Director, Commercial Origination & Business Development

Accountabilities

• Drive revenue growth by building strategic partnerships, managing complex sales opportunities, and developing new markets.
• Own the commercial pipeline, engage with diverse customer audiences, and translate innovative technology solutions into business value.
• Develop and maintain a strong pipeline of commercial opportunities through industry relationships, market research, and proactive business development activities.
• Build trusted relationships with public sector organizations, private companies, strategic partners, and key industry stakeholders.
• Lead the full sales cycle, including opportunity qualification, solution positioning, deal structuring, negotiation, and contract execution.
• Become a subject matter expert on product offerings and effectively communicate value propositions to diverse customer audiences.
• Identify strategic partnerships, integrations, and market opportunities that support long-term business growth.
• Conduct market analysis to understand industry trends, regulatory developments, and emerging opportunities.
• Build financial models and business cases to evaluate potential projects and support executive decision-making.
• Lead cross-functional collaboration with engineering, operations, finance, and other internal teams to successfully deliver customer solutions.
• Represent the organization in customer meetings, industry events, and public forums to strengthen market presence and relationships.
• Manage multiple complex initiatives simultaneously while ensuring strong execution and measurable outcomes.

Requirements

• Experienced commercial leader with a strong background in business development, complex sales, and strategic partnerships.
• Proven experience originating, structuring, negotiating, and closing complex commercial agreements.
• Experience managing large-scale sales cycles and developing new business opportunities.
• Experience working with municipalities, public sector organizations, or infrastructure-related customers is a plus.
• Strong consultative selling skills with the ability to communicate the value of innovative technologies.
• Ability to build and use project-level financial models to evaluate opportunities and guide strategic decisions.
• Demonstrated experience managing complex projects involving multiple stakeholders, teams, or geographic regions.
• Strong presentation, negotiation, communication, and relationship-building skills.
• Ability to challenge, educate, and influence customers while creating long-term partnerships.
• Adaptable, entrepreneurial mindset with strong ownership and willingness to operate in a fast-changing environment.
• Ability to travel frequently, approximately 25-50% depending on business needs.

Benefits

• Competitive compensation package with eligibility for a stock option grant based on experience and qualifications.
• Medical, dental, and vision insurance coverage.
• Company-paid short-term and long-term disability insurance.
• Company-paid basic life and accidental death & dismemberment insurance, with additional coverage options available.
• HSA-eligible plans with company contributions.
• 401(k) retirement plan.
• Flexible Time Off (FTO) policy.
• Paid sick days and company holidays.
• Remote work flexibility.
• Opportunities to contribute to innovative technology solutions with meaningful environmental impact.
• A supportive and collaborative culture focused on growth, ownership, and continuous improvement.