Senior Director, Business Development

Generate•San Francisco, CA

5d•$230,000 - $250,000

About The Position

Generate Capital is seeking a senior professional who can independently manage complex, multi-stakeholder sales processes, build trusted relationships with Fortune 1000 C-suite and senior management, and identify new implementation partnerships to expand Generate’s origination channels. The Director/Senior Director will work closely with a Senior Manager (deal coordination and pipeline operations) and the broader deal team. What you will be doing at Generate Capital as the Senior Director, Business Development: Direct Customer Origination Identify, qualify, and originate new customer opportunities within Fortune 1000 C&I companies and MUSH institutions, with a focus on multi-site portfolios and programmatic expansion Build and maintain relationships with C-suite executives, senior management, and functional leaders (sustainability, facilities, finance, legal, procurement) across target organizations Manage the full sales lifecycle from initial outreach through ESA execution, navigating complex organizational structures and long decision cycles Lead technical and commercial sales conversations that articulate Generate’s IaaS value proposition relative to traditional alternatives (equipment leases, performance contracts, internal capital deployment) Develop and present proposals and investment materials that convey the financial, operational, and environmental benefits of Generate’s platform to senior decision-makers Drive programmatic expansion with existing multi-facility customers, identifying opportunities to grow the service portfolio into new sites and technology areas Implementation Partner Development Expand Generate’s network of implementation partners — including ESCOs, engineering and construction firms, technology OEMs, and specialized solutions providers — targeting firms with capabilities across energy efficiency, thermal decarbonization, distributed energy, and other building infrastructure technologies Develop strategic relationships with new partners who can bring qualified, “shovel-ready” project opportunities to Generate’s pipeline Serve as a senior point of contact for strategic partner discussions, including scoping new programmatic relationships and negotiating partnership structures Work with the Senior Manager to ensure existing partner relationships are well-managed and that partner-originated opportunities are properly qualified and tracked Market Intelligence and Strategy Represent Generate at industry conferences, trade groups, and market events to build brand awareness and develop relationships across the building infrastructure ecosystem Monitor market trends, policy developments (grant programs, tax incentives, building performance standards), and competitive dynamics to inform origination strategy Provide market feedback to the deal team to help refine product offerings, pricing, and contractual structures Contribute to strategic planning, including pipeline targets, go-to-market strategy, and sector expansion (e.g., healthcare, higher education, thermal decarbonization) Candidate qualifications & core characteristics: 8–15+ years of experience in business development, direct sales, or relationship management in energy services, building infrastructure, or project finance Deep familiarity with the building infrastructure and/or Energy-as-a-Service ecosystem, including ESCO delivery models, performance contracting, IaaS structures, or related project development and financing Proven track record of originating and closing complex, long-cycle transactions with large institutional or corporate customers Existing network within the Fortune 1000 C-suite / senior management community and/or the energy services / building infrastructure industry Strong understanding of financial concepts relevant to infrastructure investment (IRR, NPV, MOIC, ESA/PPA structures, project finance, tax equity) Exceptional communication and presentation skills; ability to engage credibly with C-suite, VP-level, and technical stakeholders Self-directed and entrepreneurial; comfortable operating with a high degree of autonomy within a platform environment Bachelor’s degree required; advanced degree (MBA, MS) preferred Generate’s compensation packages are dependent on the facts and circumstances of each case. Salary decisions take into account a wide variety of factors including, but not limited to: skill sets, experience and training, licensure and certifications, geographic location, and other business and organizational needs. A reasonable estimate of the base salary range for this role is $230,000 - $250,000. In addition, the compensation package may include a discretionary bonus and other benefits, including health care benefits, retirement benefits, benefits permitting paid days off (including sick leave, parental leave, and paid time off or vacation benefits), and other benefits that must be reported for federal tax purposes. It is not typical for an individual to be hired at the top of this range. Generate Capital is an equal opportunity employer and does not discriminate against otherwise qualified applicants on the basis of actual or perceived race, color, creed, religion, ancestry, citizenship status, age, sex, marital status, sexual orientation, gender identity, national origin, disability or handicap, veteran status, or any other characteristic protected by applicable federal, state, or local laws.

Requirements

8–15+ years of experience in business development, direct sales, or relationship management in energy services, building infrastructure, or project finance
Deep familiarity with the building infrastructure and/or Energy-as-a-Service ecosystem, including ESCO delivery models, performance contracting, IaaS structures, or related project development and financing
Proven track record of originating and closing complex, long-cycle transactions with large institutional or corporate customers
Existing network within the Fortune 1000 C-suite / senior management community and/or the energy services / building infrastructure industry
Strong understanding of financial concepts relevant to infrastructure investment (IRR, NPV, MOIC, ESA/PPA structures, project finance, tax equity)
Exceptional communication and presentation skills; ability to engage credibly with C-suite, VP-level, and technical stakeholders
Self-directed and entrepreneurial; comfortable operating with a high degree of autonomy within a platform environment
Bachelor’s degree required

Nice To Haves

advanced degree (MBA, MS) preferred

Responsibilities

Identify, qualify, and originate new customer opportunities within Fortune 1000 C&I companies and MUSH institutions, with a focus on multi-site portfolios and programmatic expansion
Build and maintain relationships with C-suite executives, senior management, and functional leaders (sustainability, facilities, finance, legal, procurement) across target organizations
Manage the full sales lifecycle from initial outreach through ESA execution, navigating complex organizational structures and long decision cycles
Lead technical and commercial sales conversations that articulate Generate’s IaaS value proposition relative to traditional alternatives (equipment leases, performance contracts, internal capital deployment)
Develop and present proposals and investment materials that convey the financial, operational, and environmental benefits of Generate’s platform to senior decision-makers
Drive programmatic expansion with existing multi-facility customers, identifying opportunities to grow the service portfolio into new sites and technology areas
Expand Generate’s network of implementation partners — including ESCOs, engineering and construction firms, technology OEMs, and specialized solutions providers — targeting firms with capabilities across energy efficiency, thermal decarbonization, distributed energy, and other building infrastructure technologies
Develop strategic relationships with new partners who can bring qualified, “shovel-ready” project opportunities to Generate’s pipeline
Serve as a senior point of contact for strategic partner discussions, including scoping new programmatic relationships and negotiating partnership structures
Work with the Senior Manager to ensure existing partner relationships are well-managed and that partner-originated opportunities are properly qualified and tracked
Represent Generate at industry conferences, trade groups, and market events to build brand awareness and develop relationships across the building infrastructure ecosystem
Monitor market trends, policy developments (grant programs, tax incentives, building performance standards), and competitive dynamics to inform origination strategy
Provide market feedback to the deal team to help refine product offerings, pricing, and contractual structures
Contribute to strategic planning, including pipeline targets, go-to-market strategy, and sector expansion (e.g., healthcare, higher education, thermal decarbonization)

Benefits

health care benefits
retirement benefits
benefits permitting paid days off (including sick leave, parental leave, and paid time off or vacation benefits)
other benefits that must be reported for federal tax purposes

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