Director, Financial Products

Responsibilities

• Own the strategy and rollout plan for financing programs delivered through external lenders/tax equity partners; prioritize markets, channels, and product types based on sales needs, customer value, and economics
• Identify and assess banks, specialty lenders, tax equity investors, and platform providers; compare term sheets, credit boxes, funding capacity, timing, service model, and strategic fit
• Define the program requirements we bring to partners and translate partner offerings into clear internal sellable programs
• Own unit economics and pricing recommendations in partnership with Finance; ensure financing programs meet profitability and volume goals while remaining competitive
• Identify, analyze and execute strategic transactions to grow the residential business by leveraging tax appetite
• Cook up training and enablement for Sales, Operations, and installer partners; develop program playbooks, FAQs, and escalation paths so programs can be sold and fulfilled consistently

Risk Management, Compliance, and Governance

• Work with Legal/Compliance to ensure partner offerings and our sales practices align with applicable consumer finance requirements, disclosures, privacy, and marketing rules; ensure contracts and program materials are accurate and consistently used
• Lead the internal governance process for new financing partners/programs and ensure clear ownership across origination, funding, servicing, and collections responsibilities
• Define controls and checks across the handoffs between Sales, installer partners, and financing partners (documentation quality, underwriting conditions, funding triggers, cancellation/true-up processes, complaint handling)
• Establish partner performance reviews and scorecards; manage remediation plans and escalations with partners
• Track policy and regulatory developments affecting resiliency products, solar TPO, lending, and incentives; coordinate program updates with partners and internal stakeholders

Go-to-Market Execution & Portfolio Management

• Lead end-to-end rollout of partner financing programs—process mapping, system setup requirements, training, customer communications, and operational readiness across sales-to-install-to-funding workflows
• Define and maintain installer/dealer financing requirements; partner with channel teams to drive adoption and consistent execution
• Own KPIs and dashboards; run regular business reviews and drive improvements with internal teams and financing partners
• Identify friction points in application, underwriting conditions, funding, and servicing handoffs; implement process changes and partner escalations to improve NPS and reduce fallout
• Partner with stakeholders to monitor portfolio health and translate insights into program changes

Capital, Partnerships, and Cross-Functional Leadership

• Serve as day-to-day business owner for key financing relationships; run QBRs, manage pipelines of program enhancements, and coordinate issue resolution
• Lead commercial negotiation of key program terms in partnership with Finance and Legal
• Align Operations, Sales, installer network, Finance, Legal/Compliance, and customer support on program requirements and process changes; ensure clear R&R and tight execution in a matrix environment
• Support entry into new states/markets by securing or adapting financing partners and programs to local requirements
• Build and mentor a small, high-impact team and provide crisp executive communication on program performance, constraints, and tradeoffs