Ameresco, Inc. (NYSE:AMRC) is a leading energy solutions provider dedicated to helping customers reduce costs, enhance resilience, and decarbonize to net zero in the global energy transition. We are a trusted, full-service partner to public sector and government entities, K-12 schools, higher education, utilities, and healthcare customers across the U.S., Canada, the U.K., and Europe.
At Ameresco, we show the way by developing, constructing and operating tailored smart energy efficiency solutions, distributed energy resources, and infrastructure upgrades that drive cost savings, resilience, decarbonization, and innovation. Our comprehensive portfolio is built to address the challenges of today and adapt the future, ensuring long-term sustainability and success for our customers.
Ameresco UK is seeking a commercially exceptional and strategically minded Commercial and Sales Director to lead and scale its UK sales function across complex decarbonisation and energy infrastructure solutions. The role will be central to accelerating growth, sharpening market focus, improving sales discipline, and converting a high-quality pipeline into profitable, deliverable revenue.
This is a leadership role for a proven sales executive who can operate at board level with customers, partners, investors, and internal stakeholders, while also building the structure, process, and culture required for consistent performance. The successful candidate will align commercial ambition with delivery capability and ensure that sales growth is translated into high-quality, executable projects.
The role will support Ameresco UK’s continued expansion across funded and customer-funded solutions, city-scale partnerships, and complex multi-technology propositions.
The Commercial and Sales Director will define and execute the UK sales strategy, lead business development activity across priority markets, and build a high-performing commercial function capable of delivering sustainable and profitable growth.
The role will focus on expanding Ameresco UK’s position in large-scale energy and infrastructure opportunities, strengthening strategic customer and partner relationships, and ensuring that all commercial activity is tightly aligned with engineering, construction, operations, risk, and delivery.
Key Responsibilities:
The role will focus on the following areas:
- Growth of utility-scale solar and battery opportunities where Ameresco can differentiate through development, integration, and delivery capability
- Expansion of commercial and industrial decarbonisation solutions, including rooftop solar, storage, energy efficiency, heat decarbonisation, and integrated behind-the-meter propositions
- Development of city and regional partnership opportunities, including large-scale public-private decarbonisation platforms and adjacent growth opportunities
- Selective progression of emerging infrastructure opportunities where early market positioning can create long-term advantage
- Building a proactive top-of-funnel engine, improving market outreach, partner-led origination, and bid conversion discipline
- Strengthening alignment between sales, technical, delivery, and operational teams so that opportunities are qualified, structured, and contracted on a deliverable basis
- Embedding a commercial culture of performance with clear accountability, robust pipeline management, and focus on profitable growth rather than volume alone
Sales Leadership and Strategy
- Define and lead the UK sales strategy in line with Ameresco UK’s growth ambitions and broader business plan
- Translate market opportunity into clear commercial priorities by sector, solution type, geography, and route to market
- Build and maintain a strong qualified pipeline across targeted revenue streams
- Lead annual and multi-year sales planning, including revenue targets, margin expectations, and conversion assumptions
- Identify and prioritise the highest-value opportunities for Ameresco UK based on market attractiveness, competitive position, and deliverability
Market Development
- Lead origination and pursuit of major opportunities across public and private sector markets
- Build Ameresco UK’s market presence in strategic growth areas including complex decarbonisation, city-scale partnerships, and large integrated infrastructure propositions
- Develop partner, framework, and channel strategies that expand access to new markets and customers
- Ensure Ameresco is positioned early in high-value opportunities and is shaping customer requirements where appropriate
Customer and Partner Engagement
- Build senior-level relationships with key customers, investors, developers, public bodies, and strategic partners
- Lead the commercial approach on major pursuits, including proposition development, negotiation strategy, and executive stakeholder management
- Support the development of compelling customer value propositions that combine technical credibility, commercial attractiveness, and delivery confidence
- Act as a senior external ambassador for Ameresco UK in the market
Commercial Governance and Conversion
- Own sales governance, including qualification standards, bid/no-bid discipline, forecasting accuracy, and pipeline review cadence
- Drive greater commercial rigour in opportunity shaping, pricing, risk allocation, and contract positioning
- Work closely with legal, procurement, technical, delivery, and finance teams to ensure proposals are robust and executable
- Improve conversion rates, sales cycle management, and quality of order intake
Cross-Functional Alignment
- Ensure the sales function works in full alignment with engineering, construction, implementation, operations, and finance
- Create a joined-up commercial-to-delivery model so that projects are pursued with clear ownership, scope definition, solution integrity, and execution planning
- Support development of segment strategies that match revenue ambition with technical and operational capability
- Help embed a culture where opportunity pursuit is grounded in delivery realism and margin discipline
Team Leadership and Capability Building
- Lead, coach, and develop a high-performing sales and business development team
- Build the right structure, capability, and sales management processes to support near-term performance and long-term scale
- Drive a performance culture with clear objectives, accountability, and measurable outcomes
- Support recruitment, succession planning, and capability building across the commercial function
- Promote best practice in CRM, reporting, market intelligence, and use of data and AI-enabled tools to improve commercial effectiveness
Minimum Qualifications:
- Bachelor’s degree in business, engineering, energy, or a related field, or equivalent commercial leadership experience
- Strong track record in senior B2B sales leadership within energy, infrastructure, renewables, utilities, or adjacent sectors
- Proven experience leading complex solution sales in multi-stakeholder environments
- Demonstrable experience managing senior customer relationships and closing large, strategic opportunities
- Full legal right to work in the UK
Experience Required:
- Significant experience in a senior commercial or sales leadership role
- Strong understanding of the UK energy transition market, including decarbonisation drivers, customer buying criteria, and market routes to revenue
- Experience in one or more of the following: solar, BESS, heat decarbonisation, energy efficiency, CHP, microgrids, city-scale infrastructure, or funded energy solutions
- Experience developing both direct and partner-led go-to-market models
- Strong commercial acumen, including pricing, contracting, risk management, and margin optimisation
- Experience implementing structured sales processes, CRM discipline, and forecast governance
- Evidence of building and leading high-performing teams through growth and change
Personal Attributes:
The successful candidate will be an energetic, credible, and commercially sharp leader with the ability to move between strategy and execution. They will be customer focused, highly collaborative, and confident operating at both executive and operational levels.
They should demonstrate:
- strong leadership presence and personal accountability
- excellent communication, negotiation, and influencing skills
- a pragmatic and disciplined approach to growth
- confidence in challenging assumptions and driving clarity
- resilience and pace in a dynamic commercial environment
- a strong bias for action, delivery, and measurable results
- commitment to teamwork and cross-functional alignment
AMERESCO challenges the brightest, most talented, and creative individuals in the industry by providing an environment that fosters initiative and achievement. We are proud of our comprehensive and competitive employee benefits, including people-oriented insurance, investment, and incentive plans.
All official communications from Ameresco will originate from an @ameresco.com email address. Any correspondence from other domains should be regarded as fraudulent. Please report any suspicious activity to the platform where the issue was encountered.
Ameresco is an Equal Opportunity Employer.
