Senior Solar Sales Manager

Whitham Group Executive Search•Novato, CA

About The Position

An established North Bay solar company is seeking a hands-on Senior Solar Sales Manager to lead and develop its residential sales team. The company helps homeowners reduce energy costs and improve energy independence through customized solar and battery storage solutions. This opportunity is suited to a sales leader who enjoys working in a smaller company, building strong relationships with individual team members, and staying actively involved in the sales process. The manager will motivate, hire, coach, and mentor a small team while creating the structure and accountability needed to achieve consistent results. The position requires working in the Novato office at least 2–3 days per week, along with regular field activity throughout Marin, Sonoma, and Napa Counties. Living in or near Novato or Petaluma is ideal. The role offers a base salary of $110,000–$120,000, plus bonuses or overrides based on team performance, full benefits, and a 401(k) match.

Requirements

Demonstrated success managing a small residential solar sales team, including motivating, hiring, coaching, and mentoring sales professionals.
A strong foundation in residential solar sales and the ability to teach effective selling through direct observation and example.
A record of improving team productivity, conversion rates, and sales results.
Experience conducting ride-alongs, providing actionable feedback, and helping salespeople strengthen their performance.
Comfort working in a smaller company where leaders remain accessible, take initiative, and contribute directly.
Knowledge of residential solar systems, battery storage, financing, and the homeowner buying process.
Strong communication, organization, and relationship-building skills.
Experience using CRM and sales metrics to guide coaching, manage pipelines, and forecast results.
Ability to work in the Novato office at least 2–3 days per week and travel regularly throughout Marin, Sonoma, and Napa Counties for coaching and customer appointments.

Nice To Haves

Familiarity with the North Bay residential market.
Living in or near Novato or Petaluma.

Responsibilities

Lead, motivate, and develop a small residential solar sales team by establishing clear goals and consistent performance expectations.
Create an environment where salespeople feel supported, challenged, and accountable for their results.
Conduct ride-alongs and attend homeowner appointments to observe sales skills, provide practical coaching, and help advance opportunities.
Coach team members on consultative selling, customer discovery, proposal presentations, objection handling, follow-up, and closing.
Recruit, interview, hire, and onboard sales professionals who fit the company’s culture and customer service standards.
Hold productive sales meetings, individual coaching sessions, and pipeline reviews that result in specific actions.
Monitor lead response times, appointment activity, proposal volume, conversion rates, revenue, and cancellations to identify opportunities for improvement.
Establish individual development plans, recognize strong performance, and address performance gaps promptly and constructively.
Maintain accurate CRM records, sales forecasts, and visibility into team activity and results.
Partner with marketing to improve lead quality, follow-up practices, and referral opportunities.
Work with design, project management, and installation teams to ensure accurate proposals, realistic customer expectations, and smooth project handoffs.
Keep the team informed about residential solar and battery solutions, financing options, utility programs, and market developments.
Collaborate with company leadership on sales goals, staffing needs, and practical growth strategies.