Senior Commercial Manager

Summary

Join Piclo, a rapidly growing company focused on decarbonizing the energy sector, as a Senior Commercial Manager on the West Coast of the US. This role is crucial for managing existing accounts, driving new business development with utilities, and building market liquidity. You will be responsible for setting up the business for rapid growth, leading new business development, and managing key accounts. The ideal candidate has significant experience in the utility or energy sector, strong communication skills, and an entrepreneurial spirit. Piclo offers a competitive compensation package, flexible working hours, and a supportive team environment.

Requirements

• 5 years minimum work experience in a customer-facing role (e.g., sales / BD, account management, project management, consulting), with at least 3 years in the utility, DER, renewable project development, and/or energy markets sector
• Entrepreneurial experience and attitude with a demonstrated ability to work self-sufficiently, flexibly and resourcefully
• Excellent communication skills with experience developing concise presentations and campaigns, and overseeing software product implementation
• Incredible self-motivation and organization skills. Enjoys the process of prioritizing work and setting timelines while collaborating with cross-functional teams
• Based in the West US and willing to travel periodically for customer meetings or business development opportunities, mostly across the US
• Ability to travel to London periodically for team building

Responsibilities

• Set-up and prepare our business for rapid growth in the western US
• Lead new business development with utilities in the region
• Day-to-day and strategic management of our key utility customer accounts in the Northeast
• Building market liquidity from Flex Service Providers (FSPs) and DER operators to drive market participation through networking, targeted engagement, and partnerships
• Advising utility staff on the DER market approach, and guiding their teams on DER market implementation best practices
• Ensuring our software team delivers the product on-time as agreed upon, and influencing the product roadmap
• Growing Piclo’s presence in the region at events, trade associations, industry happenings
• Contributing to Piclo as a thought leader in the US energy and DER sphere
• Engage in business development activities across the West US to attract new clients
• Deliver a portion of the sales and revenue targets, supporting the Chief Growth Officer
• Lead sales engagement for prospective customers by preparing and providing product demos, explaining functionality, and executing thoughtful campaigns
• Assist in expansion opportunity scouting, including direct sales, federal/state/regional innovation funding (e.g., BIL, IRA), and RFPs, and relevant application and presentation development
• Collaborate with our marketing team to build DER market participation and liquidity through professional networking and targeted engagement activities, such as strategic marketing and partnerships
• Provide guidance and consulting around market design, launch, and operations for newer utility customers in the region
• Attend trade shows and relevant industry events, and proactively seek partners to support our growth strategy
• Day-to-day key account management of specific named utility clients, ensuring their satisfaction and effective relationship management
• Work with the product team to ensure their work satisfies the customer on the agreed upon timeline
• Act as the primary communication link with clients for product feedback and account management
• Contribute to the maintenance and growth of client accounts by providing high-quality input for product roadmap prioritization, ensuring alignment with market needs and strategy
• Manage the entire lifecycle of client contracts, including renewals, upselling, invoicing, and collections
• Work with Senior Market Development Manager to catapult Piclo as a thought leader in grid modernization and DERs by contributing to content pieces, delivering public presentations, building the collaborator network, and monitoring and reacting to the regulatory environment

Preferred Qualifications

• You have experience in scale-up environments, and are motivated by driving rapid business growth
• You have a strong professional network consisting of utilities, DER aggregators and developers, policy bodies, and grid software products
• You have an understanding of how utility teams interact with each other, purchase and find value in software, and make buying decisions
• You understand wholesale market (CAISO, SPP) trends and mechanisms, and the implications of FERC Order 2222
• You are motivated by Piclo’s mission to decarbonize the grid and align with our values
• You are naturally empathic and are always mindful of the humans who use and benefit from your work

Benefits

• Competitive compensation package
• 25 days holiday - excluding federal holidays
• 40-hour week - with flexible working hours
• Fully remote working (at least initially), with opportunities to travel to meet the US team, and to London, to meet the wider company
• A super welcoming, supportive, collaborative and transparent culture where the priority is to help shape your role to find the best balance between what we need as a business and your career progression plans