Director of Large Scale Regional Sales (West Coast)

Why Work at SMA America

At SMA America, we believe in Energy that Changes. Since 1981, we’ve been developing innovative solar technology that simplifies, secures, and enhances the performance of photovoltaic systems — all while pushing the boundaries of what’s possible in clean energy.

But we’re not just transforming power — we’re empowering people.

We’ve built a culture where bold ideas are welcomed, collaboration is second nature, and your career growth truly matters. With our Rocklin, CA headquarters as the hub, we offer a hybrid work model, competitive benefits, and a team-driven environment where your impact is seen and felt.

Whether you’re a sales expert, service pro, or engineering innovator, if you’re ready to join a purpose-driven team committed to shaping the future of energy — we’d love to meet you.

POSITION OVERVIEW

We are seeking a Director of Large Scale Regional Sales (West Coast) to lead and develop a regional sales team responsible for achieving both team and individual revenue targets across the West Coast territory. This position owns all sales-related decisions within the region, ensuring alignment with overall company strategy and driving consistent execution across utility-scale solar and energy storage solutions. The Director of Large Scale Regional Sales (West Coast) serves as a critical link between the regional team and SMA America by fostering communication, accountability, and high performance.

This role reports directly to the VP of Large Scale Sales and follows a fully remote work model. Candidates must be based in or have deep market familiarity with the West Coast region.

PRIMARY DUTIES / RESPONSIBILITIES

Regional Sales Leadership

• Develop and execute the regional go-to-market strategy for utility-scale solar solutions including hardware, EPC, project development, and full-scope services across the West Coast territory
• Own quarterly and annual sales targets across the region
• Drive strategic engagement with key accounts including utilities, IPPs, developers, and EPC firms
• Oversee the full sales cycle from lead generation and qualification through proposal, negotiation, and contract execution
• Support the team in navigating complex utility-scale project sales including multi-party negotiations

Team Management and Development

• Lead, coach, and develop a team of regional sales professionals, conduct regular performance reviews, and support professional development plans
• Set clear goals, KPIs, and performance expectations for direct reports
• Foster a high-performance, accountable, and collaborative sales culture

Cross-Functional Collaboration and Market Intelligence

• Ensure CRM (Salesforce) is accurately maintained with up-to-date pipeline data
• Collaborate with internal stakeholders including Product, Engineering, Finance, Legal, Service, and Project Management to ensure customer requirements are met
• Provide market intelligence and customer feedback to inform product roadmap and strategy
• Stay abreast of regional market trends, regulatory developments, RFP opportunities, and competitor activity
• Represent the company at industry events, conferences, and customer meetings as a regional thought leader
• Other duties as assigned

REQUIRED QUALIFICATIONS

• Bachelor's degree in Business, Engineering, Renewable Energy, or equivalent experience required
• Minimum of 8 to 10 years of experience in B2B sales, with at least 5 years in utility-scale solar or renewable energy
• Minimum 2 years of experience leading and mentoring successful sales teams
• Proven track record managing large, complex customers in cross-functional matrix environments with lengthy design, qualification, and project sales cycles across multiple decision-makers
• Solid knowledge of the solar industry including both PV and energy storage
• Deep understanding of utility-scale project development cycles, PPAs, grid interconnection, and capital structures
• Experience developing and executing business models and selling to executive-level clients
• Experience understanding financial models and customer financial decision-making criteria
• Strong commercial acumen and negotiation skills
• Proficiency in Microsoft Office Suite and Salesforce or equivalent CRM
• Strong written and verbal communication skills in English
• Willingness to travel regionally 30 to 50%

PREFERRED QUALIFICATIONS

• Strong regional network of developers, utilities, EPCs, and energy buyers across the West Coast
• Strong understanding of policy and regulatory frameworks in the West Coast market
• Familiarity with energy storage integration and grid-scale battery systems
• Experience managing teams in a remote, matrixed organization
• German and/or Spanish language proficiency is a plus

WE OFFER

• Base salary range of $130,000 to $180,000 annually, plus variable compensation of $50,000, with total target compensation of $180,000 to $230,000 depending on experience and qualifications
• Remote work schedule
• Comprehensive benefits including health, dental, and vision coverage including $0 premium options
• 401(k) plan with company match
• Opportunities for professional development and training
• Inclusive, collaborative, and innovative work environment

Our EEO Policy 

We are an equal opportunity employer and we make our employment decisions on the basis of merit and without regard to one’s race, color, creed, sex (includes gender, pregnancy, childbirth and related medical conditions), gender identity, religion, marital status, age (over 40), national origin or ancestry, physical or mental disability (includes HIV/Aids), medical condition (cancer, genetic characteristics), veteran’s status, sexual orientation, or any other consideration made unlawful by law.

In accordance with applicable law protecting qualified individuals with known disabilities, SMA will attempt to reasonably accommodate qualified applicants with known disabilities, unless doing so would create an undue hardship on SMA. Any qualified applicant with a disability who believes he or she requires an accommodation in order to perform the essential functions of the job for which he or she is applying should identify the accommodation(s) needed in the application.

Our Privacy Policy

During your job application or recruitment process with us: (a) SMA may collect your personal information directly from you, such as when you submit your application and resume on our online portal or when you have job interviews with us. We may also obtain your personal information from third parties, including but not limited to your former employers, background or employment check service providers or third-party recruiters; and, (b) SMA may use or process applicants' personal information for relevant purposes including but not limited to general communications with you, identity verification, background or employment checks, determination of eligibility, and making hiring decisions. For successful job applicants who become SMA’s staff, we may retain and integrate your personal information collected during the recruitment process into your records at SMA. For unsuccessful job applicants, [SMA may retain your application for internal records or for future recruitment purposes].

If you are a California resident, you have specific rights regarding your personal information under the California Consumer Privacy Act of 2018, as amended including by the California Privacy Rights Act of 2020, and its implementing regulations (the “CCPA”). This Company Personnel and Covered Individuals Privacy Notice for California Residents issued by SMA is applicable to you and explains your CCPA rights and our collection, use or disclosure of your personal information.

If you have any question regarding our privacy policy, please contact us at US_DataPrivacy@sma-america.com