Head of Sales

About the role

Heron Power is seeking a Head of Sales to manage the complete sales cycle for our power electronics, focusing on solar and storage. This role involves developing new accounts, building a sales team, and establishing processes to grow revenue. You will be a key leader, translating customer needs into product priorities and securing deals. The position requires deep ownership of the end-to-end commercial workflow, from identifying strategic opportunities to ensuring successful project execution. You will act as the primary architect of our sales strategy in the renewable and storage markets. Success in this role will be defined by your capacity to drive sustainable, long-term growth through structured pipelines and strong partnerships. You will own the narrative of Heron Power in the field, aligning our solutions with the toughest market demands.

Key facts

What you'll do

• Architect and oversee the end-to-end sales pipeline for IPP and solar/storage segments, managing every phase from initial engagement to final closure.
• Build, mentor, and direct the account management function, including strategic territory design, recruitment, and performance management of the team.
• Own the strategic expansion of relationships with marquee developers, IPPs, and storage integrators, securing master service agreements and winning large-scale project supply.
• Engineer and negotiate intricate commercial structures, such as master supply agreements, project-specific supply contracts, and long-term service level agreements.
• Drive achievement of critical financial metrics, including booking volumes, top-line revenue, and targeted profitability across the entire product portfolio.
• Create and refine the end-stage sales methodology, incorporating lead scoring, detailed pipeline stages, precise opportunity tracking, and accurate forecasting models.
• Partner with Commercial Operations to conduct rigorous deal analysis, optimize pricing frameworks, and generate actionable sales insights while maintaining strict CRM discipline and data integrity.
• Embed long-term value into customer propositions by integrating warranties, service level agreements, and ongoing service offerings directly into contract structures.
• Serve as the definitive customer advocate inside the commercial and product leadership teams, channeling market feedback into strategic product and pricing decisions.
• Foster durable, trust-based partnerships with developers, IPPs, EPC firms, and BESS integrators to support every phase of the customer lifecycle.
• Champion consistent post-sale engagement that drives high satisfaction, repeat business, and compelling organic referrals.
• Define and uphold the commercial standards and operational excellence that scale as Heron Power grows into a major industry player.
• Identify and pursue adjacent opportunities in power electronics, ensuring the sales strategy keeps pace with product evolution and market expansion.
• Lead cross-functional alignment sessions to ensure commercial, technical, and operational teams are synchronized on priorities and commitments.

Requirements

• Hold a minimum of 10 years of cumulative sales and account management experience within the energy or infrastructure sectors, with a consistent record of surpassing established targets.
• Demonstrate direct, substantive experience selling to IPPs, renewable energy developers, or organizations focused on solar and storage integration, with a network of trusted industry contacts.
• Show a proven capability to construct, lead, and develop high-performing sales teams, including hiring account managers, designing geographic territories, and implementing quota structures.
• Exhibit strong mastery over complex deal architecture, including mastery service agreements, supply contracts, and service level terms, and collaborate effectively with Commercial Operations on pricing strategy, project financial modeling, and incentives such as IRA mechanisms including 45X and ITC.
• Communicate with precision and persuasiveness when engaging product, engineering, finance, and customer success teams at both strategic and operational levels.
• Operate effectively as an entrepreneur within a dynamic startup environment, navigating ambiguity and adapting swiftly to shifting priorities and emerging challenges.
• Maintain a disciplined, data-driven approach to pipeline management, ensuring transparency, accuracy, and reliability in forecasting and reporting.
• Display integrity and professionalism in all stakeholder interactions, representing Heron Power with credibility and long-term relationship focus.

Nice to have

• Hands-on background selling inverters, power electronics, or other new energy hardware during initial deployment cycles.
• Practical familiarity with utility-scale project development cycles, procurement processes, and commissioning procedures.
• Working knowledge of medium-voltage systems and how these technologies apply to renewable energy projects or data center infrastructures.
• An extensive, well-established network of contacts across the IPP, utility-scale solar and storage, or data center infrastructure sectors.

Practical notes

Competitive compensation includes salary and equity, along with comprehensive benefits. This is an onsite role in Scotts Valley requiring consistent presence and engagement.