DER Business Development Leader

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Build the future, spark innovation, and align your career with purpose. McKinstry is innovating waste and climate harm out of the built environment and creating lasting impact. Together, we’re building a thriving planet.

Buildings are a leading contributor to the climate crisis, generating nearly 40% of total global energy‑related carbon emissions. We’re making a lasting impact on our industry and within our communities by addressing the climate, affordability and equity crises through renewables and energy services, engineering and design, and construction and facility services.

We are adding a Principal Seller to our growing Distributed Energy Resources division on the east coast. The Principal Seller will serve as a sales leader for our Distributed Energy Resources (DER) business, which includes front‑of‑and behind‑the‑meter solar, battery storage, and microgrids. This role is responsible for sourcing, structuring, and closing high‑value DER projects, driving revenue growth, and expanding McKinstry’s market share as a designer, builder and operator of DER projects across the eastern US, both by working with Independent Power Producers (IPPs) and renewable developers, as well as directly with commercial, industrial, and utility customers.

The ideal candidate is a high‑energy, results‑driven sales executive with a proven track record of closing large‑scale DER deals, strong industry relationships, and the ability to strategically position McKinstry’s solutions in a highly competitive landscape.

• Own and execute the DER sales strategy, ensuring a strong pipeline of high‑value projects.
• Identify key markets, customer segments, and emerging opportunities to drive revenue growth.
• Develop customized energy solutions that align with client needs, regulatory incentives, and financial objectives.
• Collaborate with the western coast DER sales team to refine market positioning and strategic initiatives.

• Lead the origination, negotiation, and closing of complex DER transactions, including EPC agreements, PPAs, energy‑as‑a‑service models, and incentive‑backed projects.
• Drive end‑to‑end sales execution, ensuring seamless transition from deal closure to project implementation.
• Work with finance and legal teams to structure commercially viable and scalable energy contracts.
• Meet or exceed annual sales targets, consistently delivering multi‑million‑dollar revenue growth.

• Develop and maintain high‑value client relationships, engaging with C‑suite executives, facility managers, and sustainability teams.
• Act as a trusted advisor, educating clients on the financial and operational benefits of DER solutions.
• Represent McKinstry at industry conferences, trade shows, and networking events to generate new business.
• Build strategic alliances with utilities, developers, and financing partners to enhance sales opportunities.

• Stay ahead of DER market trends, regulatory changes, and emerging technologies to position McKinstry competitively.
• Monitor policy developments and incentive programs (IRA, ITC, tax credits, grants) to optimize project economics.
• Provide feedback to the east coast DER team on customer needs and project feasibility.

• Partner with project development, engineering, and operations teams to ensure successful project execution.
• Work closely with the marketing team to refine messaging, thought leadership, and customer engagement strategies.
• Support the east coast DER team leadership in setting revenue forecasts and tracking performance against targets.

• 10+ years of experience in renewable energy, distributed energy sales, or infrastructure project development.
• Proven track record of closing multi‑million‑dollar energy projects with IPPs, developers, commercial, industrial, and utility clients.
• Expertise in EPC agreements, PPAs, energy performance contracts, and/or energy‑as‑a‑service models.
• Strong background in…