Capstone Green Energy · 1 day ago
Sales Executive – Business Development Manager
Los Angeles, CA
Full-time
Onsite
Mid, Senior Level
$125K/yr - $160K/yr
5+ years expCapstone Green Energy is focused on distributed generation solutions, and they are seeking a Sales Executive – Business Development Manager to identify, develop, and close opportunities for their power generation equipment. This role involves managing the full sales cycle and driving revenue growth through value-based selling and relationship building.
Renewables & Environment
Responsibilities
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
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)
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
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
Qualification
Required
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
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)
Benefits
Commission
Benefits
Car allowance (if applicable)
Company
Capstone Green Energy
For over three decades, Capstone Green Energy has been at the forefront of microturbine technology, revolutionizing how businesses manage their energy supply.
51-200 employees
Funding
Current Stage
Growth StageLeadership Team
John Juric, MBA, CPA
Chief Financial Officer
Recent News
Business Wire
2025-11-26
2025-11-24
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