Sales Executive – Business Development Manager
Capstone Green Energy, Los Angeles, California, United States, 90079
Overview
Sales Executive – Business Development Manager Date Issued: January 2026 Department: Strategic Sales Reports to: VP Strategic Sales Location: Van Nuys, CA Position Purpose:
The Distributed Generation Sales Executive – Business Development Manager is responsible for identifying, developing, and closing opportunities for distributed generation solutions by leading customers through a value-based sales process anchored in Total Cost of Ownership (TCO). This role focuses on selling technically complex power generation equipment and solutions (e.g., microturbines, CHP, renewable gas utilization, and microgrids) to commercial and industrial customers seeking resilient, efficient, and lower-cost onsite power. This individual will drive revenue growth by qualifying opportunities, building financial business cases, and positioning DG solutions against competing technologies (reciprocating engines, utility power, diesel backup, and grid upgrades) using clear economic and operational value.
Responsibilities
Sales & Business Development
Own a regional or vertical market territory and deliver against quarterly and annual bookings targets.
Prospect and develop new customer relationships across targeted industries (industrial, manufacturing, wastewater, food & beverage, oil & gas, data centers, agriculture, etc.).
Lead consultative discovery to uncover customer drivers including energy cost, uptime requirements, emissions constraints, fuel availability, and thermal needs.
Manage the full sales cycle from lead generation through contract close and handoff to execution teams.
TCO / Value-Based Selling
Build and present TCO models comparing DG solutions vs. alternatives (grid power, diesel gensets, reciprocating engines, utility upgrades).
Quantify customer value using key metrics such as:
$/kWh and $/MMBtu
demand charge reduction
avoided downtime cost / resiliency value
maintenance cost and lifecycle cost
fuel savings and efficiency gains
emissions compliance and permitting advantages
Translate technical performance into customer economics and executive-level outcomes (payback, IRR, NPV, LCOE).
Solution Development & Deal Execution
Collaborate with engineering, applications, and project delivery teams to develop optimized system configurations.
Support proposals, scope definition, pricing strategy, and contract negotiation.
Coordinate internal resources to ensure accurate schedules, assumptions, and deliverables.
Maintain high forecast accuracy and disciplined CRM management.
Partner & Channel Growth
Build relationships with EPCs, developers, utilities, consultants, and distributors.
Develop referral networks and channel opportunities to expand pipeline.
Represent the company at trade shows, customer events, and industry conferences.
Qualifications
Required Qualifications
5+ years of B2B sales experience in distributed generation, power generation equipment, energy solutions, CHP, microgrids, or industrial capital equipment.
Demonstrated success selling complex solutions with long sales cycles and multiple stakeholders.
Experience selling using financial justification (TCO, ROI, payback, IRR/NPV).
Ability to communicate effectively with both technical and executive audiences.
Strong pipeline development, negotiation, and closing skills.
Proficiency with CRM tools (Salesforce preferred) and MS Office (Excel required).
Preferred Qualifications
Knowledge of DG technologies: microturbines, gas engines, CHP, renewable natural gas (RNG), biogas, hydrogen blends, waste heat recovery.
Familiarity with utility tariffs, demand charges, interconnection, and behind-the-meter economics.
Experience working with EPCs, developers, and industrial end users.
Engineering or technical background (preferred but not required).
Key Competencies
Value selling mindset: leads with outcomes, not features
Strong financial and analytical skills (comfortable in Excel)
High ownership / accountability / urgency
Executive presence and credibility
Strong technical curiosity and ability to learn quickly
Ability to operate independently and manage multiple deals in parallel
Performance Metrics
Bookings / revenue attainment
Pipeline creation and conversion rate
Forecast accuracy
Average deal cycle time
Gross margin discipline
TCO model adoption and customer conversion
Travel
30–50% travel within assigned territory (customer visits, site walks, partner meetings)
Compensation This position offers a base salary ranging from $125,000 - $160,000, commission, benefits & Car allowance (if applicable).
Capstone provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training. This job description in no way states or implies that these are the only duties to be performed by the employee(s) incumbent in this position. Employee(s) will be required to follow any other job-related instructions and to perform any other job-related duties requested by any person authorized to give instructions or assignments. All duties and responsibilities are subject to possible modification to reasonably accommodate individuals with disabilities. The requirements listed in this document are the minimum levels of knowledge, skills or abilities that the incumbent(s) must possess to successfully perform each duty proficiently. This document does not create an employment contract, implied or otherwise, other than an "at will" relationship.
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Sales Executive – Business Development Manager Date Issued: January 2026 Department: Strategic Sales Reports to: VP Strategic Sales Location: Van Nuys, CA Position Purpose:
The Distributed Generation Sales Executive – Business Development Manager is responsible for identifying, developing, and closing opportunities for distributed generation solutions by leading customers through a value-based sales process anchored in Total Cost of Ownership (TCO). This role focuses on selling technically complex power generation equipment and solutions (e.g., microturbines, CHP, renewable gas utilization, and microgrids) to commercial and industrial customers seeking resilient, efficient, and lower-cost onsite power. This individual will drive revenue growth by qualifying opportunities, building financial business cases, and positioning DG solutions against competing technologies (reciprocating engines, utility power, diesel backup, and grid upgrades) using clear economic and operational value.
Responsibilities
Sales & Business Development
Own a regional or vertical market territory and deliver against quarterly and annual bookings targets.
Prospect and develop new customer relationships across targeted industries (industrial, manufacturing, wastewater, food & beverage, oil & gas, data centers, agriculture, etc.).
Lead consultative discovery to uncover customer drivers including energy cost, uptime requirements, emissions constraints, fuel availability, and thermal needs.
Manage the full sales cycle from lead generation through contract close and handoff to execution teams.
TCO / Value-Based Selling
Build and present TCO models comparing DG solutions vs. alternatives (grid power, diesel gensets, reciprocating engines, utility upgrades).
Quantify customer value using key metrics such as:
$/kWh and $/MMBtu
demand charge reduction
avoided downtime cost / resiliency value
maintenance cost and lifecycle cost
fuel savings and efficiency gains
emissions compliance and permitting advantages
Translate technical performance into customer economics and executive-level outcomes (payback, IRR, NPV, LCOE).
Solution Development & Deal Execution
Collaborate with engineering, applications, and project delivery teams to develop optimized system configurations.
Support proposals, scope definition, pricing strategy, and contract negotiation.
Coordinate internal resources to ensure accurate schedules, assumptions, and deliverables.
Maintain high forecast accuracy and disciplined CRM management.
Partner & Channel Growth
Build relationships with EPCs, developers, utilities, consultants, and distributors.
Develop referral networks and channel opportunities to expand pipeline.
Represent the company at trade shows, customer events, and industry conferences.
Qualifications
Required Qualifications
5+ years of B2B sales experience in distributed generation, power generation equipment, energy solutions, CHP, microgrids, or industrial capital equipment.
Demonstrated success selling complex solutions with long sales cycles and multiple stakeholders.
Experience selling using financial justification (TCO, ROI, payback, IRR/NPV).
Ability to communicate effectively with both technical and executive audiences.
Strong pipeline development, negotiation, and closing skills.
Proficiency with CRM tools (Salesforce preferred) and MS Office (Excel required).
Preferred Qualifications
Knowledge of DG technologies: microturbines, gas engines, CHP, renewable natural gas (RNG), biogas, hydrogen blends, waste heat recovery.
Familiarity with utility tariffs, demand charges, interconnection, and behind-the-meter economics.
Experience working with EPCs, developers, and industrial end users.
Engineering or technical background (preferred but not required).
Key Competencies
Value selling mindset: leads with outcomes, not features
Strong financial and analytical skills (comfortable in Excel)
High ownership / accountability / urgency
Executive presence and credibility
Strong technical curiosity and ability to learn quickly
Ability to operate independently and manage multiple deals in parallel
Performance Metrics
Bookings / revenue attainment
Pipeline creation and conversion rate
Forecast accuracy
Average deal cycle time
Gross margin discipline
TCO model adoption and customer conversion
Travel
30–50% travel within assigned territory (customer visits, site walks, partner meetings)
Compensation This position offers a base salary ranging from $125,000 - $160,000, commission, benefits & Car allowance (if applicable).
Capstone provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training. This job description in no way states or implies that these are the only duties to be performed by the employee(s) incumbent in this position. Employee(s) will be required to follow any other job-related instructions and to perform any other job-related duties requested by any person authorized to give instructions or assignments. All duties and responsibilities are subject to possible modification to reasonably accommodate individuals with disabilities. The requirements listed in this document are the minimum levels of knowledge, skills or abilities that the incumbent(s) must possess to successfully perform each duty proficiently. This document does not create an employment contract, implied or otherwise, other than an "at will" relationship.
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