Business Development Manager, ESCO

Aeroseal

9d • $100,000 - $125,000 • Remote

About The Position

Aeroseal is seeking a Business Development Manager, ESCO. to support our growth goals by driving adoption, awareness, and revenue in the ESCO and performance contracting markets. This role builds executive-level relationships and earns trusted advisor status with ESCO project developers and delivery teams to ensure Aeroseal is specified and included in awarded projects. Primary focus is on commercial duct sealing, with responsibility for driving awareness and pulling Aeroseal’s other commercial lines of business. This position is remote with anticipated travel of at least 50%. We are seeking applicants for either East or West Coast.

Requirements

• 5+ years of experience selling into the ESCO and performance contracting marketplace, with a track record of getting solutions included in awarded projects
• Existing relationships across ESCOs, including project developers, project managers, sales leaders, and operations leaders
• Strong HVAC technical fundamentals, with the ability to scope duct sealing opportunities and communicate credibly with engineering and field stakeholders
• Financial acumen in performance contracting, including payback drivers, incentive structures, and familiarity with measurement and verification concepts
• Ability to drive engagement at both ESCO corporate and regional levels to increase awareness, specification, and inclusion in projects
• Ability to influence proposal strategy by positioning Aeroseal as a value-added solution that strengthens the overall project case, not a commodity line item
• Strong presenter and influencer, comfortable leading executive briefings, technical workshops, and account planning sessions
• Externally focused, proactive, and community-oriented, with willingness and ability to travel at least 50 percent
• Salesforce proficiency required, including disciplined forecasting, accurate stage movement, and complete activity documentation
• Detail-oriented and accountable, able to manage proposal workflow, approvals, and follow through to close
• Strong ability to qualify opportunities and ask discovery questions
• Participation in NAESCO regional and national events
• Tradeshow participation, speaking opportunities, thought leadership, and driving market visibility outcomes
• Bachelor’s degree in engineering, business, or a related field, or equivalent experience demonstrating strong HVAC technical fundamentals

Nice To Haves

• Familiarity with building energy codes and standards that impact project requirements and funding, including ASHRAE, IECC, LL97, BERDO, and applicable building performance standards, is preferred

Responsibilities

• Penetrate assigned ESCO accounts and build new ESCO relationships to secure Aeroseal inclusion in active and planned performance contracting projects, with primary focus on commercial duct sealing
• Develop trusted advisor credibility by educating ESCO teams on Aeroseal duct sealing benefits, building performance standards, and current and emerging energy codes relevant to project development
• Lead high-level opportunity scoping, including site walk-throughs, limited auditing, and field work as appropriate, and translation of findings into executable project scopes in collaboration with estimating and project development
• Own proposal outcomes for ESCO accounts, including executive summary creation, value narrative, and coordination of inputs, ensuring all submissions meet Aeroseal professional, brand, and quality standards
• Drive internal deal reviews for pricing strategy alignment, margin targets, scope clarity, delivery feasibility, and accurate value representation, and enforce the proposal review and approval policy
• Provide weekly updates to the Director of Sales for NA Commercial Sales on ESCO pipeline movement, proposal status, deal risk, and enablement needs, aligning on quarterly targets, resourcing gaps, and high-priority opportunities
• Collaborate with the ESCO National Sales Lead on weekly activity planning, account plan reviews, and deal strategy
• Partner with Project Developers and Field Operations and support teams to ensure post-sale execution quality, risk tracking, project success, and process feedback loops from field to proposal to close
• Support Aeroseal's national ESCO tradeshow and thought leadership strategy, representing Aeroseal at key industry events and strengthening market credibility through public engagement and strategic messaging
• Ensure Salesforce opportunities include clear commitment dates, stage movement, accurate risk assessments, and supporting notes.
• Drive awareness and pull-through of additional Aeroseal solutions by identifying adjacencies within ESCO accounts and partnering internally to position the right line of business for each project
• Maintain accurate forecasts, meeting minutes, account plans, and weekly activity reporting, with weekly targets for outreach, meetings, project inclusion milestones, and opportunity creation

Benefits

• Robust insurance package including medical, dental, vision, short and long-term disability, and life insurance through a national insurance provider. Mental Health resources available at no cost to employee.
• 401K with employer match above similar benchmarked companies.
• Paid parental leave.
• Company stock options with a tangible stake in our success.
• On-site fitness center with weekly group training and yoga instruction
• Growth Mindset Learning Reimbursement including tuition and book reimbursement.
• Flexible PTO program.
• Dog-friendly workplace.
• Positions may also qualify for participation in bonus programs commensurate with role and scope of responsibility.

What This Job Offers

• Job Type: Full-time
• Career Level: Manager
• Number of Employees: 101-250 employees