Account Manager - Commercial Buildings

Market Development Partner - Commercial Buildings

Edo partners with utilities to transform commercial buildings into efficient contributors to the electric grid. We have a bold vision: a future where clean energy is reliable, affordable, and empowers communities everywhere. The energy sector is undergoing its most dramatic transformation in decades, with the U.S. power grid being reimagined to meet evolving technological, environmental, and economic needs. Edo develops innovative energy efficiency and demand flexibility solutions that help utilities and building owners navigate this shift while ensuring grid reliability and operational efficiency. Let's shape the future of energy together.

The Opportunity with Edo

We are adding a Market Development Partner - Commercial Buildings to our growing Edo Platform division in Seattle, WA. The Market Development Partner is a functional lead role responsible for converting qualified target buildings into program participants across current utility and virtual power plant programs, as well as future building services platform offerings. This role owns building engagement strategy, motion design, and execution across a national footprint, and is expected to scale the function over time as utility program growth increases recruitment volume. Responsibilities include:

• Define and continuously improve Edo's building adoption strategy, including channel mix, outreach methods, messaging, partner selection, and acquisition effort economics.
• Design and run experiments to identify which business development motions perform best across program types, building types, and geographies, and evolve the recruitment playbook based on market learnings.
• Lead the adoption motion end to end, from target building identification and qualification through outreach, value proposition delivery, objection handling, negotiation, and execution of building participation agreements.
• Manage the building business development pipeline, including stage tracking, conversion performance, forecasting, weekly leadership reporting, and delivery of quarterly building counts against program ramp targets.
• Own Building Acquisition Cost as a primary metric, lead the Improve Effectiveness 2026 strategic initiative, and build and lead a team of business development specialists as volume scales.

What You Need to Succeed at Edo

• 8+ years of progressive experience in commercial and industrial energy programs, utility program design or implementation, business development, field sales, or a related recruitment function.
• Working knowledge of utility program structures, demand flexibility or virtual power plant concepts, and commercial building decision-making processes.
• Demonstrated ability to define and execute a disciplined recruitment or sales motion, including pipeline management, conversion analysis, forecasting, and unit economics.
• Demonstrated commercial accountability for outcomes such as customer acquisition cost, conversion rates, or comparable metrics.
• Strong communication, negotiation, and relationship-building skills with commercial building owners, operators, and internal cross-functional stakeholders.
• Ability to interpret technical building characteristics, program qualification criteria, and regulatory constraints in support of recruitment decisions and successful handoff to activation teams.
• Experience working effectively across functions including sales, marketing, delivery, and operations.

PeopleFirst Benefits

When it comes to the basics, we have you covered:

• Competitive pay
• 401(k) with employer match and profit-sharing plan
• Paid time off and holidays
• Comprehensive medical, prescription, dental, and vision with low or zero deductible options and low out of pocket maximums

People come first at Edo, and we go beyond the basic benefits with:

• Family formation benefits, including adoption and IVF assistance
• Up to 8 weeks paid parental leave
• Transgender inclusive benefits
• Commuter benefits
• Pet insurance
• "Building Good" paid community service time
• Learning and advancement opportunities via McKinstry University
• Onsite gyms or reimbursement for remote workers

See benefit plan documents for complete details.

If you're driven by our vision to build a thriving planet together, Edo is the place to build your career.

The pay range for this position is $102,600 $164,700 per year; however, base pay offered may vary depending on job-related knowledge, skills, and experience. A bonus may be provided as part of the compensation package, in addition to a full range of medical, financial, and/or other benefits, dependent on the position offered. Base pay information is based on market location.

The McKinstry group of companies are equal opportunity employers. We are committed to providing equal employment opportunities to all employees and qualified applicants without regard to sex, gender identity, sexual orientation, age, race, color, creed, marital status, national origin, disability, veteran status, genetic information or any other basis protected by law. This policy applies to all terms and conditions of employment including, but not limited to employment, advancement, assignment, and training. This commitment to Equal Employment Opportunity is made equally as a social responsibility and as an economic and business necessity.

McKinstry is a drug-free workplace. Employment is contingent upon successfully passing a pre-employment drug and alcohol test, complying with the requirements of the Immigration Reform and Control Act and a Confidentiality Agreement, in addition to successful outcomes of background and reference checks.

Applicants for this role will only be considered if they possess current US Work Authorization, and do not require employer-sponsored VISA support to begin or remain in this role.