Director, Business Development

Summary

Join Modern Hydrogen, a Seattle-based cleantech startup, as their Director of Business Development – Utilities. This elite, individual contributor sales leadership role focuses on driving significant revenue growth by identifying and securing large-scale customer opportunities within the utilities sector. You will establish and nurture key customer relationships, navigate complex sales cycles, and collaborate with various stakeholders. This remote position requires approximately 50% travel. Modern Hydrogen offers a competitive compensation package and a supportive work environment. The ideal candidate possesses extensive experience in enterprise-level sales within the utilities or industrial sectors, a strong network of industry contacts, and exceptional communication and negotiation skills.

Requirements

• 10+ years of experience in complex, enterprise-level sales, with a proven track record of closing large, high-value deals (over $10M USD) in the utilities and/or industrial sectors
• Extensive network of relationships and influence with C-suite and senior decision-makers at major utilities
• Demonstrated ability to navigate and overcome obstacles in lengthy, multi-stakeholder sales cycles
• Deep technical fluency and ability to translate complex concepts into compelling, customer-centric value propositions
• Exceptional communication, presentation, and negotiation skills, with the ability to build consensus among diverse stakeholders
• Strong business acumen, financial modeling skills, and commercial/contractual expertise
• Entrepreneurial mindset, with the ability to thrive in a fast-paced, dynamic environment
• Willingness to travel frequently to engage with customers and attend industry events
• Strong understanding of utility industry dynamics, decision-making processes, and commercial models
• Proficiency with Microsoft Office (e.g. Excel, Word, PowerPoint), as well as chat and teleconferencing applications (e.g. Teams, Slack)

Responsibilities

• Define and analyze critical new business development opportunities, developing and executing capture/growth strategies to influence stakeholders and secure wins
• Drive the full capture and business development lifecycle, from opportunity identification through contract finalization, tailoring the technical approach and value proposition to address each customer's unique needs, issues, and challenges
• Leverage an extensive professional network and industry expertise to proactively engage with C-suite and senior decision-makers at leading natural gas utilities
• Conduct in-depth customer discovery to fully understand organizational pain points, decision-making processes, and strategic priorities
• Develop and deliver highly compelling, customized value propositions that clearly articulate the technical and commercial benefits of the company's hydrogen solutions
• Skillfully navigate prolonged, multi-stakeholder sales cycles, anticipating and mitigating risks, and securing buy-in from cross-functional teams
• Provide strategic guidance and technical expertise to support complex commercial negotiations and contract finalization
• Collaborate cross-functionally with product managers, application engineers, and executive leadership to refine the overall go-to-market approach
• Continuously monitor industry trends, competitor activities, market developments, and customer budgets/requirements through independent research, providing analysis on competitive bids to identify new opportunities and understand customer priorities
• Accurately forecast pipeline, manage deal flow, and report on key business metrics to leadership
• Other duties as assigned

Preferred Qualifications

• Experience in selling new hardware technology and services especially energy and efficiency projects
• Background in energy and/or industrial technology sectors
• Familiarity with hydrogen
• Advanced degree in engineering, business, or a related technical field
• Experience with operations and sustainment in support of mission-critical systems and solutions
• Demonstrated passion for ideation, innovation, and motivating others to act by creating a shared sense of vision or purpose

Benefits

• Salary range is $130,000 - $200,000/year (plus incentive bonus structure)
• Ownership of the company in the form of incentive stock options (ISOs)
• Retirement matching through Ascensus’ SIMPLE IRA with elective 3% employer match
• Company paid medical, dental, vision, life insurance ($100,000), and AD&D for employees. 50% covered for dependents
• Optional access to our flexible spending account or health savings account, optional vision insurance buy-up, and additional voluntary life buy-up
• Flexible time off to rest and recharge
• 8 paid holidays
• Flexible working schedules
• Parental leave to welcome a new family member
• Annual professional development budget
• Employee assistance program which includes wellness planning, estate planning, financial counseling and more
• Dog-friendly office, fully stocked breakroom, engaging company events, and friendly and fun team!
• Relocation assistance for those moving from out of state