Business Development Manager

Duties & Responsibilities

• Engage new clients across the data center ecosystem, including hyperscalers, developers, colocation providers, EPCs, utilities, power-as-a-service companies, and other strategic partners.
• Achieve volume, revenue, and margin sales targets for compressed natural gas solutions serving data center, commercial, and industrial customers.
• Develop and maintain strong relationships with decision makers and influencers at key accounts to increase market share, support long-term partnerships, and maintain a high level of customer service and client loyalty.
• Identify customer challenges related to power availability, utility interconnection delays, temporary or bridge power requirements, backup fuel strategy, reliability needs, emissions goals, and operating cost reduction.
• Recommend CNG solutions that best fit customer requirements, including near-term project needs, bridge-to-grid applications, resiliency planning, and future energy demand growth.
• Cultivate repeatable opportunities through strategic partnerships, preferred supplier relationships, commercial frameworks, and agreement terms with key accounts.
• Work closely with operations, engineering, logistics, supply, and support functions to develop customer solutions, including logistics planning, project execution, gas supply strategy, transportation planning, and sourcing of new natural gas supply.
• Maintain a strong pulse on natural gas supply availability, transportation capacity, equipment availability, supply chain constraints, and infrastructure limitations that may impact Certarus' ability to serve data center customers.
• Monitor utility wait times, interconnection timelines, grid constraints, power availability challenges, and regional infrastructure bottlenecks in key data center markets to help identify high-priority commercial opportunities.
• Track industry legislation, regulatory developments, energy policy, emissions requirements, permitting trends, and incentive programs that may impact data center development, natural gas usage, distributed energy solutions, and low-carbon fuel adoption.
• Provide market intelligence and strategic recommendations to internal stakeholders regarding target regions, customer segments, emerging demand signals, competitive activity, and infrastructure-driven growth opportunities.
• Maintain a robust pipeline of opportunities within Salesforce CRM to ensure proper coordination between Sales, Operations, Supply, Finance, and leadership teams.
• Lead customer-facing commercial discussions, including pricing, contract terms, profitability analysis, T&Cs, NDAs, Master Service Agreements, Supply Agreements, and related negotiations.
• Attend industry-specific meetings, conferences, trade shows, utility forums, data center events, and energy infrastructure events to network, understand industry challenges, identify opportunities, and support low-carbon fuel solutions.
• Collaborate with internal teams to evaluate project feasibility, customer economics, operational requirements, delivery models, risk factors, and long-term account potential.
• Maintain awareness of competitor offerings, alternative fuel options, distributed generation trends, grid reliability challenges, and customer procurement strategies.
• Travel to customer locations, Certarus offices, project sites, and industry events as required, including some overnight travel.

Requirements

• Bachelor’s degree in engineering or related field
• 3-5 years of experience in a related Outside Sales role
• Experience selling energy, fuel, infrastructure, temporary power, distributed generation, or reliability solutions to data centers or other large-load customers is strongly preferred
• Candidates with strong industry network with key target accounts is an asset
• Demonstrated ability in identifying and qualifying new customer opportunities
• Strong ability to manage relationship at all levels
• Strong communication skills and innovative and entrepreneurial mindset
• Experience in negotiating contract terms, i.e., T&Cs, NDAs, Master Service Agreements, Supply Agreements, etc.
• Understanding of data center power requirements, utility interconnection processes, bridge power needs, backup fuel strategies, and energy reliability considerations is an asset
• Ability to interpret market trends related to natural gas supply, transportation, utility capacity, power availability, permitting, legislation, and regulatory developments
• Strong commercial acumen with the ability to connect customer needs, market constraints, operational capabilities, and profitability analysis
• Experience working cross-functionally with operations, engineering, supply, logistics, finance, legal, and executive leadership teams
• Existing network within data centers, energy infrastructure, utilities, EPCs, power generation, or industrial fuel markets is an asset