Manager of Hydrogen Business Development & Customer Success

Modern Hydrogen is seeking a Manager of Hydrogen Business Development & Customer Success to join our Business Development team based in Woodinville, WA. The ideal candidate is mission-driven and excited to contribute to a fast-paced, cleantech company focused on decarbonizing the energy system. This role requires a demonstrated commitment to excellence, a mindset of constant improvement, a strong sense of ownership, and the ability to fail well and adapt quickly. The successful candidate values time, works with urgency, embraces effective teamwork, and thrives in a culture that prioritizes safety. 

This role is ideal for an experienced power generation professional who understands utility operations and utility programs and is passionate about decarbonizing traditional energy infrastructure through innovative technology solutions. Reporting to the VP of Business Development, this role will work closely with Business Development and Product Management teams to accelerate adoption of natural gas-fueled hydrogen generation, with primary focus on power generation, data center applications, and utility partnerships. 

Modern Hydrogen is an energy & materials company. Our proprietary methane pyrolysis technology converts natural gas into high-value hydrogen while producing solid carbon for asphalt, which is used to strengthen roads. By producing hydrogen at the point of use, Modern Hydrogen helps utilities & industry extend the value of their existing energy infrastructure and reduce emissions, all the while maintaining energy security and affordability. Backed by top investors and customers like Bill Gates, NextEra Energy, and National Grid, Modern Hydrogen is redefining how natural gas resources can become more valuable and sustainable in and beyond the energy industry. 

Responsibilities:  

1. Business Development & Sales 

• Lead development and closure of deals for natural gas-fueled hydrogen generation hardware, hydrogen supply, and integrated solutions 

• Build and maintain relationships with key decision-makers in data centers, power generation facilities, and utilities 

• Navigate complex sales cycles involving multiple stakeholders and technical requirements in the natural gas and hydrogen space 

• Structure and negotiate commercial terms for equipment sales, hydrogen supply agreements, and integrated solutions 

• Develop strategic relationships with utilities, engineering firms, system integrators, and other key influencers in the power generation ecosystem 

• Leverage utility programs and partnerships to accelerate market adoption 

2. Market Strategy & Education 

• Develop and implement commercial strategies focused on decarbonization opportunities in power generation applications 

• Educate stakeholders on the technical and environmental benefits of natural gas-to-hydrogen solutions 

• Create compelling technical and commercial value propositions that address both operational and sustainability goals 

• Analyze and communicate market insights to inform company strategy 

• Identify and capitalize on utility program opportunities and incentives 

3. Product & Solution Development 

• Collaborate with Product Management to define market requirements for power generation applications 

• Bridge customer needs with technical solutions, ensuring alignment between traditional operations and decarbonization goals 

• Support development of technical and commercial documentation 

• Help shape product roadmap based on market feedback and emerging opportunities 

• Ensure solutions meet utility requirements and program specifications 

4. Strategic Planning & Analysis 

• Provide regular forecasting and pipeline reporting to leadership 

• Monitor and analyze market trends in power generation decarbonization and clean energy transition 

• Track and analyze utility programs and regulatory developments 

• Identify and evaluate new market opportunities 

• Contribute to company's strategic planning process 

5. Other duties as assigned 

Supervisory Responsibilities: None. 

Skills and Experience: 

• 5+ years of experience in business development, sales, or strategy roles within power generation, natural gas, or utility industries 

• Proven track record of introducing new technologies to traditional power generation customers 

• Deep understanding of power generation technologies, natural gas infrastructure, utility operations, and energy markets 

• Experience working with utility programs and navigating utility relationships 

• Strong technical background with ability to understand and communicate complex solutions 

• Demonstrated passion for clean energy transition and decarbonization 

• Outstanding communication and presentation skills 

• Bachelor's degree in Engineering, Business, or related field 

• Willingness to travel approximately 10 days per month 

• Proficiency with Microsoft Office (e.g. Excel, Word, PowerPoint), as well as chat and teleconferencing applications (e.g. Teams, Slack) 

• Consistent with applicable federal, state, and local laws, and the ability to pass a drug and alcohol test based on customer site requirements. 

Preferred Qualifications: 

• Existing relationships with data center operators, power generation stakeholders, and utilities 

• Experience with utility program development or implementation 

• Direct experience in data center power systems or distributed generation 

• Knowledge of hydrogen production technologies and applications 

• MBA or advanced technical degree 

• Experience managing complex enterprise sales cycles in traditional energy sectors 

Success Metrics: 

• Achievement of revenue and pipeline targets 

• Development and execution of strategic market entry plans 

• Customer acquisition in data center and power generation sectors 

• Successful utility partnerships and program participation 

• Quality of market insights and strategic recommendations 

• Effectiveness of stakeholder engagement and relationship building 

You are encouraged to apply even if you don't have all the typical qualifications. Modern Hydrogen values diverse experiences, backgrounds and ideas, and we know diversity of thought contributes to our success. We encourage all interested candidates to apply.    

Working Conditions: 

The Manager of Hydrogen Business Development & Customer Success should be local in Woodinville, WA. You will be required to be physically in the office at least 2 days per week and expected to be on the road 2 days per week for customer visits, industry events, and internal meetings. 

What We Offer: 

Modern Hydrogen offers a comprehensive total rewards package designed to support the well-being of our employees and their families: 

• Pay Range: $120,000-$170,000/year. *Final compensation may vary based on location, relevant experience, skills, education, certifications, etc. 

• Equity: Company ownership through incentive stock options (ISOs). 

• Retirement Savings: SIMPLE IRA plan with a 3% company match. 

• Employee Health Coverage: $15 PPO or HSA medical, dental and vision plan through Premera, with an optional upgrade to advanced vision coverage with VSP.  

• Dependent Health Coverage: 50% company-paid. 

• Optional Health Savings: Health Care and Dependent Care Flexible Spending Accounts (FSA) or Health Savings Account (HSA) for eligible medical plans. 

• Life and AD&D Insurance: Company paid $100,000 benefit with an option to purchase supplemental coverage. 

• Employee Assistance Program (EAP): Confidential support for mental health, wellness, and life planning. 

• Paid Time Off: Flexible Time Off (FTO) and 8 company-paid holidays. 

• Paid Parental Leave: Paid time away to welcome a new family member. 

• Professional Development: Annual budget for learning and growth opportunities (manager approval required). 

• Immigration Sponsorship and Relocation Support: May be offered for exceptional talent based on role and business needs. 

• Additional perks: A dog-friendly office, a fully stocked breakroom, regular team lunches, and more! 

Modern Hydrogen is an equal opportunity employer committed to building an inclusive and diverse workforce. The company does not discriminate on the basis of race, color, religion, sex (including pregnancy, childbirth, or related medical conditions), sexual orientation, gender identity or expression, national origin, age, disability, genetic information, veteran status, or any other status protected by applicable federal, state, or local law. Modern Hydrogen encourages individuals from all backgrounds, including those from underrepresented communities in the energy and technology sectors, to apply. Applicants requiring assistance or accommodation due to a disability may contact [email protected] to ensure the application process is accessible.