Principal Seller

Build the future, spark innovation and align your career with purpose.

At McKinstry, we believe the energy transition is one of the defining challenges and opportunities of our generation. At the forefront of what's next, our Distributed Energy Resources (DER) team remains focused on delivering the infrastructure that makes a cleaner, more resilient energy future a reality.

Across North America, organizations are making critical energy decisions that will shape their future for decades to come. As utilities modernize infrastructure, businesses seek greater cost certainty, and communities prioritize resilience, the demand for reliable, flexible, and sustainable energy solutions continues to grow.

To get where we're going, we need big thinkers, problem solvers and collaborative mindsets. Does that sound like you?

We are seeking a
Principal Seller
to join our growing DER East division (flexible regarding location)). The Principal Seller will serve as a sales leader for our Distributed Energy Resources (DER) business, which includes front-of- and behind-the-meter solar, energy storage, fuel cells, and other dispatchable and resilient generation technologies. This role is responsible for sourcing, structuring, and closing high-value DER projects, driving revenue growth, and expanding McKinstry's market share as a designer, builder and operator of DER projects across the eastern US.

The ideal candidate is a high-energy, results-driven sales executive with a proven track record of closing large-scale DER deals, strong industry relationships, and the ability to strategically position McKinstry's solutions in a highly competitive landscape.

Additional responsibilities include:

• Own and execute the DER sales strategy, ensuring a strong pipeline of high-value projects.
• Identify key markets, customer segments, and emerging opportunities to drive revenue growth.
• Develop customized energy solutions that align with client needs, regulatory incentives, and financial objectives.
• Collaborate with the west coast DER sales team to refine market positioning and strategic initiatives.

• Lead the origination, negotiation, and closing of complex DER transactions, including EPC agreements,PPAs, and energy-as-a-service models.
• Drive end-to-end sales execution, ensuring seamless transition from deal closure to project implementation.
• Work with finance and legal teams to structure commercially viable and scalable energy contracts.
• Meet or exceed annual sales targets, consistently delivering multi-million-dollar revenue growth.

• Develop and maintain high-value client relationships, engaging with C-suite executives, facility managers, and sustainability teams.
• Act as a trusted advisor, educating clients on the financial and operational benefits of DER solutions.
• Represent McKinstry at industry conferences, trade shows, and networking events to generate new business.
• Build strategic alliances with utilities, developers, and financing partners to enhance sales opportunities.

• Stay ahead of DER market trends, regulatory changes, and emerging technologies to position McKinstry competitively.
• Monitor policy developments and incentive programs (IRA, ITC, tax credits, grants) to optimize project economics.
• Provide feedback to the east coast DER team on customer needs and project feasibility.

• Partner with project development, engineering, and operations teams to ensure successful project execution.
• Work closely with the marketing team to refine messaging, thought leadership, and customer engagement strategies.
• Support the east coast DER team leadership in setting revenue forecasts and tracking performance against targets.

• 10+ years of experience in renewable energy, onsite generation, distributed energy sales, or infrastructure project development.
• Proven track record of closing multi-million-dollar energy projects with IPP, developer, commercial, industrial, and/or utility clients.
• Expertise in EPC agreements, PPAs, energy performance contracts, and/or energy-as-a-service models.
• Strong background in financial modeling, deal structuring, and contract negotiations.
• Deep knowledge of DER technologies, utility markets, and energy policy incentives.
• Experience engaging with C-level decision-makers and managing long-cycle sales…