Director - Business Development Energy Utilities

Who We Are

Oncourse Home Solutions, also operated as American Water Resources, is a trusted home protection provider helping homeowners across the country protect what matters most. We are a $500 million organization backed by private equity firm Genstar Capital, serving 2 million customers across 48 states. We partner with 25+ utilities and municipalities (and growing!) to provide customized solutions tailored to any community - delivering real value where people live. We help homeowners protect the essential systems that keep their homes running - from HVAC, appliances, and electrical to water, sewer, gas lines, and more - so they can avoid the stress and financial impact of unexpected repairs. Our work helps homeowners stay safe, comfortable, and confident in their homes every day.

At Oncourse, our people are what makes that possible. We call ourselves SUPERs - Successful, United, Progressive, Empathetic, and Reliable - because that’s how we show up for our customers and for each other. We invest in our employees through competitive benefits, an inclusive culture, and employee-led resource groups that strengthen connection, community, and belonging across the company.

As an equal opportunity employer, our employment decisions are based on business needs, job requirements and individual qualifications without regard to race, color, religion, age, sex (including pregnancy), sexual orientation, gender identity, national origin, ancestry, marital status, parental status, mental or physical disability, military or veteran status, or any other basis protected by federal, state, or local law. Oncourse Home Solutions is committed to recruiting and retaining talented applicants and to providing all employees with a workplace free from discrimination and/or harassment.

Position Summary

The Director, Business Development, Energy Utilities is a senior new-business hunter charged with winning new enterprise B2B2C partnerships across energy utilities, including gas and electric investor-owned utilities (IOUs). This is a high impact, quota-carrying seat for an experienced hunter who thrives in complex, multi-stakeholder selling environments and has the discipline to manage long, relationship influenced and procurement-driven sales cycles from first contact to signature. Reporting to the SVP, Chief Business Development Officer, the Director owns the full sales cycle for the assigned prospects, from prospecting and stakeholder mapping through RFP/RFI response, consultative solution design, negotiation, and contract execution, translating OHS's B2B2C value proposition into a compelling, tailored offering for each prospective partner. This is a hunter role, not an account management role: the Director builds and converts a disciplined pipeline of new enterprise accounts, working cross-functionally with Product, Legal, Finance, Marketing, and Operations to ensure new partnerships are executable and scalable at launch.

The role can be based in any major metropolitan area within the Eastern or Central time zones and requires the ability to travel (up to 50%) to engage prospective partners, attend industry events, and support proposal and contract milestones. This is a strong fit for a driven, competitive new-business hunter who wants to build a career-defining book of business inside a fast-paced, rapidly growing enterprise, and who will serve as a visible ambassador for OHS in the energy utility sector as the company expands its footprint with gas and electric IOUs.

Responsibilities include but are not limited to:

• Develop and execute territory and account-based prospecting strategies across assigned energy utility accounts (gas and electric IOUs) in the Eastern and Central time zones, including target account selection, stakeholder mapping, and value proposition alignment to build a qualified new-business pipeline.
• Own the full RFP/RFI response process for assigned opportunities, coordinating with Product, Legal, Finance, and Marketing to develop compelling, compliant, and competitively differentiated proposals.
• Lead consultative sales conversations and discovery sessions with prospective energy utility stakeholders to uncover needs and translate them into a tailored B2B2C solution and business case.
• Negotiate commercial terms, pricing, and contract structure with new enterprise prospects, coordinating executive involvement on highest-visibility opportunities to drive deals to signature.
• Develop and deliver executive-level sales presentations and business cases that translate OHS's value proposition and market data into a compelling growth narrative for prospective partners.
• Maintain a disciplined and accurately forecasted new-business pipeline for the assigned territory, including funnel management, deal stage tracking, and win/loss analysis.
• Serve as the primary point of contact for prospective partners throughout the sales cycle, coordinating internal stakeholders across Product, Operations, Legal, Marketing, and Finance to ensure new partnerships are executable at launch.
• Develop and maintain detailed stakeholder maps and account plans for each target prospect, ensuring structured, multi-threaded engagement across all levels of the prospect's organization.
• Represent OHS at industry conferences, energy utility association events, and prospect meetings, building the relationships and market presence that generate new pipeline.
• Collaborate with the Product and Marketing teams to package and position OHS's product portfolio to address the specific needs of water/sewer utilities and municipal partnerships.
• Provide ongoing market intelligence and competitive landscape insights from the energy utility market to inform OHS's go-to-market strategy, pricing approach, and product roadmap.
• Determine and prioritize territory travel and in-person prospect engagement (up to 50% travel), aligning travel to deal stage, prospect priority, and overall pipeline impact.
• Incorporate complex regulatory, governance, and procurement dynamics specific to gas and electric IOU buyers into deal strategy, engagement planning, and executive alignment, in partnership with internal leadership and legal advisors.

We're Excited if this is You!

Experience and Qualifications of the Role:

• Minimum 6+ years of progressive enterprise B2B2C business development experience closing large, multi-year, multi-stakeholder deals.

• Demonstrated track record of winning new enterprise B2B2C partnerships and hitting/exceeding sales targets through a consultative, value-based sales approach in high-visibility commercial environments.

• Proven ability to influence C-level executives and navigate multi-layered organizations, including committees, boards, and operational stakeholders, to drive alignment and win new commercial agreements.

• Proven success navigating procurement-driven sales cycles (RFP/RFI) and long-cycle (6–18+ month) deals within energy utilities (gas and electric IOUs) or similarly complex, regulated industries.

• Experience developing and delivering territory sales strategies, account-based prospecting plans, and executive-level proposals and presentations for high-visibility, complex new-business opportunities.

• Proven ability to lead complex, multi-party negotiations including pricing, deal structure, and contract terms, including situations where senior executive or C-suite stakeholders and/or utility regulators are actively involved in the close.

• Cross-functional leadership experience in matrixed organizations, aligning internal teams including Product, Legal, Finance, and Marketing around new-partnership commitments and outcomes.

• Direct experience selling complex stakeholder ecosystems such as insurance, financial services, or subscription-based B2B2C models.

Additional Comments and Requirements:

Ideal candidate profile: a hungry, driven, competitive new-business hunter with a demonstrated appetite for complex, long-cycle sales environments, who is energized rather than discouraged by procurement processes, building and cultivating relationships, multi-stakeholder buying committees, and extended timelines. OHS is in a fast-paced, rapidly growing phase as it expands into the energy utility sector, and this candidate should be excited to build a territory from the ground up inside that momentum.

Education:

• Bachelor’s degree in Business, Marketing, or a related field (required) OR equivalent experience.

Computer Skills Needed to Perform the Job:

• Proficiency in Microsoft Office

• Fluent user of CRM systems (e.g. Salesforce or equivalent)

• Experience with BI and analytics tools (e.g. Looker, Tableau, Power BI) to interpret performance data and support partner-facing presentations
• Familiarity with project management platforms (e.g. Asana, Monday.com) for cross-functional coordination and account planning

We offer a compelling total rewards package that includes a competitive base salary and comprehensive benefits to support your total wellbeing. The base pay range for this position is $178,840 - $247,500 Annual. The specific pay offered will depend on qualifications, experience, education and skill set. The compensation offered may also include an annual performance-based bonus, sales incentive plan or commission target.

Our benefits include, but are not limited to, healthcare, life insurance, paid time off, retirement, commuter benefits, and education reimbursement. Exact compensation may vary based on skills, experience, and location.

Join our SUPER Team and Enjoy Amazing Benefits!

• Competitive Compensation: We value your hard work and are proud of our competitive pay for performance philosophy.
• Comprehensive Health Coverage: Medical, dental, and vision insurance options, plus paid short-term and long-term disability coverage.
• 401(k) Plan with 4% Company Match: Secure your future with our robust retirement plan.
• Generous Paid Time Off: Take the time you need to recharge and relax.
• Education Assistance Program: Invest in your growth and development with our support.
• FSA/HSA Options: Flexible spending and health savings accounts to manage your transportation and dependent care expenses.
• Employee Wellness: Access to EAP, health, legal, and financial resources to support your overall well-being.
• Vibrant Company Culture: Monthly Townhalls, employee recognition programs, and Employee Business Resource Groups (EBRGs) to keep you engaged and connected.

Competencies:

Perseverance – Pursues everything with energy, drive, and a need to finish; seldom gives up before finishing, especially in the face of resistance or setbacks.

Negotiating – Can negotiate skillfully in tough situations with both internal and external groups; can settle differences with minimum noise; can win concessions without damaging relationships; can be both direct and forceful as well as diplomatic; gains trust quickly of other parties to the negotiations; has a good sense of timing.

Business Acumen – Knows how businesses work; knowledgeable in current and potential future policies, practices, trends, and information affecting his/her business and organization; knows the competition; is aware of how strategies and tactics work in the marketplace.

Action Oriented – Enjoys working hard; is action oriented and full of energy for the things that he/she sees as challenging; not fearful of acting with a minimum of planning; seizes more opportunities than others.

Interpersonal Savvy – Relates well to all kinds of people, up, down and sideways, inside and outside the organization; builds appropriate rapport; builds constructive and effective relationships; uses diplomacy and tact; can diffuse even high-tension situations comfortably.

Priority Setting – Spends his/her time and the time of others on what's important; quickly zeros in on the critical few and puts the trivial many aside; can quickly sense what will help or hinder accomplishing a goal; eliminates roadblocks; creates focus.

Drive for Results – Can be counted on to exceed goals successfully; is constantly and consistently one of the top performers; very bottom-line oriented; steadfastly pushes self and others for results.