Senior Business Development Manager

Scale; Ridgewood (NJ); Hybrid; USD 120,000 - 160,000; Full time

Job summary

Scale is seeking a Senior Business Development Manager to lead the transition to decentralized energy. The role focuses on building a robust microgrid pipeline and managing Fortune 500 client relationships across the project lifecycle from lead generation to COD.

Ideal candidates will have 10+ years in energy sales, strong DER knowledge, and proven negotiation skills, with the ability to thrive in a fast-paced, dynamic environment. Hybrid work options in Ridgewood, NJ or NYC.

Qualifications

• 10+ years of sales or business development experience in the energy industry.
• Proven track record of negotiating and closing large, national opportunities.
• Experience selling to Fortune 500 clients.
• Strong analytical, problem-solving, and organizational skills.

Responsibilities

• Develop a robust pipeline of microgrid opportunities aligned with Scale's GTM strategy and meet personal targets.
• Own the client relationship across the project lifecycle from lead to COD.
• Manage commercial negotiations with internal/external stakeholders.
• Strengthen relationships with channel partners through strategic engagement.
• Analyze market programs and incentives to tailor customer solutions.
• Drive cross-functional collaboration to improve processes and business efficiency.
• Travel ~25%.

Skills

10+ years sales

Fortune 500 clients

DER knowledge

CRM: Salesforce/HubSpot

MS Office

Analytical skills

Communication skills

Negotiation

Industry network

Cross-functional collaboration

Education

Bachelor's degree in business administration, environmental science, engineering

Tools

Salesforce

HubSpot

Job description

The Role

We are looking for a top-performing sales professional in the renewable energy space with deep connections in Fortune 500 organizations with multiple sites. The Senior Business Development Manager will spearhead the transition to decentralized energy.

This role will report to our VP, Business Development, and ideally work a hybrid schedule in either our Ridgewood, NJ, or NYC (Union Square area) offices.

Key responsibilities will include:

• Develop a robust pipeline of microgrid opportunities in line with Scale’s overarching go-to-market strategy and close business annually against personal targets
• Own the client relationship across the entire project development phase, ensuring a continuous flow from lead generation through NTP and COD
• Manage commercial negotiations with internal and external legal stakeholders, ensuring an efficient, timely, and solutions-oriented contracting process
• Strengthen relationships with channel partners through consistent and strategic engagement
• Proactively develop expertise in market programs, tariff structures, and customer incentives across key markets; drive cross-functional collaboration to evaluate, interpret, and apply these insights to customer solutions
• Bring thoughtful, innovative ideas to strategic discussions to drive business growth
• Perform initial analysis of microgrid opportunities using Scale’s Atlas tools to determine baseline feasibility, and collaborate with the Development Engineering team to refine scope and project opportunities further
• Work collaboratively across disciplines within Scale to improve processes and drive overall business efficiency
• Travel is expected to be about 25%

The Ideal Candidate

• 10+ years of sales or business development experience in the energy industry with a proven track record of negotiating and closing large, complex, national opportunities
• Deep understanding of distributed energy resources, the broader US energy landscape, and the market programs available to our enterprise customers
• Previous experience working for, selling to, and/or performing related business development activities for Fortune 500 clients
• Demonstrated ability to thrive in a dynamic, fast-paced, and sometimes ambiguous environment
• Self-motivated, requiring minimal oversight to excel
• Expert in MS Office, creating and maintaining spreadsheets and presentations
• Familiar with CRMs (Salesforce, HubSpot, or similar)
• Excellent analytical, problem-solving, and organizational skills
• Strong business acumen with excellent verbal, written, presentation, communication, and interpersonal skills
• Bachelor’s degree in business administration, environmental science, engineering, or another related field to benefit a sales role

This is a great opportunity to have a long-term impact on a fast-paced, private equity-backed growth business. Some of the core virtues embraced by Scales’ employees include:

• Do the Right Thing
• Act Like an Owner
• Hustle
• Demand Results
• Go Together
• Evolve or Disappear

We offer a competitive compensation package and a comprehensive benefits program including medical benefits, paid vacation and holidays, and 401K matching.

About Scale Microgrids

Scale is redefining resilience, with advanced microgrids that go beyond traditional backup power solutions to give businesses the power to adapt and thrive amid all of today’s growing energy challenges. As a vertically-integrated provider of turnkey advanced microgrid systems, Scale combines project design, engineering, and execution expertise with microgrid-as-a-service financing to offer our customers systems that are optimized to deliver maximum value from day one while ensuring ultra-reliable operations and fast time-to-power.

About EQT

EQT is a leading purpose-driven global investment organization with EUR 246 billion in total assets under management, divided into two business segments: Private Capital and Real Assets. EQT owns portfolio companies and assets in Europe, Asia Pacific, and the Americas and supports them in achieving sustainable growth, operational excellence, and market leadership. To learn more about EQT, please visit https://eqtgroup.com.

Scale strives to attract and retain a workforce that reflects the composition of our customer base and communities. We are committed to providing a work environment that provides everyone with equal access and opportunity to contribute and drive meaningful outcomes. We encourage applicants from all backgrounds to apply and will consider qualified applicants without regard to race, color, religion, sex, sexual orientation, gender identity, or national origin.

We may use artificial intelligence (AI) tools to support parts of the hiring process, such as reviewing applications, analyzing resumes, or assessing responses and identifying potential inconsistencies or verification signals in application materials based on available information. These tools assist our recruitment team but do not replace human judgment. Final hiring decisions are ultimately made by humans. If you would like more information about how your data is processed, please contact us.