Director, Power Sales and Business Development

Xpansiv®, a trailblazer in the energy and environmental commodities market, operates the integrated, open, and neutral market platform designed to accelerate the global energy transition.  Xpansiv provides thousands of market participants and intermediaries with access to the widest possible range of energy transition markets, through its suite of solutions, including the world’s largest environmental commodities trading platform, where billions of assets cross per year. Xpansiv’s end-to-end technology platform services the entire life cycle of environmental commodities, connecting diverse markets and market participants across the world and enabling stakeholders to deliver transparent and trusted environmental claims to address the growing demand for energy transition. Leveraging its extensive industry knowledge and proven technology portfolio, Xpansiv assists companies seeking to identify and mitigate risk, streamline the management of their environmental assets, and comply with regulations, caps and commitments.

Position Summary:

As Director, Power Sales and Business Development, you will be a key member of Xpansiv’s APX Power Solutions team within North American wholesale power markets. The successful candidate will leverage an existing, strong professional network to close SaaS/services opportunities, while honing and executing business development strategies that increase global adoption of Xpansiv’s market-leading infrastructure. This is a rare opportunity to make a big impact, join a hyper growth company, and be part of an incredible team and culture. 

The Xpansiv APX MarketSuite transaction platform – coupled with dynamic scheduling and settlement capabilities, asset telemetry, remote monitoring, and 24/7 desk support – has become the leading ‘turnkey solution set’, allowing grid-scale storage, renewables, fossil generators, and load resources to seamlessly participate across US wholesale power markets. 

This is a senior-level individual contributor role, with the potential for future people management responsibilities. The proven capacity to originate leads, engage with key decision makers/influencers, build trusted relationships, develop a strong pipeline, surpass sales targets, and generate net-new recurring revenue will be critical for success in this role. 

• Grow Xpansiv’s APX Power Solutions business by hunting and closing SaaS/services opportunities (new clients and channel partners) to exceed monthly, quarterly, annual revenue targets. 
• Provide meaningful revenue-generating introductions to the broader enterprise of Xpansiv companies; articulate the full economic, strategic, and differentiated value proposition of Xpansiv to clients. 
• Leverage wholesale power expertise and existing network of contacts to source leads, generate customer interest, secure meetings, and plan/execute sales strategy with purposeful actions to complete the sale. 
• Lead meetings, qualify opportunities, create proposals, coordinate contracting, manage RFPs, enhance sales collateral, and utilize CRM system to capture deal attributes and stakeholder communications. 
• Track sales KPIs, accurately forecast lead-to-cash timelines, and balance activity between ‘lead generation’ and ‘close’ to maintain strong and consistent pipeline; report results. 
• Conduct light research to identify key decision makers and influencers within target accounts. 
• Partner with the business line and marketing team to maximize effectiveness of campaigns and drive inbound lead generation. 
• Coordinate cross-functional deal team as needed over the course of a 3-to-9-month sales cycle. 
• Steer sales strategy within and beyond current market footprint; stimulate internal innovation discussions in concert with market needs to help evolve product-market fit. 
• Keep a near-real-time pulse on market intelligence, analyze key market developments, and communicate timely updates to inform the organization’s priorities, budget forecasts, resource allocation, and other strategic work. 
• Plan and participate in speaking opportunities at conferences, events, and forums that promote the Xpansiv platform of global energy transition, with Xpansiv APX Power sales and business development at the core of your remit. 
• Travel will be required to support sales and business development activities. 

• Bachelor’s degree; MBA desirable. 
• 10+ years of successful SaaS sales and business development experience within wholesale power markets. 
• Proven track record of building a quality, multimillion-dollar sales pipeline of independent power producers, project developers, corporate customers, traders, financial institutions, and other electricity industry market participants. 
• Skilled knowledge of wholesale power spot market/operational rules for generation, load, and battery resources, along with associated settlement mechanics (CAISO, ERCOT, PJM, SPP, MISO, NYISO, ISONE). 
• Executive presence, integrity, strong leadership qualities, self-motivation, and outstanding communication skills. 
• Demonstrated ability to coordinate a deal team effectively; highly responsive to prospects, positive attitude, and drive to “get the deal done”. 
• Thorough understanding of buying cycles and prior success engaging at all levels within a client’s organizational chart.  
• Existing relationships with clients in the wholesale power markets. 
• Self-driven toward meeting deadlines and achieving results, persistence when faced with difficult challenges, and calm in stressful situations. 
• Proficiency with Microsoft Office products and Salesforce. 

What can you expect throughout the interview process:

Step 1- Shortlisting of resume & Recruiter screening

Step 2- "Get to know you" interview with the hiring manager

Step 3- Meeting with team & key leaders

Base Salary

Compensation for this role will vary among specific regions due to geographic differentials in the labor market, actual pay will be determined considering factors such as relevant skills and experience, knowledge, education and training. In addition to the base salary there will be a commission plan for this role. However, the base compensation in New York is expected to be as follows:

$155,000 -$175,000

Here at Xpansiv, we cultivate diversity, celebrate individuality, and believe unique perspectives are key to our collective success in building trust and transparency in global efforts toward net-zero future. Xpansiv is committed to equal employment opportunity regardless of race, color, religion, gender, sexual orientation, gender identity or expression, national origin, age, disability, genetic information, protected veteran status, or any status protected by applicable federal, state, or local law.

Note to Recruiters: Xpansiv does not accept unsolicited resumes or referrals from placement agencies, staffing vendors or other external parties seeking recruiting fees without a signed formal agreement.