Director, Residential Solar Sales

IGS Energy • Ohio Remote, OH

12d • $150,000 - $225,000

About The Position

The Director, Residential Solar Sales develops and executes IGS’s residential solar sales strategy and builds a scalable, high-performing sales function to drive customer acquisition. The role owns the sales operating model, performance strategy, and organizational capabilities needed to support sustainable growth, improve productivity, and advance the residential solar business. The Director sets strategic priorities, develops sales processes and performance frameworks, and leads sales leadership to identify, acquire, and deliver residential solar opportunities. The position partners closely with the Director of Business Development, who owns EPC relationships, to align sales strategy with partner needs, market opportunities, and business priorities. Success requires strategic sales leadership, commercial and analytical acumen, operational discipline, organizational development, and cross-functional collaboration.

The role leads sales strategy and organizational scaling; establishes performance measures and review processes; develops sales leaders and capabilities; and oversees forecasting, planning, territory strategy, headcount, and budgets. It collaborates with Business Development, Marketing, Operations, Pricing, Customer Experience, and Installation, and ensures sales practices align with company policies, regulatory requirements, customer protection standards, and other compliance expectations. Applicants must be authorized to work in the United States on a full-time basis; current or future sponsorship is not available. The position offers a base salary range of $150,000 to $225,000, with an uncapped sales commission opportunity. The salary range reflects base pay only.

Requirements

• Bachelor’s degree or equivalent experience.
• At least 8 years of progressive sales leadership experience, preferably in the solar or energy industry.
• Demonstrated experience developing sales strategies, building or scaling sales organizations, and leading teams through business growth or transformation.
• Ability to develop and execute sales strategies that drive business growth, improve performance, and support long-term organizational objectives.
• Strategic thinking and commercial acumen, including translating business priorities into scalable sales strategies and operating models.
• Leadership ability to build teams, develop sales leaders, establish accountability, and foster a high-performance culture.
• Ability to build and maintain strategic external relationships and influence stakeholders across organizational levels.
• Strong analytical and financial acumen, including interpreting sales performance, market trends, forecasting data, and business metrics to guide decisions.
• Ability to identify opportunities, evaluate complex business challenges, and develop practical solutions balancing growth, operational effectiveness, and customer outcomes.
• Cross-functional collaboration skills and ability to align diverse teams around shared objectives and drive results through influence.
• Experience building and improving sales processes, performance management frameworks, and scalable operational practices.
• Strong communication and presentation skills, including communicating strategy, performance insights, and recommendations to executive leaders and internal partners.
• Ability to lead through change, navigate ambiguity, and adapt strategies in a dynamic business environment.
• Strong organizational and prioritization skills and a results-oriented approach to competing business needs and strategic initiatives.
• Proficiency in Microsoft Office, particularly Excel and PowerPoint.
• Authorization to work in the United States on a full-time basis; current or future sponsorship is not supported or available.

Nice To Haves

• Progressive sales leadership experience in the solar or energy industry.
• Experience leading sales managers or other people leaders.
• Experience in residential solar, channel sales, or an environment where customer acquisition supports EPC or installation partners.
• Experience with CRM platforms and sales analytics tools.

Responsibilities

• Develop and own the residential solar sales strategy, priorities, operating model, and capabilities to drive customer acquisition, sales productivity, and sustainable growth.
• Build and scale a high-performing sales function, including its organizational structure, leadership capabilities, processes, performance expectations, and resource requirements.
• Partner with the Director of Business Development to align sales strategy and execution with EPC partner needs, business priorities, and growth opportunities, supporting the success of IGS’s largest EPCs.
• Develop strategies to improve sales volume, lead conversion, productivity, and the quality of customer opportunities flowing to EPC partners.
• Collaborate with Business Development, Marketing, Operations, Pricing, Customer Experience, and Installation to align sales performance with market demand, EPC capacity, and business objectives.
• Establish sales performance metrics, reporting frameworks, and review processes to assess results, identify trends, and drive continuous improvement.
• Lead, coach, and develop sales leaders, establishing accountability for execution, talent development, and business objectives.
• Evaluate market dynamics, competitive activity, and sales performance to identify growth opportunities and inform strategic decisions.
• Lead sales forecasting, business planning, territory strategy, headcount planning, and budget development.
• Develop scalable sales processes, tools, training programs, and best practices to improve selling effectiveness, operational consistency, and organizational performance.
• Lead organizational change and continuous improvement initiatives to strengthen sales capabilities, cross-functional alignment, and support for the evolving residential solar business.
• Represent the residential solar sales function in leadership discussions, strategic planning, and industry events as needed.
• Ensure sales activities and practices comply with company policies, applicable regulatory requirements, customer protection standards, and other relevant compliance expectations.

Benefits

• Medical coverage, free telehealth, dental and vision coverage, and employer health savings account contributions.
• Headspace support and free mental healthcare visits for employees and dependents.
• Maven family-planning support, paid family and caregiver leave, and fertility, adoption, and surrogacy services.
• 401(k) plan with company match and financial wellbeing tools.
• Paid time off, tuition reimbursement, paid leaves, employee hardship fund, and additional perks.
• Uncapped sales commission; incentive earnings are not included in the stated base salary range.

What This Job Offers

• Job Type: Full-time
• Career Level: Director