Director, Energy Sales

Accountabilities: Identify, qualify, and develop new electrolyzer sales opportunities across South America, ranging from multi-megawatt industrial projects to export-scale developments exceeding 100 MW. Build and maintain a robust, well-documented sales pipeline, ensuring accurate opportunity tracking and account management in Salesforce. Lead the full sales cycle, including initial customer engagement, needs assessment, feasibility discussions, budgetary and firm proposals, pre-FEED/FEED support, pricing strategy, negotiations, and contract signature. Negotiate complex commercial agreements, including equipment supply contracts, long-term service agreements (LTSAs), performance guarantees, and related contractual terms. Achieve annual bookings, margin, and pipeline targets while providing accurate monthly and quarterly forecasts to global sales leadership. Build and maintain trusted senior-level relationships with project developers, industrial off-takers, energy majors, oil and gas companies, utilities, EPC contractors, and port authorities throughout the region. Structure commercially competitive and financeable proposals, collaborating with customers, lenders, and advisors on scope of supply, Incoterms, warranties, availability guarantees, service agreements, and independent engineering reviews. Coordinate cross-functional teams across application engineering, proposals, product management, legal, finance, and project execution to deliver technically sound and profitable offers without direct managerial authority. Develop strategic relationships with EPCs, local integrators, renewable energy developers, development banks, export credit agencies, and financing partners, including institutions such as BNDES and IDB Invest. Monitor regional policy developments, incentive programs, certification requirements, tenders, and competitor activity, sharing structured market intelligence to inform commercial strategy, pricing, and product development. Represent the organization at industry conferences, government and industry association forums, and customer events across South America. Maintain accurate CRM records and comply with established deal review, approval, and commercial risk management procedures. Requirements: Bachelor's degree in Engineering, Business, or a related discipline; an MBA or master's degree is preferred. At least 10 years of B2B sales and business development experience involving complex capital equipment, integrated solutions, or large-scale projects in energy, oil and gas, chemicals, power, industrial gases, or related industries. Proven track record of originating, negotiating, and closing multi-million-dollar contracts involving capital equipment, technology solutions, or EPC-type projects with long sales cycles and multiple stakeholders. Direct experience in hydrogen, electrolysis, renewable energy, fuel cells, industrial gases, ammonia, methanol, or related energy transition markets is strongly preferred. Established network of senior decision-makers across South American project developers, industrial organizations, energy companies, EPC contractors, financial institutions, and relevant government stakeholders. Strong understanding of project development, structured commercial agreements, and project finance, including guarantees, risk allocation, bankability requirements, and investment decision processes. Consultative and solution-oriented sales approach, supported by sufficient technical knowledge to discuss electrolyzer systems, balance of plant, renewable power integration, and related technologies. Demonstrated ability to negotiate high-value commercial agreements, manage pricing and margins, and exercise sound commercial judgment. Experience influencing and coordinating multicultural, geographically distributed, cross-functional teams without direct reporting authority. Excellent communication, presentation, negotiation, and stakeholder management skills, with the ability to engage effectively with executives, engineers, financiers, government representatives, and strategic partners. Strong familiarity with regulatory frameworks, procurement practices, and business cultures across South American markets. Proficiency in Salesforce or comparable CRM platforms and Microsoft 365 applications, including Word, PowerPoint, Excel, Outlook, and Teams. Fluency in Portuguese, Spanish, and English, both written and spoken. Authorization to work in Brazil or the relevant South American country of residence for remote-based candidates. Willingness and ability to travel extensively across South America and internationally, including to facilities in the United States and Europe. High standards of professionalism, integrity, and business ethics, with a strong commitment to compliance with applicable anti-corruption, trade, and regulatory requirements. Self-motivation and the ability to operate independently as a senior individual contributor in a remote or small-office environment while maintaining strong connections with a global organization. Benefits: Full-time, salaried position. Remote working arrangement in Brazil, preferably based in Rio de Janeiro; exceptional candidates elsewhere in South America may be considered. Opportunity to contribute to the expansion of green hydrogen and large-scale renewable energy infrastructure across South America. Senior-level commercial ownership and visibility within a global energy technology organization. Collaboration with international teams across engineering, product, finance, legal, and project execution. Exposure to major industrial, infrastructure, and energy transition projects. Opportunity to build strategic partnerships with developers, utilities, EPC contractors, and financing institutions. Approximately 25–50% regional and international travel. Specific salary figures, healthcare coverage, insurance, paid leave, and additional benefits are not detailed in the job description.