Managing Director, Client Growth

Pilot Energy; United States; Hybrid; USD 250,000 - 360,000; Full time

Job summary

Pilot Energy is an energy procurement advisor to energy managers and facilities professionals across major U.S. deregulated markets. Reporting to the CEO, the Managing Director leads Pilot’s direct C&I client development, building the firm’s organic sales effort and the team behind it.

This is a player-coach role with personal advisory duties to significant C&I clients. The Managing Director will recruit, coach, and lead the advisors who carry Pilot’s approach into the market, ensuring

Qualifications

• 10+ years sales experience; at least 3 years leading a team.
• 5+ years of B2B energy procurement and advisory experience.
• A record of building and leading a direct-sales or client-development team known for quality relationships.

Responsibilities

• Lead Pilot’s direct C&I client development: organic sales effort and results.
• Provide personal counsel to a book of significant C&I clients, setting standards for trust.
• Recruit, coach, and lead a team of direct-sales advisors to expand capacity.
• Oversee pipeline and process discipline to maintain high-quality advisory services.
• Partner with Marketing to extend Pilot’s market perspective to C&I organizations.
• Stay ahead of energy-market dynamics to guide strategic direction.

Skills

Sales leadership

Team leadership

Strategic sales

Client development

Education

Bachelor’s degree

MBA preferred

Job description

Pilot Energy is an energy procurement advisor to energy managers and facilities professionals across the major U.S. deregulated markets. We bring clarity and control to complex procurement decisions so clients can manage cost and risk on their own terms, advised by a firm that answers only to them. In 2020, Pilot partnered with Boyne Capital, a Miami-based private equity firm that helps companies reach their next phase of growth.

The Role

Reporting to the CEO, the Managing Director leads Pilot’s direct commercial and industrial (C&I) client development, building the firm’s organic sales effort and the team behind it. This is a player-coach role. The Managing Director personally advises a book of significant C&I clients while recruiting, coaching, and leading the advisors who carry Pilot’s approach into the market. As the firm grows, this leader makes sure every C&I client receives the same senior, independent counsel Pilot is built on.

Responsibilities

• Pilot’s direct C&I client development: organic sales effort and the results it produces.
• Personal counsel to a book of significant C&I clients, setting the standard for how Pilot earns and keeps their trust.
• Recruiting, coaching, and leading a team of direct-sales advisors, expanding it against clear performance milestones.
• The day-to-day discipline for process, pipeline, and follow-through, that lets Pilot grow without diluting the quality of its advice.
• Partnering with Marketing so Pilot’s market perspective reaches the C&I organizations that would benefit from it.
• Staying ahead of energy-market dynamics so Pilot’s guidance reflects where markets are heading, not only where they have been.

Qualifications

• 10+ years sales experience (at least 3 years leading a team).
• 5+ years of B2B energy procurement and advisory experience.
• A record of building and leading a direct-sales or client-development team known for the quality of its relationships, not only the size of its numbers.
• The instincts of an advisor: someone who earns trust with sophisticated buyers and understands that Pilot sits on the client’s side of the table.
• The maturity to build patiently: high ownership, steady judgment, and comfort operating without a fixed playbook.
• Bachelor’s degree required; MBA preferred but not required.
• Albeit remote, the role will require up to 30% travel to support client relationships, business development, and team priorities.