Sales Director, Distributed Energy & Microgrids at ForeFront Power

Matcha; San Francisco (CA); Remote; USD 180,000 - 280,000; Full time

Benefits offered by this job

Health, vision, and dental coverage

Paid Time Off

401(k) with employer match

Commute assistance

Professional development

Job summary

ForeFront Power is seeking a Sales Director to lead origination and development of distributed energy projects, including microgrids, thermal energy, and on-site power systems. You will target commercial, industrial, data centers, utilities, and public sector customers, serving as a trusted advisor on resilience, electrification, and decarbonization.

The role requires senior-level business development, energy market knowledge, and ability to structure complex transactions with executive

Qualifications

• 7+ years of energy infrastructure, distributed generation, microgrid, thermal energy, or power solutions sales experience.
• Proven track record of originating and closing multi-million-dollar energy transactions.
• Experience engaging executive-level decision-makers and managing long sales cycles.

Responsibilities

• Develop and execute territory/account strategies to build a robust on-site energy project pipeline.
• Lead prospecting activities including emails, calls, events, and sponsorships with target customers.
• Negotiate term sheets and energy service agreements; coordinate pricing, legal reviews, and approvals.
• Maintain forecast accuracy and pipeline visibility within CRM systems.

Skills

Energy sales

Relationship management

Negotiation

CRM proficiency

Complex deal structuring

Education

MBA or Engineering

Tools

CRM software

Job description

JOB OVERVIEW

ForeFront Power is seeking a high-performing Sales Director to lead the origination and development of distributed energy projects centered on microgrids, linear generators, thermal energy systems, and other resilient on-site power technologies.

This role is responsible for identifying, developing, and closing opportunities with commercial, industrial, institutional, utility, data center, and public sector customers seeking reliable, cost-effective, and resilient energy solutions. The Sales Director will serve as a trusted advisor to customers, helping them navigate energy reliability challenges, capacity constraints, electrification initiatives, operational resiliency requirements, and decarbonization goals.

The ideal candidate combines strong business development skills, energy market knowledge, executive-level relationship management, and experience structuring complex distributed energy transactions.

JOB LOCATION AND REPORTING TO

This position may be based remotely within the United States.

The Sales Director reports to the Senior Director of On Site Solutions and works closely with Product Management, Engineering, Development, Project Finance, Legal, Project Delivery/Execution, and Executive Leadership teams.

KEY RESPONSIBILITIES

Business Development & Origination

• Develop and execute territory and account strategies to create a robust pipeline of on-site energy project opportunities.
• Lead all prospecting activities to target customers including email campaigns, cold calling, mailers, and conference attendance and/or sponsorship.
• Identify customer needs related to resiliency, backup power, power quality, grid constraints, thermal energy requirements, electrification, and cost reduction.
• Develop opportunities with commercial and industrial customers, data centers, manufacturing facilities, healthcare systems, universities, municipalities, utilities, and other mission-critical facilities.
• Build relationships with executive stakeholders including CEOs, CFOs, COOs, facility leaders, energy managers, sustainability leaders, and utility executives.
• Represent ForeFront Power at industry conferences, customer events, trade associations, and strategic partner engagements.

Solution Selling

• Position ForeFront Power as a strategic partner for reliability, resiliency, energy cost management, and long-term energy planning.
• Work closely with engineering and product teams to develop customized solutions that align with customer operational requirements.
• Develop compelling business cases highlighting reliability benefits, speed to power benefits, avoided outage costs, fuel flexibility, emissions reductions, and lifecycle economics.
• Communicate complex technical concepts to both technical and non-technical stakeholders.

Transaction Management

• Lead opportunities from initial prospecting through contract execution.
• Develop and negotiate term sheets and energy service agreements.
• Coordinate internal resources to support customer diligence, pricing, modeling, legal reviews, and executive approvals.
• Manage competitive procurements, RFP responses, and strategic partnership pursuits.
• Maintain forecast accuracy and pipeline visibility within CRM systems.

Market Intelligence & Strategic Growth

• Monitor market trends involving reliability concerns, data center growth, and utility capacity constraints.
• Provide customer feedback and market intelligence to product management and executive leadership for incorporation into ForeFront Power’s product roadmap.
• Identify strategic partnerships with EPCs, engineering firms, utilities, channel partners, consultants, and technology providers.
• Help shape future offerings and go-to-market strategies.

QUALIFICATIONS

We are looking for highly motivated individuals who want to be part of a fast-paced and fluid company poised for growth in one of the country’s most rapidly changing industries.

Forward-thinking, innovative approaches and comfort with complexity are what define the ForeFront Power team. We are looking for individuals eager to run at the front with us.

Required

• 7+ years of successful energy infrastructure, distributed generation, microgrid, CHP, thermal energy, utility, or power solutions sales experience.
• Proven track record of originating and closing complex, multi-million-dollar energy transactions.
• Strong understanding of distributed energy systems and their value propositions.
• Experience engaging executive-level customer decision-makers.
• Demonstrated ability to manage long sales cycles involving multiple stakeholders.
• Exceptional presentation, communication, negotiation, and relationship-building skills.
• Experience using CRM systems and maintaining accurate sales forecasting.

Preferred

• Experience selling microgrids, distributed generation, CHP, fuel cells, reciprocating engines, linear generators, thermal technologies, and/or energy-as-a-service solutions.
• Existing relationships within commercial and industrial energy markets, utilities, municipalities, data centers, and/or large institutional customers.
• Familiarity with utility tariffs, demand charges, grid reliability challenges, and energy market structures.
• Experience working with data centers or mission-critical facilities.
• MBA or technical degree in engineering, energy systems, business, economics, or related field.

Success Metrics

• The Sales Director will be measured on:
  • Pipeline generation
  • Qualified opportunity growth
  • Contracted bookings
  • Revenue and margin performance
  • Forecast accuracy
  • Strategic account development
  • Customer satisfaction
  • Cross-functional collaboration

PHYSICAL DEMANDS

This position requires 30% of travel.

WORK ENVIRONMENT AND CULTURE

The organization promotes an open and collaborative work atmosphere. Cross functional teams work closely together to solve problems and move the company forward. Our culture at ForeFront Power encourages employees to be authentic and to embrace our core values that celebrate passion for our work, a commitment to our planet, a winning attitude, an entrepreneurial spirit, and a community of respect for each other and our partners.

BENEFITS

This is a regular, full-time position eligible for benefits.

• competitive base salary and bonus potential
• health, vision, and dental coverage
• commute assistance
• professional development
• Paid Time Off
• 401(k) with employer match

ABOUT FOREFRONT POWER

ForeFront Power is a leading developer of commercial and industrial-scale (C&I) solar energy and battery storage projects in the U.S. and Mexico, also offering vehicle fleet electrification services. Over 15 years of working together, the ForeFront Power team has developed more than 1,900 behind-the-meter and community solar projects, totaling more than 1.6 gigawatt-DC of renewable electricity. ForeFront Power serves business, government, education, healthcare and community solar customers with a broad array of development, asset management and advisory services from its San Francisco headquarters and via teams based in New York, Mexico City, and across the U.S. through a hybrid work model.

A wholly owned subsidiary of global energy infrastructure and investment leader Mitsui & Co. Ltd., ForeFront Power operates under Mitsui’s North American investment arm, MyPower Corp. Mitsui holds a robust balance sheet and an “A” credit rating from Standard & Poor’s.

ForeFront Power is an equal opportunity employer and values diversity of thought, gender, and race. We believe our continued success depends upon the equal treatment of all employees and applicants for employment without discrimination on the basis of race, religion, creed, color, national origin, sex, gender, age, mental or physical disability, marital status, sexual orientation, gender identity or expression, citizenship status, military or veteran status, pregnancy, or any other classification protected by country, federal, state, or local law.