Senior Account Manager - Demand Response

We’re looking for a talented individual to…
Lead enrollment growth for a commercial demand response program serving mid-sized Ontario buildings. In this senior, hunter-style role, you’ll use your network to engage Class B customers such as retail plazas, big box retailers, mid-sized office buildings, and university campuses. You’ll bring their HVAC capacity into the program and act as the program’s primary market-facing representative with utilities and municipalities.
What you’ll be doing:
Hunt for and engage senior decision-makers at mid-sized commercial and institutional portfolios, and drive their enrollment in the program.
Identify and qualify buildings that fit the program profile, focusing effort where it will have the greatest impact.
Explain demand response and its HVAC-based benefits in clear business terms, and guide each customer to the right enrollment path, either direct or through an aggregator.
Build a strategic outreach plan and deliver on enrollment targets.
Own and forecast your pipeline, and report on progress, conversion likelihood, and barriers.
Be the program’s lead outreach contact with local distribution companies (LDCs) and municipalities, including key account introductions.
Organize and host lunch and learns, key account breakfasts, webinars, and speaking engagements.
Follow up on event leads and move them through to enrollment.
Cover program reporting and client presentations so the team has continuity when others are away.
Contribute to outreach playbooks, messaging, and training.
Share market insights and customer feedback to improve program design and outreach strategy.
What you bring:
8+ years of experience in demand response, utilities, energy management, commercial real estate, or a related field, with a proven record of business development or strategic account management.
A technical sales background, which is a must-have.
Established relationships with senior decision-makers (VP, Director, C-suite) at mid-sized commercial and institutional property owners, such as retail plazas, big box retailers, and universities. Strong relationships with HVAC or refrigeration vendors serving these customers are also valued.
A strong hunter mindset, with proven success winning multi-site or portfolio commitments through long, multi-stakeholder sales cycles.
Working knowledge of commercial HVAC systems (rooftop units, chillers, variable air volume systems) to speak credibly with facility and operations teams.
Knowledge of the Ontario commercial building landscape and of how to identify and target Class B customers.
Familiarity with Ontario’s electricity sector (IESO programs, LDCs, interval metering), which is a strong asset.
Pipeline management, forecasting, and reporting skills.
Executive-level communication and presentation skills, including comfort running events and speaking engagements.
Technical or business degree, or equivalent experience. Designations such as P.Eng., CEM, PMP, or CET are an asset but not required.
Located in Toronto, with the ability to attend local events.
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