Director of Business Development

About the role

GridStor is seeking an experienced Director of Business Development for Behind-the-Meter (BTM) and Large Load On-site Energy Solutions to join our team. This role will be responsible for securing customer commitments to enable the deployment of new battery energy storage projects targeting hyperscale data centers, AI infrastructure, advanced manufacturing, commercial, industrial facilities, hydrogen/ammonia, municipal loads, and will convert complex power requirements into viable utility-scale storage solutions to support speed-to-power solutions for our high-growth end-use electricity-user customers.

Responsibilities

• Offtake Development & Customer Acquisition
• Build and maintain a high-quality pipeline of BTM and on-site BESS offtake opportunities with large load customers across U.S. organized electricity markets (PJM, ERCOT, MISO, CAISO/WECC, NYISO, SPP) and, as applicable, Alberta AESO.
• Leverage existing relationships and develop new relationships across the target customer universe: hyperscale cloud providers, NeoCloud GPU infrastructure providers (NCPs), colocation data center operators, enterprise data center owners, and large C&I facilities (manufacturing, healthcare, higher education, government).
• Qualify opportunities rigorously against commercial, technical, and strategic criteria — prioritizing engagements with the highest probability of successful execution and the strongest long-term strategic fit.
• Cheerlead offtake structures that enable the company to develop, build, own, and operate BESS assets throughout their useful life — including long-term energy service agreements (ESAs), capacity agreements, power purchase structures, and demand charge reduction contracts.
• Identify and convert early-stage customer interest into executed term sheets and, ultimately, definitive offtake agreements.
• Go-to-Market Strategy & Execution
• Co-develop and execute the company's large load BTM BESS go-to-market strategy — including target market segmentation, value proposition design, pricing methodology, and channel strategy.
• Design and communicate holistic, customer-centric solutions that address the full spectrum of large load customer pain points: speed to power, interconnection acceleration, demand charge management, resilience and backup power, GPU transient smoothing (for NCPs), diesel genset replacement, and 24/7 carbon-free energy alignment.
• Lead market development activities including outreach campaigns, RFP responses, unsolicited proposals, and one-on-one customer engagement.
• Develop and maintain competitive market intelligence on pricing, deal structures, peer developer activity, and emerging regulatory requirements that affect customer decision-making.
• Ensure commercial positioning reflects the latest regulatory developments, including FERC co-location orders, ERCOT SB 6 demand flexibility requirements, PJM 50 MW BTM netting rules, MISO ICAP accreditation changes, and applicable state-level incentive programs (SGIP, Con Ed demand management, ACOS carbon credits).
• Negotiation & Deal Execution
• Lead bilateral negotiations for long-term offtake agreements, term sheets, letters of intent, and energy service agreements — working with legal and finance counterparts to drive efficient deal execution.
• Develop and refine commercial term structures, pricing models, and deal economics in collaboration with the company's analytics, finance, EPC and T&I teams.
• Drive internal deal screening/qualification and approval processes, including deal approval and investment committee presentations, executive briefings, and cross-functional deal review sessions.
• Manage complex multi-stakeholder negotiations involving customer procurement, legal, finance, facilities, and sustainability teams — demonstrating patience, creativity, and commercial discipline throughout.
• Maintain detailed deal tracking, pipeline reporting, and CRM discipline to ensure visibility and accountability across the commercial organization.
• Cross-Functional Leadership & Internal Collaboration
• Serve as the primary voice-of-customer internally — translating customer requirements, preferences, and objections into actionable product, development, and operational insights for cross-functional teams.
• Collaborate closely with the EPC, T&I and Finance teams to ensure proposed BESS solutions are technically sound, siting-feasible, and deliverable within customer timelines.
• Partner with the finance team to structure offtake economics that meet customer requirements while satisfying the company's project finance, IRR, and DSCR thresholds.
• Cooperate with the development team to ensure BESS solutions are technically feasible and can be delivered within customer timelines.

Qualifications

• Experienced in developing and executing large-scale business development strategies for energy storage projects.
• Proven track record of successfully negotiating and closing complex energy storage deals.
• Strong understanding of regulatory frameworks and their impact on energy storage projects.
• Excellent interpersonal and communication skills, with the ability to build and maintain strong relationships with key stakeholders.
• Ability to manage multiple projects simultaneously and prioritize tasks effectively.
• Experience in managing cross-functional teams and driving organizational alignment.
• Knowledge of financial modeling and investment analysis.
• Experience in developing and implementing go-to-market strategies for energy storage solutions.

Location

This role may be flexible/hybrid with a preference for key office locations in Portland, OR, Denver CO, Los Angeles, CA. Remote/Home office locations will be considered for the right candidate.

Travel Expectation

30–50% travel expected, including customer visits, industry conferences, company all-hands meetings, and commercial team all-hands meetings.

Compensation and Benefits

The role offers competitive compensation and a wide selection of benefits, including unlimited paid time off.