Senior DER Sales Leader for Multimillion-Dollar Projects

McKinstry Company; Atlanta (GA); On-site; USD 153,000 - 219,000; Full time

Benefits offered by this job

Competitive pay

401(k) with employer match

Paid time off and holidays

Comprehensive benefits

Job summary

McKinstry seeks a Principal Seller to join the DER East division, with flexible location. You will own DER sales strategy, build a strong project pipeline, and close complex EPC, PPAs, and energy-as-a-service deals.

You will engage C-suite clients, align with regulatory incentives, and collaborate with the west coast team to drive revenue growth. This role requires 10+ years in renewable energy or related fields, a proven track record of multi-million-dollar deals, and the ability to travel up

Qualifications

• 10+ years of experience in renewable energy, onsite generation, distributed energy sales, or infrastructure project development.
• Proven track record of closing multi-million-dollar energy projects with IPP, developer, commercial, industrial, and/or utility clients.
• Expertise in EPC agreements, PPAs, energy performance contracts, and/or energy-as-a-service models.
• Strong background in financial modeling, deal structuring, and contract negotiations.
• Deep knowledge of DER technologies, utility markets, and energy policy incentives.
• Experience engaging with C-level decision-makers and managing long-cycle sales processes.
• Bachelor's degree in business, engineering, construction management, or equivalent business experience required.
• Flexibility to travel up to 25%.

Responsibilities

• Own and execute the DER sales strategy, ensuring a strong pipeline of high-value projects.
• Identify key markets, customer segments, and emerging opportunities to drive revenue growth.
• Develop customized energy solutions that align with client needs, regulatory incentives, and financial objectives.
• Collaborate with the west coast DER sales team to refine market positioning and strategic initiatives.
• Lead the origination, negotiation, and closing of complex DER transactions, including EPC agreements, PPAs, and energy-as-a-service models.
• Drive end-to-end sales execution, ensuring seamless transition from deal closure to project implementation.
• Work with finance and legal teams to structure commercially viable and scalable energy contracts.
• Meet or exceed annual sales targets, consistently delivering multi-million-dollar revenue growth.
• Develop and maintain high-value client relationships, engaging with C-suite executives, facility managers, and sustainability teams.
• Act as a trusted advisor, educating clients on the financial and operational benefits of DER solutions.
• Represent McKinstry at industry conferences, trade shows, and networking events to generate new business.
• Build strategic alliances with utilities, developers, and financing partners to enhance sales opportunities.
• Stay ahead of DER market trends, regulatory changes, and emerging technologies to position McKinstry competitively.
• Monitor policy developments and incentive programs (IRA, ITC, tax credits, grants) to optimize project economics.
• Provide feedback to the east coast DER team on customer needs and project feasibility.
• Partner with project development, engineering, and operations teams to ensure successful project execution.
• Work closely with the marketing team to refine messaging, thought leadership, and customer engagement strategies.
• Support the east coast DER team leadership in setting revenue forecasts and tracking performance against targets.

Skills

Sales strategy

Business development

Negotiation

Client relationship mgmt

C-suite engagement

Financial modeling

DER knowledge

Education

Bachelor's degree in business, engineering, construction management, or equivalent

Job description

McKinstry seeks a Principal Seller to join the DER East division, with flexible location. You will own DER sales strategy, build a strong project pipeline, and close complex EPC, PPAs, and energy-as-a-service deals.

You will engage C-suite clients, align with regulatory incentives, and collaborate with the west coast team to drive revenue growth. This role requires 10+ years in renewable energy or related fields, a proven track record of multi-million-dollar deals, and the ability to travel up