Market Development Representative (Re-Power)

This is a U.S.-based role with approximately 10-20% travel, primarily for customer meetings, site visits, conferences, internal collaboration, and occasional visits to operating solar and battery energy storage facilities.

We promote a FlexFirst approach which empowers our employees to take ownership of their work and maintain a positive work/life balance.

Our Market Development Representative, Solar Re-Power Solutions contributes to the team by:

• Developing and managing a pipeline of solar repowering and modernization opportunities across commercial, industrial, retail, distribution, municipal, healthcare, education, and real estate customers.
• Identifying customers with existing solar PV and BESS installations that may benefit from modernization, repowering, battery integration, controls upgrades, or performance optimization.
• Executing a disciplined outbound prospecting strategy, including a minimum of 50 targeted customer outreach activities per week.
• Researching target accounts and engaging decision makers responsible for energy infrastructure, sustainability, facilities, finance, and operations.
• Generating qualified opportunities through cold calling, networking, referrals, digital outreach, channel partners, and industry events.
• Leading customer discovery discussions to uncover operational, financial, and performance challenges associated with existing solar and storage assets.
• Presenting customer-specific business cases focused on asset performance, resilience, operational savings, carbon reduction, and lifecycle extension.
• Collaborating with Development and Engineering to evaluate technical feasibility and solution fit, and coordinating proposal reviews, presentations, and commercial discussions.
• Partnering across Sales, Finance, Operations, Legal, and Post-Contract Services to advance qualified opportunities and support a smooth transition through project execution and customer onboarding.
• Monitoring aging solar assets, expiring warranties, underperforming systems, utility tariffs, incentives, competitors, and emerging storage opportunities, and providing market feedback to product development and leadership.
• Maintaining accurate CRM activity, disciplined qualification, forecasting accuracy, and sales process compliance while achieving pipeline, booking, and revenue objectives.

The core components of success are (i.e. must haves):

• Approximately 5+ years of successful B2B sales, business development, or account management experience.
• Experience selling solar, battery energy storage, energy services, energy infrastructure, facility solutions, or related technical offerings.
• Demonstrated success in prospecting, cold calling, and building new customer relationships.
• Experience managing complex consultative sales cycles and working effectively across multiple internal stakeholders and technical disciplines.
• Ability to identify customer pain points and develop value-based solutions.
• Strong commercial and financial acumen, including the ability to discuss ROI, payback, total cost of ownership, and asset value optimization.
• Excellent executive-level communication, presentation, organization, and pipeline management capabilities.
• Self-motivated, entrepreneurial mindset with a bias toward action and accountability.
• Proficiency with CRM platforms and Microsoft Office applications.

The following are a definite plus, so if you’ve got it be sure to tell us!

• Bachelor's degree in Business, Engineering, Energy Management, Finance, Marketing, or a related discipline; relevant energy-industry experience may be substituted for formal education requirements.
• Strong understanding of commercial and industrial energy markets.
• Experience with distributed energy resources, solar PV, BESS, microgrids, CHP, or energy performance solutions.
• Knowledge of federal, state, utility, and incentive programs that support solar repowering and battery storage investments.

Key success metrics include:

• Minimum 50 targeted prospecting activities per week.
• Qualified opportunity generation against annual pipeline targets.
• Revenue and bookings achievement.
• Solar Re-Power opportunities advanced to proposal stage and proposal-to-award conversion rate.
• Forecast and CRM reporting accuracy.
• New customer acquisition, customer satisfaction, and retention.
• Successful transition of awarded projects to Development and Operations teams.