Senior Business Development Manager (Remote/Hybrid - US)

Interested in joining a growing company where you will work with talented colleagues, enhance a supportive and energetic culture, and be part of the climate solution? At Energy Solutions, we focus on the big impacts. And we believe that market-based programs can be a powerful force to deliver large-scale energy, carbon, and water-use savings. Since 1995, we’ve harnessed that power to offer proven, performance-based solutions for our utility, government, and institutional customers.

The Business Development Lead shapes program design for key pursuits and helps grow the business development pipeline. They use their BD expertise, program design skills, and industry relationships to influence opportunities early—often before an RFP is released. 

Working closely with Delivery Directors across multiple business units (energy efficiency, DERs, Policy and Ratings), they turn client needs and market insights into revenue-generating opportunities in energy efficiency, demand management, and clean heating and electrification. They also guide proposal teams on pricing, budget strategy, and tradeoffs.

Energy Solutions operates as a predominantly remote workforce with offices in  six different locations. Employees who reside within 40 miles of an office (except New York) will be assigned to that location, though in-office attendance requirements may vary by team.  

Responsibilities include but are not limited to:  

Solutions Strategy & Pipeline Development 

• Lead solution design to support growth priorities across Energy Solutions’ portfolio, including shaping opportunities prior to RFP release. 
• Build, manage, and advance a pipeline of new and expansion opportunities through market cultivation and industry relationships. 
• Identify and summarize market opportunities, emerging client needs, and solution gaps to inform pursuit planning and go-to-market strategies. 
• Partner with cross functional teams to gather input and align solution components early—before RFP release—where possible.  

Proposal Development & Sales Support 

• Lead and support proposal development for a high volume of assigned pursuits, ensuring solutions are competitive, compliant, and differentiated. 
• Shape solution narratives, value propositions, and pricing and budget strategies in collaboration with Business Development, Product, and Delivery teams. 
• Develop pricing recommendations and tradeoff analyses and secure alignment with Delivery leadership and Business Unit leadership prior to final approvals. 
• Validate that solution design aligns with client objectives, regulatory requirements, delivery capabilities, and documented financial targets 
• Coach project management staff on proposal budgets and business development processes, including pursuit planning, development timelines, and quality standards. 
• Support client discussions, presentations, and clarification responses throughout the solicitation process. 

Cross-Functional Collaboration 

• Partner with Delivery teams to ensure solutions are executable, scalable, and positioned for successful implementation. 
• Collaborate with Product and Policy teams to incorporate product evolution, regulatory context, and market rules into solution design. 
• Coordinate subject matter experts and domain leaders to support a large volume of high value pursuits. 
• Lead pursuit timelines and milestones, including coordinating workstreams across proposal, solution design, and pricing activities.   

Solution Integrity & Handoff 

• Maintain solution integrity from early strategy through proposal submission and transition to delivery. 
• Support clean handoffs to Delivery teams to finalize scope, assumptions, risks, pricing rationale, and implementation approach.