidate will have extensive experience in the HVAC industry, along with a robust network of contracts in this space to drive partnerships and new product channel development. The Channel Accounts Director will work collaboratively with other internal functions to assess market potential, financial viability, technical relevance and proprietary and legal implications of all potential new business opportunities. In addition the Channel Accounts Director will lead day to day activities across the Channel Accounts Management team, including implementation of best practices, KPI development, and tooling and process which supports a high performing sales team. The successful candidate will be resourceful, a leader, proactive, organized, motivated to enhance the company's reputation, and relentless in developing high performance sales teams.

Strategic & Tactical

Strategic:

• Use established network within HVAC and Home Services industry to develop commercial partnerships
• Initiate prospecting and lead generation activities for both channel partners and corporate clients
• Help in developing educational and sales materials that clearly articulate Palmetto product offerings
• Work as a key stakeholder in the development of new products, services and channels including:
• Conducting market research and know Total Addressable Market for each state in region
• Development of business plans, sales positioning, presentations, reference material, and other documents as required
• Relay customer needs and requirements back to internal Palmetto teams including Product and Capital Markets leadership with a focus on both periodic innovation of existing products and development of new products or revenue opportunities
• Keeps informed on industry trends, regulations, technological advancements, and conducts market research and intelligence to identify opportunities for growth
• Collaborate with internal teams, including Technology, Finance, Revenue, and Operations, to ensure successful implementation and delivery of solutions to external customers
• Assist in regular reporting and strategy calibration with executive leadership

Tactical:

• Define, measure, and optimize the partner lifecycle stages (Lead → Onboarded → Trained → Activated → Producing → Repeat Producing) for HVAC and home electrification partners.
• Ensure forecast reliability and overall pipeline health for the channel.
• In collaboration with leadership - architect, operationalize and optimize revenue engine to drive predicable, scalable growth through well planned KPIs
• Sequence and manage rollouts for major national accounts to ensure structural success.
• Leverage data analytics to gain insights into partner behavior, sales trends, and market opportunities.
• Use data to inform strategic decisions regarding sales processes, marketing efforts, and partner relationships.
• Manage Salesforce platform governance, reporting integrity, and clean data architecture, as well as additional technology stack supporting Comfort Plan sales teams.
• In partnership with GM, Comfort, own team planning process, OKR structure, and design and evolve team management structures including reporting cadences.
• Own performance management, Compensation modeling and quota management for the Comfort Account Management team.

Qualifications

• 8+ years B2B enterprise business development, sales and/or account management experience
• Mandatory experience in HVAC/Heat Pump and Home Electrification industry with experience in consumer finance and the energy industry
• Athletes wanted - Broad commercial awareness developed in a fast-moving environment
• Superior communication skills – both oral and written
• Strong interpersonal and relationship building skills
• Proven analytical skills and ability to influence people both internally and externally
• Proven Ability to ideate, develop and execute strategic plans, in close collaboration with internal and external partners and stakeholders
• Decisive and ability to move with speed to implement ideas
• Ability to travel up to 30% of the time

Employment is contingent upon the successful completion of a background check.

Palmetto embraces diversity and is an Equal Employment Opportunity employer. Employment is decided on the basis of qualifications, merit, and business need. We do not discriminate based upon race, religion, color, national origin, gender, sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, or any other status protected under federal, state, or local law.

To ensure a fair evaluation, we may use AI to assist in sorting applications, but all final decisions are made by our hiring team and no candidate dispositions are automated. We will keep your information on file for four years from the date of your application. For detailed information about how we handle your data and our use of AI, please review our full privacy policy.