Director of Business Development

GridStor; United States; Hybrid; USD 120,000 - 160,000; Full time

Benefits offered by this job

Competitive base salary

Annual cash bonus

Comprehensive benefits package

Job summary

GridStor is searching for a Director of Business Development specializing in Behind-the-Meter (BTM) energy solutions. This senior role includes managing customer acquisition and execution of offtake agreements, engaging closely with cross-functional teams to deliver innovative storage solutions.

With a focus on large-scale energy solutions for data centers and commercial facilities, the ideal candidate will leverage extensive experience in the energy sector and established relationships with major energy stakeholders.

Qualifications

• 8–12 years of progressive experience in energy business development.
• 4–6 years in a senior commercial role focused on energy storage.
• Active relationships with large energy buyers.

Responsibilities

• Develop and maintain a pipeline of BTM and on-site BESS opportunities.
• Execute the company’s large-load BTM BESS go-to-market strategy.
• Negotiate long-term offtake agreements and pricing models.

Skills

Commercial negotiation

Energy storage expertise

Relationship building

Market strategy execution

Financial modeling

Education

Bachelor’s degree in Business, Economics, Engineering, or related field

Master’s degree (MBA or related)

Job description

Role Summary

GridStor is seeking an experienced Director of Business Development for Behind‑the‑Meter (BTM) and Large Load On‑site Energy Solutions. The role will secure customer commitments to enable the deployment of new battery energy storage projects targeting hyperscale data centers, AI infrastructure, advanced manufacturing, commercial, industrial facilities, hydrogen/ammonia, municipal loads and will convert complex power requirements into viable utility‑scale storage solutions.

The Director, BTM & On‑Site BESS, is a senior commercial leadership role responsible for the full lifecycle of customer acquisition and offtake agreement execution. It requires close collaboration with the Commercial team and cross‑functional partners in EPC, Transmission & Interconnection, Development, and Finance.

Key Responsibilities

• Offtake Development & Customer Acquisition
  • Build and maintain a high‑quality pipeline of BTM and on‑site BESS offtake opportunities across U.S. organized electricity markets (PJM, ERCOT, MISO, CAISO/WECC, NYISO, SPP) and Alberta AESO.
  • Leverage existing relationships and develop new ones with hyperscale cloud providers, NeoCloud GPU infrastructure providers, colocation data center operators, enterprise data center owners, and large C&I facilities.
  • Qualify opportunities rigorously against commercial, technical, and strategic criteria.
  • Champion offtake structures that enable the company to develop, build, own, and operate BESS assets—ESAs, capacity agreements, power purchase structures, and demand charge reduction contracts.
  • Identify and convert early‑stage customer interest into term sheets and definitive offtake agreements.
• Go‑to‑Market Strategy & Execution
  • Co‑develop and execute the company’s large‑load BTM BESS go‑to‑market strategy—market segmentation, value proposition design, pricing methodology, and channel strategy.
  • Design and communicate holistic, customer‑centric solutions addressing speed‑to‑power, interconnection acceleration, demand charge management, resilience and backup power, GPU transient smoothing, diesel genset replacement, and 24/7 carbon‑free energy alignment.
  • Lead market development activities: outreach campaigns, RFP responses, unsolicited proposals, and one‑on‑one customer engagement.
  • Develop and maintain competitive market intelligence on pricing, deal structures, peer developer activity, and emerging regulatory requirements.
  • Ensure commercial positioning reflects the latest regulatory developments such as FERC co‑location orders, ERCOT SB 6, PJM 50 MW BTM netting rules, MISO ICAP changes, and state‑level incentive programs.
• Negotiation & Deal Execution
  • Lead bilateral negotiations for long‑term offtake agreements, term sheets, letters of intent, and ESAs.
  • Develop and refine commercial term structures, pricing models, and deal economics in collaboration with analytics, finance, EPC, and T&I teams.
  • Drive internal deal screening, qualification, and approval processes, including investment committee presentations and executive briefings.
  • Manage complex, multi‑stakeholder negotiations involving procurement, legal, finance, facilities, and sustainability teams.
  • Maintain detailed deal tracking, pipeline reporting, and CRM discipline.
• Cross‑Functional Leadership & Internal Collaboration
  • Serve as the primary voice‑of‑customer internally, translating requirements into actionable product insights.
  • Collaborate with EPC, T&I, and Finance to ensure BESS solutions are technically sound, siting‑feasible, and deliverable within customer timelines.
  • Partner with finance to structure offtake economics meeting IRR and DSCR thresholds.
  • Coordinate with legal, permitting, and interconnection teams on deal timelines.
  • Promote a culture of strong team commitment and shared accountability.
• Market Leadership & Industry Presence
  • Represent the company at industry conferences, customer forums, trade associations, and policy roundtables.
  • Build and maintain the company’s brand and reputation within the large‑load BTM BESS sector.
  • Stay informed on market trends, regulatory changes, and customer needs, synthesizing intelligence into strategic recommendations.
  • Contribute to thought leadership content and executive presentations.

Experience Requirements

• Minimum 8–12 years of progressive experience in the energy sector business development, with 4–6 years in a senior commercial role focused on energy storage, renewables, or large‑load C&I energy solutions.
• Energy Storage Focus
  • Direct experience developing, structuring, or selling battery energy storage solutions—including BTM or on‑site applications for large commercial or industrial customers.
  • Experience with BESS project finance, ESAs, or long‑term offtake structures.
• Large Load Customer Relationships
  • Active relationships within hyperscale cloud providers, NeoCloud/GPU infrastructure providers, colocation operators, or large C&I energy buyers.
• Organized Electricity Market Knowledge
  • Working knowledge of at least two U.S. organized electricity markets and relevant regulatory developments.
• Commercial Negotiation Track Record
  • Demonstrated history of negotiating and closing complex, long‑duration commercial contracts of $50M+ total value.
• Go‑to‑Market Leadership
• Interconnection & Development Familiarity
• Ability to translate complex structures into clear investment narratives.
• Communication Skills
• Problem‑Solving
• Ability to prioritize tasks effectively and approach challenges with a creative, proactive mindset.
• Team Orientation
• Hands‑on, detail‑oriented, but scalable through teams.
• Credible partner to executives, investors, and lenders.
• Financial Acumen
  • Ability to understand, present, and negotiate BTM BESS investments—NPV/IRR analysis, demand charge savings quantification, capacity market revenue modeling, and general project finance structures.

Qualifications

• Education
  • Bachelor’s degree in Business, Economics, Engineering, Finance, or a related field.
  • Master’s degree (MBA, M.S. Energy, M.S. Engineering, or J.D.) preferred but not required.
• Skills & Competencies
  • Exceptional relationship‑building and executive communication skills.
  • Commercial creativity and deal‑structuring sophistication.
  • Strong analytical capability for building and reviewing financial models.
  • Highly organized self‑starter with minimal administrative support.
  • Collaborative team leader with a track record of driving deal execution.
  • Resilient and resourceful in long sales cycles.
  • Clear, compelling writer and presenter for executive briefings, term sheets, and internal memos.
  • Unwavering integrity and transparency in all interactions.
• Preferred Technical Familiarity
  • BESS technology fundamentals—lithium‑ion chemistry, inverter configurations, EMS/BMS systems, C‑rate and duration specifications, containerized system architecture.
  • Grid interconnection—non‑firm contracts, interruptible service pathways, DER interconnection (IEEE 1547), and utility tariff structures.
  • Energy market structures—capacity markets, ancillary services, real‑time and day‑ahead price dynamics, 4CP peak management.
  • Relevant regulatory frameworks—FERC Order 2222, ERCOT SB 6, California SGIP, ITC/IRA tax credits, OBBBA FEOC provisions.

Location

This role is flexible/hybrid with a preference for key office locations in Portland, OR; Denver, CO; or Los Angeles, CA. Remote or home‑office locations will be considered for the right candidate.

Travel Expectation

30–50% travel expected, including customer visits, industry conferences, and commercial team meetings.

Compensation and Benefits

• Competitive base salaries commensurate with experience with an annual cash bonus.
• Generous paid leave.
• Employee participation in a Long‑Term Incentive Plan.
• Comprehensive benefits package—medical, dental, vision, life, and disability insurance (coverage for domestic partners and eligible domestic partner children).
• HSA/FSA for participating employees.
• 401(k) plan with company match and immediate vesting.
• Continuing education and professional development support.
• Cell‑phone reimbursement, hybrid work environment, healthy snacks, volunteer opportunities, company outings, and more.

Why This Role: The Opportunity

• U.S. data center power demand is quadrupling by 2030, creating a significant BTM BESS market.
• The Director will own the BTM/On‑Site pipeline, go‑to‑market strategy, and customer relationships with executive leadership access.
• You will join a mission‑driven, entrepreneurial team of experienced energy professionals.
• BTM BESS for large loads is critical to the AI economy and the energy transition, powering hospitals, research institutions, AI clusters, and digital infrastructure.
• Growth trajectory from Director to VP or C‑suite commercial leadership for the right individual.