Director of Large Scale Regional Sales – West Coast

SMA America

Director of Large Scale Regional Sales leading a regional sales team for utility-scale solar solutions. Driving revenue targets and fostering communication and high performance in the West Coast region.

Posted 5/1/2026full-timeRemote • California • 🇺🇸 United StatesLead💰 $130,000 - $180,000 per yearWebsite

About the role

Key responsibilities & impact

Develop and execute the regional go-to-market strategy for utility-scale solar solutions including hardware, EPC, project development, and full-scope services across the West Coast territory
Own quarterly and annual sales targets across the region
Drive strategic engagement with key accounts including utilities, IPPs, developers, and EPC firms
Oversee the full sales cycle from lead generation and qualification through proposal, negotiation, and contract execution
Support the team in navigating complex utility-scale project sales including multi-party negotiations
Lead, coach, and develop a team of regional sales professionals, conduct regular performance reviews, and support professional development plans
Set clear goals, KPIs, and performance expectations for direct reports
Foster a high-performance, accountable, and collaborative sales culture
Ensure CRM (Salesforce) is accurately maintained with up-to-date pipeline data
Collaborate with internal stakeholders including Product, Engineering, Finance, Legal, Service, and Project Management to ensure customer requirements are met
Provide market intelligence and customer feedback to inform product roadmap and strategy
Stay abreast of regional market trends, regulatory developments, RFP opportunities, and competitor activity
Represent the company at industry events, conferences, and customer meetings as a regional thought leader
Other duties as assigned

Requirements

What you’ll need

Bachelor's degree in Business, Engineering, Renewable Energy, or equivalent experience required
Minimum of 8 to 10 years of experience in B2B sales, with at least 5 years in utility-scale solar or renewable energy
Minimum 2 years of experience leading and mentoring successful sales teams
Proven track record managing large, complex customers in cross-functional matrix environments with lengthy design, qualification, and project sales cycles across multiple decision-makers
Solid knowledge of the solar industry including both PV and energy storage
Deep understanding of utility-scale project development cycles, PPAs, grid interconnection, and capital structures
Experience developing and executing business models and selling to executive-level clients
Experience understanding financial models and customer financial decision-making criteria
Strong commercial acumen and negotiation skills
Proficiency in Microsoft Office Suite and Salesforce or equivalent CRM
Strong written and verbal communication skills in English
Willingness to travel regionally 30 to 50%

Benefits

Comp & perks

Remote work schedule
Comprehensive benefits including health, dental, and vision coverage including $0 premium options
401(k) plan with company match
Opportunities for professional development and training
Inclusive, collaborative, and innovative work environment

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills & Tools

B2B salesutility-scale solarproject developmentnegotiationfinancial modelsbusiness modelssales cycle managementcustomer qualificationperformance metricsmarket intelligence

Soft Skills

leadershipcoachingteam developmentcollaborationcommunicationstrategic engagementaccountabilitygoal settingperformance reviewscommercial acumen

Certifications

Bachelor's degree in BusinessBachelor's degree in EngineeringBachelor's degree in Renewable Energy