Senior Director, Business Development

What You Will Be Doing

• Direct Customer Origination
• Identify, qualify, and originate new customer opportunities within Fortune 1000 C&I companies and MUSH institutions, with a focus on multi-site portfolios and programmatic expansion
• Build and maintain relationships with C-suite executives, senior management, and functional leaders (sustainability, facilities, finance, legal, procurement) across target organizations
• Manage the full sales lifecycle from initial outreach through ESA execution, navigating complex organizational structures and long decision cycles
• Lead technical and commercial sales conversations that articulate Generate’s IaaS value proposition relative to traditional alternatives (equipment leases, performance contracts, internal capital deployment)
• Develop and present proposals and investment materials that convey the financial, operational, and environmental benefits of Generate’s platform to senior decision-makers
• Drive programmatic expansion with existing multi-facility customers, identifying opportunities to grow the service portfolio into new sites and technology areas
• Implementation Partner Development
• Expand Generate’s network of implementation partners — including ESCOs, engineering and construction firms, technology OEMs, and specialized solutions providers — targeting firms with capabilities across energy efficiency, thermal decarbonization, distributed energy, and other building infrastructure technologies
• Serve as a senior point of contact for strategic partner discussions, including scoping new programmatic relationships and negotiating partnership structures
• Work with the Senior Manager to ensure existing partner relationships are well-managed and that partner-originated opportunities are properly qualified and tracked

Candidate Qualifications & Core Characteristics

• 8–15+ years of experience in business development, direct sales, or relationship management in energy services, building infrastructure, or project finance
• Deep familiarity with the building infrastructure and/or Energy-as-a-Service ecosystem, including ESCO delivery models, performance contracting, IaaS structures, or related project development and financing
• Proven track record of originating and closing complex, long-cycle transactions with large institutional or corporate customers
• Existing network within the Fortune 1000 C-suite / senior management community and/or the energy services / building infrastructure industry
• Strong understanding of financial concepts relevant to infrastructure investment (IRR, NPV, MOIC, ESA/PPA structures, project finance, tax equity)
• Exceptional communication and presentation skills; ability to engage credibly with C-suite, VP-level, and technical stakeholders
• Self-directed and entrepreneurial; comfortable operating with a high degree of autonomy within a platform environment
• Bachelor’s degree required; advanced degree (MBA, MS) preferred