Director, Residential Solar Sales

Job Summary

The Director, Residential Solar Sales is responsible for developing and executing IGS’s residential solar sales strategy, building a scalable, and high-performing sales function that drives customer acquisition. This leader owns the sales operating model, performance strategy, and organizational capabilities required to drive sustainable growth, improve sales productivity, and support the broader objectives of the residential solar business.

The Director establishes strategic priorities, develops sales processes and performance frameworks, and leads sales leadership to ensure the organization effectively identifies, acquires, and delivers residential solar opportunities. This role partners closely with the Director of Business Development, who owns EPC relationships, to align sales strategy with EPC needs, market opportunities, and business priorities. Through strong cross-functional collaboration, data-driven decision-making, and a focus on continuous improvement, the Director ensures the sales function is positioned to maximize performance and contribute to the long-term success of IGS’s residential solar organization.

This role requires a strategic, results-oriented sales leader with a demonstrated ability to build and scale sales organizations, develop sales talent, and translate business objectives into actionable strategies. The successful candidate combines commercial acumen, analytical thinking, operational discipline, and strong leadership capabilities to drive results in a dynamic and evolving industry.

Primary Responsibilities:

• Develop and own the residential solar sales strategy, establishing the priorities, operating model, and capabilities necessary to drive customer acquisition, sales productivity, and sustainable business growth.
• Build and scale a high-performing sales function, including defining organizational structure, leadership capabilities, sales processes, performance expectations, and resource requirements.
• Partner closely with the Director of Business Development to align sales strategy and execution with EPC partner needs, business priorities, and growth opportunities, ensuring the sales function supports the success of IGS’s largest EPCs.
• Establish strategies to improve sales volume, lead conversion, productivity, and the quality of customer opportunities flowing to EPC partners.
• Partner cross-functionally with Business Development, Marketing, Operations, Pricing, Customer Experience, and Installation to align sales performance with market demand, EPC capacity, and business objectives.
• Establish sales performance metrics, reporting frameworks, and review processes to evaluate results, identify trends, and drive continuous improvement.
• Lead, coach, and develop sales leaders, establishing clear accountability for execution, talent development, and achievement of business objectives.
• Evaluate market dynamics, competitive activity, and sales performance to identify growth opportunities and inform strategic decisions.
• Lead sales forecasting, business planning, territory strategy, headcount planning, and budget development to align resources with organizational priorities.
• Develop and implement scalable sales processes, tools, training programs, and best practices that improve selling effectiveness, operational consistency, and organizational performance.
• Drive organizational change and continuous improvement initiatives that strengthen sales capabilities, improve cross-functional alignment, and support the evolving needs of the residential solar business.
• Represent the residential solar sales function in leadership discussions, strategic planning, and industry events as needed.
• Ensure sales activities and practices align with company policies, applicable regulatory requirements, customer protection standards, and other relevant compliance expectations.

Required Skills:

• Demonstrated ability to develop and execute sales strategies that drive business growth, improve performance, and support long-term organizational objectives.
• Strong strategic thinking and commercial acumen, with the ability to translate business priorities into scalable sales strategies and operating models.
• Proven leadership capabilities, including the ability to build teams, develop sales leaders, establish accountability, and foster a high-performance culture.
• Demonstrated ability to build and maintain strategic relationships with external partners and influence stakeholders across all levels of an organization.
• Strong analytical and financial acumen, with the ability to interpret sales performance, market trends, forecasting data, and business metrics to guide decision-making.
• Ability to identify opportunities, evaluate complex business challenges, and develop practical solutions that balance growth, operational effectiveness, and customer outcomes.
• Strong cross-functional collaboration skills, with the ability to align diverse teams around shared business objectives and drive results through influence.
• Experience building and improving sales processes, performance management frameworks, and scalable operational practices.
• Strong communication and presentation skills, including the ability to communicate strategy, performance insights, and recommendations clearly to executive leaders and internal partners.
• Demonstrated ability to lead through change, navigate ambiguity, and adapt strategies in a dynamic business environment.
• Strong organizational skills, prioritization, and a results-oriented approach to managing competing business needs and strategic initiatives.
• Proficiency in Microsoft Office, particularly Excel and PowerPoint; experience with CRM platforms and sales analytics tools preferred.

Minimum Education & Experience:

• Bachelor’s degree or equivalent experience required.
• 8+ years of progressive sales leadership experience, preferably within the solar or energy industry.
• Demonstrated experience developing sales strategies, building or scaling sales organizations, and leading teams through business growth or transformation.
• Experience leading sales managers or other people leaders preferred.
• Experience in residential solar, channel sales, or an environment where customer acquisition supports EPC or installation partners preferred.

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Work Authorization: Applicants must be authorized to work in the US on a full-time basis. Unfortunately, a current or future need for sponsorship is not supported or available for this position.

Salary Range:

$150,000.00 - $225,000.00

*This range reflects base pay only. Incentive earnings, like commissions or bonuses, are not included.

This role is also eligible for an uncapped sales commission.

How We Support Your Wellbeing:

Our employees are our most valuable asset. That’s why at IGS, we are committed to offering a holistic benefit program that allows employees to stay healthy, feel secure, and maintain flexibility in their wellbeing journey.

• Healthcare Essentials: Comprehensive coverage including medical (plus free telehealth), dental, vision, and employer health savings account contributions.

• Mental Wellbeing: Robust support through Headspace and free mental healthcare visits for you and your dependents.

• Family Planning Support: Extensive assistance with Maven, paid family and caregiver leave, and fertility, adoption, and surrogacy services.

• Financial Readiness: Strong financial foundation with a 401(k) plan, company match, and access to financial wellbeing tools.

• Work-Life Balance: Paid time off, tuition reimbursement, paid leaves, employee hardship fund, and a wide range of additional perks.

Equal Opportunity Employment:

It is the policy of IGS Energy to ensure equal employment opportunity in accordance with all applicable federal and state regulations and guidelines. Employment discrimination against employees and applicants due to race, color, religion, sex (including sexual harassment), national origin, disability, age, sexual orientation, gender identity, military status, and veteran status or other legally protected class under applicable law is prohibited. If you require a reasonable accommodation to complete any part of the application or interview process, please contact [email protected].