Vice President of Market Strategy

Pivot Energy•Baltimore, MD

1d•$220,000 - $275,000

About The Position

Pivot Energy is seeking an experienced leader to set and lead policy and market strategies and goals for the markets in which the company participates. The role oversees market analysis, go-to-market planning, policy monitoring and influence, and executive sponsorship of selected high-value opportunities. The VP is accountable for maintaining and growing the company’s market share in solar, small utility, and battery energy storage system (BESS) markets, balancing resources to enter or exit markets, and leading the team’s preparation for and response to procurements in qualifying markets. This is a people-leadership position focused primarily on setting direction, coaching, and developing a high-performing team of market strategy, policy, and market development professionals. The VP sets priorities, allocates resources, and holds the team accountable to clear goals. The role calls for deep knowledge of distributed energy resource policy, wholesale market structures, legislative and regulatory processes, site origination, equipment and technology, modeling, and rate analysis. It also requires cross-functional collaboration to support development and company growth, as well as the ability to lead executive-level discussions. The VP serves on Pivot’s leadership team and partners with the Chief Commercial Officer and other executives on company strategy, annual planning, and the Market Strategy & Policy budget. The role coordinates market strategy and project development with other departments and external stakeholders to build pipeline, secure capacity, and match projects with client demand.

Requirements

Deep familiarity with legislative and regulatory structures affecting the industry.
Experience working directly with industry trade groups and policymakers to create and defend renewable energy policy.
Fluency with financial models, energy models, and project development processes that influence solar and storage markets, and ability to translate that knowledge into action.
A proven track record of successfully entering new markets using a rigorous approach to gathering and assessing market data.
Excellent verbal, written, and interpersonal communication skills.
Demonstrated success building and leading teams of individual contributors.
At least 5 years of direct people-management experience, with an emphasis on listening, coaching, collaboration, and driving action.
A collaborative approach that engages team members and encourages creativity.
Executive-level judgment and experience setting departmental goals, managing budgets and headcount, and allocating resources across competing priorities.
Ability to build relationships and lead high-value conversations with external partners, including policymakers, large property owners, utilities, and commercial clients.

Nice To Haves

10 or more years of experience in renewable energy development, including leading multidisciplinary teams and managing managers.
Distributed generation experience in both solar and energy storage.
Willingness to travel regularly to visit team members, attend conferences, and build external relationships; approximately monthly if remote or several times per year if based at the Denver headquarters.
Understanding of solar and storage structured finance, financial drivers, and rate concepts.
Experience implementing stakeholder engagement processes.
Competency in Salesforce and Microsoft Office Suite.
Experience and willingness to leverage AI.

Responsibilities

Build, lead, and develop a high-performing team of market strategy, policy, and market development professionals, including setting goals, making decisions, managing performance, and supporting career development.
Set team priorities and allocate resources across markets to help achieve market development goals.
Delegate and manage work related to market analysis, modeling, and policy engagement, while directly engaging in the most strategic opportunities.
Serve on Pivot’s leadership team and partner with the CCO and other executives on company strategy, annual planning, and the Market Strategy & Policy budget.
Set site origination strategies based on policy, internal and external research, company goals, and resource allocation.
Communicate strategies for active and emerging markets to the CCO, executive leadership, and other stakeholders.
Oversee the team’s use and interpretation of financial and energy models, apply their outputs to identify market drivers, and guide decision-making.
Direct market research and the creation and delivery of initial proof-of-concept deals and strategies.
Lead the team in researching, preparing for, responding to, and winning energy and capacity procurements, including RFPs, direct negotiations, and other utility programs.
Manage and work closely with the policy team to monitor regulatory and legislative changes and propose timely entry into new markets.
Coordinate project development strategy and pipeline with commercial client demand in terms of timing, volume, and location.
Guide the team in developing product and offtake concepts that address client demand and matching pipeline projects with offtakers.
Collaborate with engineering, origination, finance, delivery, and other department leads to communicate direction and responsibilities across project life cycles.
Ensure timely and accurate use of CRM and other data systems by the team.
Oversee the creation and maintenance of materials, reports, presentations, and communications that document market strategy and keep leadership and employees informed.

Benefits

Health, dental, and vision insurance, with up to 100% of premiums covered by the company.
Four weeks of vacation in the first year, with increasing accrual rates based on work anniversary.
Company-paid life insurance and short- and long-term disability coverage.
Generous parental leave.
401(k) matching after the vesting period.
Work-from-home stipend for new employees.
Public transit reimbursement.
Paid time off for community volunteering.
Charitable donation matching up to $500 per year.
Professional development and educational reimbursements.
Eligibility for the company commission and bonus plan; target bonus is 40% of annual salary, prorated in the first year based on start date.