Director of Sales, Commercial Sites

Accurant International

11h•$130,000 - $160,000•Remote

About The Position

We are seeking a Director of Sales to recruit commercial sites into our VPP programs. In this role you will identify, recruit, and contract commercial and industrial facilities to participate in our Virtual Power Plant (VPP). This role focuses on building relationships with facility owners, property managers, and energy managers to enroll flexible energy assets such as HVAC systems, refrigeration, pumps, and other controllable loads. The ideal candidate combines business development skills with knowledge of energy markets, demand response, or distributed energy resources (DERs).

Requirements

3–8 years experience with demand response, virtual power plants, or DER aggregation.
Experience selling or partnering with commercial or industrial customers.
Strong communication and negotiation skills.
Ability to manage long sales cycles and multiple stakeholders.
Familiarity with building systems such as HVAC, refrigeration, or industrial loads.
Understanding of wholesale power markets or utility programs.
Existing relationships with property managers, facility operators, or energy consultants.

Responsibilities

Commercial Site Acquisition
Identify and recruit commercial and industrial facilities suitable for participation in the VPP.
Develop a pipeline of target sites including hotels, cold storage facilities, manufacturing plants, office buildings, and retail chains.
Conduct outreach via calls, meetings, conferences, and industry partnerships.
Customer Engagement
Present the value proposition of VPP participation, including revenue opportunities from demand response and capacity markets.
Work with facility managers and energy managers to evaluate site suitability.
Build long-term relationships with building owners, operators, and energy consultants.
Contracting & Onboarding
Negotiate participation agreements with commercial sites.
Coordinate with internal technical teams to onboard sites and integrate their assets into the VPP platform.
Track and manage contracts and participation status.
Market Development
In conjunction with the Director of Partnerships, identify strategic partnerships with energy service companies, building automation providers, and property management firms.
Stay informed about regional demand response programs, capacity markets, and utility incentives.
Pipeline Management
Maintain CRM records of leads, site evaluations, and signed agreements.
Track KPIs such as MW enrolled, number of sites recruited, and contract conversion rates.