Senior Business Development Manager

Ellume Technologies Inc. is a full-stack renewable energy company headquartered in Redondo Beach, California. We own and operate solar, wind, and battery storage assets, and we build industrial-grade software to manage them. Our products serve utility-scale IPPs, BESS portfolio operators, and C&I solar developers across North America. We've built three core products: Ellume 360 (unified fleet monitoring), Ellume Vector (physics-aware AI diagnostics that eliminate 90% of false positives), and Ellume Bridge (the industry's first context-aware NERC GADS compliance engine).

Our motto: Physics is the Law, AI is the Lever.

You will be the enterprise sales engine for Ellume's North America business, closing $75K–$250K ARR deals with US-based decision-makers. This is a full-cycle hunter role: you own the deal from prospect identification through contract signature. You will sell into VP/Director/CTO/CFO-level buyers at renewable energy operators managing 100+ MW portfolios.

You are not supporting someone else's pipeline. You are building and closing your own. The deals are complex (4–6 stakeholder committees, 3–6 month cycles), the buyers are sophisticated (they manage $100M+ asset portfolios), and the product is technical (you need to understand the physics of why a solar string degrades or a BESS cell overheats). This role requires someone who can operate at the intersection of domain expertise, consultative selling, and commercial execution.

• Own a $350K–$400K annual ARR quota focused on utility-scale solar/wind IPPs and BESS portfolio operators across the United States and Canada.
• Run the complete sales cycle: account research, outbound prospecting, discovery calls, POC coordination, commercial proposal development, negotiation, and close.
• Navigate 4–6 stakeholder decision committees including VPs of Asset Management, CTOs, CFOs, compliance teams, and insurance underwriters.
• Present ROI-first business cases to C-suite buyers. You will need to articulate yield recovery math, compliance risk quantification, and truck roll economics — not feature lists.
• Coordinate with Ellume's engineering team in India to deliver POCs. Translate sales requirements into product delivery actions.
• Operate fluently across US business hours (EST/CST/PST overlap). This role requires consistent availability during US morning hours (evening IST) for prospect calls and demos.
• Build and maintain 3x pipeline coverage against quota. Weekly pipeline reviews, CRM hygiene, and accurate forecasting are non-negotiable.
• Contribute to Ellume's thought leadership by providing market intelligence, competitive insights, and customer feedback to the product and marketing teams.

The ideal candidate is not a generic B2B SaaS seller. You understand renewable energy operations, or you understand enterprise software sales into technical buyers, and you're ready to learn the domain fast.

• 5–10 years of experience in B2B enterprise sales, business development, or strategic account management. Proven track record of closing $50K+ deals.
• Renewable energy or power infrastructure domain knowledge is strongly preferred. You should understand what an IPP does, what O&M margin means, what NERC compliance involves, and why a false positive alarm at 2 AM costs real money.
• Experience selling to US or international enterprise buyers. You must be comfortable leading calls with VPs and C-suite executives at US companies. Fluent, confident English is essential — written and verbal.
• Consultative selling ability. You don't pitch features; you diagnose business problems and quantify the cost of inaction. You build ROI cases, not slide decks.
• Technical fluency. You don't need to write code, but you need to understand SCADA data, inverter performance, string degradation, thermal runaway risk, and the difference between pattern-matching AI and physics-based diagnostics.
• Self-directed execution. You will build and execute territory plans, outbound sequences, and deal strategies.
• Comfortable with US time-zone overlap. Consistent availability during US business hours (typically 6:30 PM–11:30 PM IST for EST, later for PST) is a core requirement, not an occasional ask.

• Prior roles at: Envision Digital, ReNew, Sprng Energy, Sterling & Wilson, Tata Power Solar, Mahindra Susten, Adani Green, CleanMax, Fourth Partner Energy, Azure Power, Hero Future Energies, or comparable.
• Or: Energy practice at Deloitte, EY, McKinsey, BCG, PwC, KPMG, Accenture, or L&T Technology Services.
• Or: Enterprise SaaS sales for industrial/energy software platforms (OSIsoft/AVEVA, Uptake, SparkCognition, AutoGrid, Stem, PowerFactors, AlsoEnergy).
• MBA or engineering degree from a reputed Indian institution (IIT/IIM/BITS/NIT or equivalent).
• Experience with CRM tools (HubSpot, Salesforce) and outbound prospecting platforms (LinkedIn Sales Navigator, Apollo, ZoomInfo).

Send your resume and a brief note (3–4 sentences) on why you're the right fit to [Confidential Information] with the subject line: Sr. BDM — [Your Name].

If you have specific experience in renewable energy O&M, NERC compliance, or enterprise SaaS sales to US buyers, mention it explicitly. We read every application. Generic cover letters go to the bottom of the pile.