Senior Manager, Commercial Revenue

About the role

The Senior Manager of Commercial Revenue is responsible for business development and sales for Arc's commercial verticals, including tugs, ferries, and defense. This role involves recruiting, hiring, and developing a team of Commercial Sales Managers and Business Development Managers, setting clear performance expectations, and delivering coaching and feedback to grow the team. The position also entails defining and driving commercial sales strategy, forecasting demand, and collaborating with the Director of Commercial Programs on go-to-market strategy and resource allocation.

Responsibilities

• Team Leadership & Development
• Recruiting, hiring, onboarding, and developing a team of Commercial Sales Managers and Business Development Managers
• Setting clear performance expectations, conducting regular 1:1s, and delivering coaching and feedback to grow the team
• Mentoring team members on relationship-building, technical fluency, and strategic deal-making in the marine market
• Commercial Strategy & Execution
• Defining and driving commercial sales strategy across fleet operators, municipalities, port authorities, and commercial maritime operators
• Setting and delivering against team and individual sales goals at both company and segment levels
• Creating and iterating on sales playbooks and methodologies tailored to the marine and commercial electrification market
• Forecasting demand with high precision and maintaining pipeline visibility for leadership
• Collaborating with the Director of Commercial Programs on go-to-market strategy and resource allocation
• Customer & Partner Development
• Engaging personally with key strategic accounts — operators, fleet managers, and shipyards — to drive enterprise-level relationships
• Guiding your team in deriving vessel requirements and iterating through architecture concepts with customers
• Developing and managing relationships with shipyards for construction estimation and contracts
• Collaborating with the internal grants team and external grant agencies to secure capital for projects at scale
• Cross-Functional Collaboration
• Partnering with engineering teams on vessel architecture, technical feasibility, and product roadmap alignment
• Working closely with finance and operations to develop pricing strategies and manage critical contracts
• Serving as the voice of the commercial customer internally — synthesizing market feedback to inform product and strategy

Requirements

• 8+ years of experience in commercial sales, business development, or partnerships, with at least 3 years managing sales teams
• Demonstrated track record of building and leading high-performing sales organizations and exceeding team revenue targets
• Strong ability to hire, coach, and develop talent at multiple levels (individual contributors and managers)
• Proficiency in multi-stakeholder communication, project estimation, and technical discussion
• Ability to interpret sales data, market trends, and financial reports to inform strategy and drive team performance
• Experience with complex pricing strategies, discovery, and enterprise contract negotiation

Qualifications

• Familiarity with the marine industry, marine sales, or maritime construction projects
• Experience selling into fleet operators, municipalities, or port authorities
• Familiarity with grant-funded capital programs in transportation or clean energy sectors
• Comfortable pushing at a fast but sustainable pace
• Enthusiasm for boating and the water