Senior Manager, Commercial Negotiations & Deal Structuring

ON.energy • Reston, VA

17h

About The Position

ON.energy is building the power infrastructure that makes the AI era possible. As AI demand surges past what the grid and traditional data centers can support, ON.energy provides a new class of power technology proven at gigawatt scale and trusted by the world’s leading cloud and AI companies. Our systems are already deployed across 2.5 GW of hyper-scale campuses, validated by top U.S. national labs, and certified for grid-safe operation by major utilities. With real products in the field, we’re scaling faster than the grid can, transforming power from a bottleneck into a competitive advantage for the companies building the future.

On.Energy is looking for a commercial operator who thrives in the grey zone between a term sheet and a signed contract. This role sits at the intersection of deal structuring, contract negotiation, and project finance. You will be the person in the room who understands what every clause costs us, who challenges terms that do not work, and who finds practical solutions that keep deals moving.
You will own the commercial terms of our transactions from first proposal through contract closure, ensuring every deal we sign reflects our risk appetite, protects our margins, and supports long-term project success.
You do not wait for Legal to tell you a clause is a problem. You spot it, you price it, and you come to the table with alternatives. You know how to push back professionally, negotiate firmly without damaging relationships, and earn credibility with both Finance and Sales because you understand what each side needs to win.
This is not a contracts administration role. It is a commercial leadership role with a clear path for growth.

Requirements

• 7+ years negotiating complex commercial agreements in energy, infrastructure, technology, construction, manufacturing, or other capital-intensive industries.
• Exceptional commercial judgment and a strong understanding of risk allocation, negotiation strategy, and deal economics.
• Proven ability to negotiate directly with sophisticated counterparties while maintaining productive long-term relationships.
• Comfort challenging customers, vendors, lawyers, and internal stakeholders when the economics or risk profile of a deal do not make sense.
• Strong written and verbal communication skills. Able to explain complex commercial issues clearly, concisely, and without unnecessary legal jargon.
• Ability to navigate difficult conversations professionally and respectfully. You know how to push back without losing the deal.
• Deep familiarity with performance guarantees, liquidated damages, warranties, indemnification, limitation of liability, change orders, payment security, and dispute resolution provisions.
• Commercial instincts and curiosity. When you see a contract provision, your first question is: 'What does this cost us?'
• Experience working effectively across Sales, Finance, Legal, Engineering, and Executive Leadership teams.

Nice To Haves

• Financial modeling experience is helpful but not required. We can teach modeling; we cannot teach commercial courage, negotiation skills, or sound judgment.
• Experience in BESS, renewable energy, data centers, infrastructure, EPC contracting, project development, or related sectors is strongly preferred.

Responsibilities

• Own commercial negotiations across customer, EPC, supply, and strategic partner agreements for AI UPS, from initial proposal through contract execution.
• Lead negotiations on payment structures, performance guarantees, liquidated damages, warranties, limitation of liability, indemnification, security requirements, and change order mechanisms.
• Identify commercial risks early, quantify their financial impact, and develop practical alternatives that protect margin while keeping deals moving.
• Partner directly with Sales throughout the deal cycle, serving as the commercial counterweight that ensures growth targets are achieved without compromising risk standards.
• Translate contract language into business decisions. Clearly explain the commercial implications of proposed terms and provide actionable recommendations to executives.
• Support project financing and investment decisions by evaluating how commercial terms affect project economics, cash flow, risk allocation, and long-term profitability.
• Prepare commercial risk assessments, deal summaries, and negotiation strategies for CFO and executive review.
• Build trust with counterparties while maintaining firm negotiating positions. Know when to push, when to compromise, and when to walk away.
• Lead commercial handoff into project execution, ensuring negotiated obligations, assumptions, and risks are fully understood and documented.
• Develop playbooks, templates, negotiation frameworks, and pricing tools that improve consistency and strengthen commercial outcomes across the business.

Benefits

• Competitive salary + annual performance-based bonus eligibility
• Medical, dental, and vision insurance
• 401(k) with company match
• Paid time off and company holidays
• Christmas Bonus (Aguinaldo): 30 days
• Major medical expenses and life insurance
• Paid time off and holidays (per local policy)
• Professional development and growth opportunities
• Opportunity to grow with a mission-driven team shaping the future of clean energy

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: No Education Listed