Développeur de Projets Commerciaux II (Enterprise)

Job Description

We're just like you. We believe that solar energy production for our homes, businesses, and cities is a win-win proposition for job creation and a cleaner environment. A&R Solar is a leading solar installer in the Pacific Northwest, bringing together passionate, talented people who want to do the right thing for our customers and the environment. With industry firsts like B-Corporation status, charitable solar programs, and performance guarantees, we believe that investment in our staff and our communities is the new standard. Be a part of a fun team that is committed to the growth of all employees. A&R Solar measures value in three categories, People, Planet, and Profit.

Position Summary

The A&R Commercial Project Developer II (CPD II) is an accomplished B2B sales professional with experience selling complex technical and/or financial solutions who is ready to apply their craft at a company that aligns with their values. This is a role for someone who wants to win in the market, make a great living, and do it while advancing employee ownership, sustainability, carbon reduction, and clean energy. Successful CPDs combine grit, discipline, and curiosity with the ability to build and manage a robust pipeline of commercial solar and battery storage opportunities and carry them through to close. This position plays a direct role in shaping A&R Solar's growth and long-term success and is ideal for a self-directed, accountable sales professional who thrives in complex B2B environments, builds trust at senior levels, and wants their work to matter as much as their results.

Essential Job Functions

• Own and manage the full B2B commercial sales lifecycle, including prospecting, lead qualification, discovery, site assessment, solution design, financial modeling, proposal development, negotiation, contracting, and post-sale handoff to Project teams.
• Prospecting & Market Presence: Relentlessly self-generate commercial opportunities in focused vertical markets through company-outlined campaigns, industry networking, and consistent re-engagement with current customers to earn referrals, while collaborating with Marketing to refine B2B messaging and materials.
• Lead Response & Qualification: Respond promptly to company-provided opportunities with curiosity and urgency, building early rapport, qualifying fit, and focusing on medium to large businesses that require complex deal structuring and senior-level stakeholder engagement.
• Discovery & Solution Development: Build trust with senior decision-makers (e.g., owners, officers), conduct site assessments, analyze utility and city data, understand applicable incentives, navigate utility constraints, and translate customer needs into technically and financially sound solutions.
• Financial Modeling & Proposal Strategy: Develop pro-formas, pricing, and financing structures using advanced financial modeling to support complex commercial transactions and clearly communicate value, risk, and return to customers.
• Negotiation & Close: Lead negotiations and contracting directly with customer decision-makers by connecting what the customer values most to A&R's unique capabilities, clearly differentiating our offering, and leveraging relevant project experience and proof points to win competitive deals.
• Handoff & Delivery Enablement: Provide thorough, high-quality post-sale handoffs to Project teams to ensure clear scope, strong alignment, and successful project execution.
• Sales Operations & Forecast Visibility: Maintain accurate Salesforce CRM and related records and work closely with the Commercial Sales Manager and VP of Sales to ensure strong pipeline visibility, forecasting discipline, and organizational support.
• Travel & Field Engagement: Travel frequently to customer sites throughout the state, with occasional out-of-state trips for conferences and periodic travel to Seattle, WA headquarters.

Overall Performance Expectations

• Meet and exceed the quarterly quota of 450kW.
• Take pride in your work.
• Employ urgency in all customer-related activities to increase the likelihood of success.
• Uphold A&R values and maintain composure as an outward-facing representative.
• Be a self-starter, work independently and make best use of your time.
• Become a key team member of A&R Solar while participating in company culture and striving to achieve work-life balance.
• Continually seek ways to contribute to better processes resulting in a better sales experience for customers and employees alike.
• Always maintain curiosity leading to better domain expertise and sales techniques.
• Actively participate in building performance expectations with management to best facilitate your growth.
• Engage with your teammates with empathy, respect, and belief that cooperation leads to more happiness and material success.

Requirements

• Five or more years of combined B2B sales experience in arenas of construction, HVAC, solar, or any related facet of the commercial built environment.
• High School diploma or equivalent.
• Must maintain a current driver's license.
• Reliable and presentable transportation, including the ability to carry a ladder (mileage reimbursed).
• Flexibility, ability, and willingness to meet with potential customers in the evening and on weekends as necessary.
• Must be able to climb ladders and take measurements on various types of roofs when deemed safe.

Preferred Qualifications

• College degree
• SEI (Solar Energy International) or equivalent training
• NABCEP certification(s)

Don't meet every single requirement? Research indicates that candidates from certain demographics are less likely to apply for positions unless they meet every requirement-such as women and People of Color. At A&R Solar, we are committed to building a diverse, inclusive, and authentic workplace environment. We strongly encourage applicants to apply regardless, even if they answered 'Yes' to not meeting every single requirement.

Compensation and Benefits

This role offers a $100,000 base salary in Year 1 and a $90,000 base salary in Years 2 and onward, plus a $40,000 guaranteed recoverable draw each year. The draw is applied against earned commissions.

Commission rates increase with tenure: 2.5% in Year 1, 3% in Year 2, and 3.6% in Years 3 and 4.

In Year 1, this structure provides $140,000 in guaranteed income. Once fully ramped, top performers can achieve $200K+ in total compensation.

In addition to the commission and base pay, we provide:

• Base salary increase upon earning NABCEP in PV Technical Sales
• Health benefits, including medical, dental, vision, life, short-term and long-term disability insurance plans, and a health savings account (HSA) with employer contribution
• PTO Accrual, starting with 80 hours in year one and increasing as you grow with us, plus 8 company paid holidays
• 401(k) retirement plan with 4% employer matching
• Paid parental leave
• More than $3,000 annually in stipends for health and fitness, continued education, home office, tools, and more
• Mileage and phone plan reimbursement
• Annual profit sharing
• Discount to put solar on your home

Salary Description

$200k+ ($140,000 guaranteed income)