Antora builds and deploys thermal energy storage to power always-on industrial operations and data centers with low-cost energy. Factory-built in California, Antora’s thermal batteries deliver reliable and cost-effective heat and power for industrial loads of any size. Antora is electrifying global industry while supporting U.S. manufacturing jobs, lowering costs for energy consumers, and enhancing the competitiveness of American industry.
We are growing our company with people who put team and mission first, value connection through laughter and joy, and build with humility and openness. We are committed to continue building a diverse, passionate, and creative team dedicated to a future where every industrial facility, everywhere on earth, is powered by abundant, clean, low-cost energy.
Position Summary
The Principal, Power Procurement will lead complex utility tariff negotiations, originate off-take agreements with utilities, and set consistently high standards for deal execution across the Energy team. This role combines deep, hands-on deal negotiations and ownership, with mentorship for a growing team of deal leads who negotiate energy service agreements, custom tariffs, infrastructure arrangements with utilities, and power purchase agreements across multiple ISOs. The Principal will set deal standards, architect first-of-kind commercial structures, and serve as a trusted escalation point for resolving negotiations aligned with business objectives.
Roles & Responsibilities
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Deal Leadership & Origination
- Lead marquee negotiations for utility tariffs and energy service agreements across US markets, including novel tariff structures, custom rate arrangements, and non-standard commercial terms.
- Originate capacity and power sales, including negotiating MOUs, term sheets, and off-take agreements with hyperscalers, utilities, and other large-load customers.
- Architect first-of-kind deal structures tailored to Antora's unique load profile, flexible, dispatchable thermal energy storage, navigating ambiguity where precedent doesn't exist.
- Serve as the primary escalation point for deal team members when negotiations encounter novel risks, counterparty resistance, or deviations from established playbooks.
- Coordinate with Finance, Legal, Policy, and Engineering to align commercial terms with project economics, risk appetite, and technical constraints.
Team Mentorship & Deal Standards
- Mentor and develop deal leads across utility negotiations, providing coaching on negotiation strategy, counterparty management, contract redlining, and commercial judgment.
- Establish and maintain deal standards: term sheet templates, negotiation playbooks, deviation thresholds, and risk escalation frameworks that enable the team to execute efficiently while maintaining quality.
- Conduct regular deal reviews, providing substantive feedback on models, redlines, and negotiation positioning; raise the bar on the quality of decision memos and internal deal presentations.
- Build a culture of commercial rigor, ensuring the team can articulate the "why" behind every material term and defend Antora's positions with data and market context.
Utility & Counterparty Relationships
- Build and maintain senior-level relationships with utility executives, regulatory stakeholders, and key counterparties across priority ISOs/RTOs.
- Represent Antora in high-stakes utility meetings, regulatory workshops, and industry forums where commercial credibility and deep expertise matter.
- Partner with Business Development to qualify and advance opportunities, ensuring smooth handoffs from early engagement to active negotiation.
Strategic Input
- Advise the VP, Energy on market-level commercial strategy, including where to deploy negotiating resources, which tariff pathways to prioritize, and how deal terms should evolve as the business scales.
- Identify patterns across deals, common counterparty objections, emerging tariff structures, regulatory shifts, and translate these into proactive strategy adjustments and playbook updates.
- Support investor discussions and project financings by providing credible, experienced perspective on commercial deal structures and pipeline quality.
Key Qualifications
- 12+ years of experience in power procurement, energy origination, utility negotiations, or energy commercial roles, with a demonstrated track record of closing complex energy transactions.
- Closed 8+ PPAs, energy service agreements, or equivalent utility contracts; experience negotiating at least 3 original or custom tariff structures.
- Deep expertise in utility tariff design, wholesale power markets, and the commercial mechanics of how large loads contract for energy and grid services.
- Proven ability to mentor and elevate commercial teams, whether through formal management or as a senior IC who sets standards and coaches others.
- Experience negotiating with sophisticated counterparties (utilities, hyperscalers, IPPs) in multiple ISOs/RTOs; comfort navigating novel deal structures where precedent is limited.
- Strong commercial judgment with ability to balance speed, risk, and value capture in fast-moving deal environments.
- Exceptional communication skills, able to distill complex commercial dynamics into clear recommendations for leadership and external stakeholders.
Additional Qualifications Desired
- Experience with energy storage, thermal storage, or flexible load commercial structures.
- Background in storage, capacity sales, or hyperscaler energy procurement.
- Experience in high-growth or start-up environments where commercial processes and team structures are still being built.
- Existing senior relationships with utility procurement/rates teams and ISO/RTO stakeholders in MISO, SPP, ERCOT, or PJM.
Work Location: Remote, US
Salary Range: $217,000 USD - $260,000 USD
Salary Basis: Annual
Please note that the salary range listed above reflects Antora Energy's estimated pay for this position. The actual salary offered will be within the posted range and determined based on several factors including but not limited to a candidate's experiences, credentials and expertise, as they pertain to the position's requirements.
In addition to a competitive base salary, Antora Energy’s Total Rewards program includes equity compensation in the form of stock options, a premium health benefits package with life and disability insurance, a 401K plan with employer contributions, flexible spending accounts, and an industry leading paid-time-off policy that features flexible and inclusive holiday observance, as well as paid volunteer time off.
When it comes to stopping climate change, we need everyone. We believe that having a diversity of backgrounds and experiences strengthens all of us, and we strive to create an environment where every one of us is empowered to create meaningful change.
