DIRECTOR OF GROWTH
Go-to-Market Leadership | VCT Group & Heliostation
Location: Kitchener, Ontario (on-site)
Reports To: President
Compensation: $100,000 to $120,000 base salary, plus team-based performance commission with meaningful upside as the team and pipeline grow
Benefits: Comprehensive health plan, RRSP matching, generous vacation, and staff purchase program for solar and EV charging systems
ABOUT VCT GROUP
We believe electricity is the foundation of the next economy. AI, data centres, electric transportation, IoT, and everything waiting to be plugged in and connected all need power. The buildings, fleets, and communities that generate and manage their own energy will have a structural advantage. For 18 years, VCT Group has been building that advantage for commercial, industrial, institutional, agricultural, and multi-residential clients across Ontario, and increasingly in the US through our Heliostation solar carport business. We turn underutilized space (rooftops, parking lots, and fleet yards) into energy generation and storage infrastructure.
Across five business lines (solar EPC, Heliostation carports and canopies, EV charging, O&M fleet management, and energy management consulting), we have delivered 300+ projects generating 35 million kWh annually and avoiding 25,000 tonnes of CO2 emissions, and now monitor 400+ sites across our O&M portfolio.
VCT Group is at an inflection point. With a strengthening commercial pipeline and anticipated strategic capital, we are preparing for a step-change in scale, headcount, and market reach over the next few years.
Our five core values: Be Curious, Be Nimble, Be Intentional, Be Frugal, and Be Genuine.
ABOUT CED CO-OP
VCT Group founded and actively manages Community Energy Development Co-operative Ltd. (CED Co-op), a renewable energy investment co-operative that has raised over $29 million from 850+ members to develop a portfolio exceeding $45 million in community-owned clean energy projects. CED Co-op holds Offering Statement approval under FSRA and was the first co-operative in Canada to become a public corporation for tax purposes (not publicly traded, not exchange-listed), enabling member investments to be held in RRSP, RESP, TFSA, FHSA and RRIF accounts.
For Business Development, CED Co-op is part of the toolkit: community ownership and financing structures, including PPAs and Enhanced O&M, that let a customer move on a project when an outright capital purchase is not the right fit.
THE ROLE
VCT Group is hiring a Director of Growth to lead the go-to-market function, business development and marketing, across the company and its Heliostation carport and canopy brand, reporting directly to the President. This is a builder's seat: you will set the standard for how VCT sells, shape how the market hears us, develop the team to meet both, and personally carry the flagship relationships that define how we win.
Our Strategic Partnerships function, focused on senior relationships and opening doors, reports into this role. You will lead a team that includes a long-tenured, well-connected relationship builder, and your job is to make the whole function greater than the sum of its parts.
Marketing strategy lives in this seat. We are not looking for someone to supervise a content calendar; we want the person who decides what VCT stands for in each sector and how that shows up across brand, content, events, and digital, then connects it to the pipeline. Business development leads the relationship and marketing sets the table, and one person owns the whole arc. You set the strategy and direction; an in-house marketing and creative lead reports into this role and owns execution, with agency support on tap for scale.
Beyond the sales numbers, we are looking for a partner: someone with an entrepreneurial, full-owner mindset who sweats the details of the whole business, and for whom the mission matters as much as the title or compensation. An employee ownership plan is in development on a select, performance-based basis, and the successful candidate is a strong candidate for meaningful participation.
We do not sell on price, and we are not a cold-call shop. We win by being the most prepared, most sector-fluent, most technically credible team in the room, and by being present in person when it matters. We earn advisor status, we let the customer set the pace, and we make it safe for them to say no. This role owns that standard and coaches the team to it.
The hardest part of this business is not finding opportunities. Ontario has hundreds of thousands of acres of commercial roof, most of it empty, most of it already pitched. The scarce thing is catching an owner in the moment they are ready. Winning that moment takes patient, disciplined relationship development across the sectors we choose to lead, so that VCT is the trusted name in the room when readiness arrives. Building that presence, rifle not shotgun, is central to the role.
The work demands a lot. You will be a leader, a coach, a closer on the accounts that matter most, and a recruiter, often in the same week. The solar industry has earned the nickname 'solar-coaster' for good reason, and Ontario has contributed its share of loops. We have been building through all of them, and the business has never been better positioned than it is today. You will not be thrown in: the President has personally carried this function and will have your back. That said, the successful candidate will make the role their own.
CORE RESPONSIBILITIES
TEAM LEADERSHIP AND DEVELOPMENT
- Set and own the BD standard, advisor-grade and sector-led, across the team, and coach every member to it.
- Develop the team through field training, deal coaching, and structured development built on VCT's BD Vision, Proposal Development Guide, and Field Reference Guide.
- Recruit and build the team to that standard as the function grows.
- Run the BD scorecard: hold the team accountable to leading indicators (in-person engagement, discovery quality, proposal quality) as well as signed work.
- Lead the Strategic Partnerships function, which reports into this role, and put its senior relationships to work for the whole team.
- Direct the marketing and creative function, which reports into this role: set the strategy and the standard, and let it own execution.
- Carry BD Rocks in VCT's EOS/Traction quarterly cycle and own the BD seat on the leadership team scorecard.
ADVISOR-GRADE SELLING AND DISCOVERY
- Personally carry flagship and sector-anchor accounts that set the standard, often run alongside a team member as live coaching.
- Lead complex, multi-stakeholder, long-cycle pursuits with sophisticated buyers: CFOs, facility executives, property managers, and investment committees.
- Model the discovery discipline: get on-site early, define the problem before the solution, and earn the decision through preparation.
- Maintain technical fluency to the depth of the Field Reference Guide (roof, electrical room, interconnection) and engage technical questions directly rather than deflecting them.
SECTOR LEADERSHIP AND MARKET DEVELOPMENT
- Own VCT's sector strategy across target verticals (REITs, manufacturers, schools, municipalities, general contractors, architects): build genuine expertise and living sector intelligence.
- Position VCT as the sector advisor, not a vendor, and frame solar in the language each sector already uses.
- Build and sustain market presence through events, tradeshows, association involvement, project tours, and referral and partner networks.
MARKETING AND BRAND STRATEGY
- Own VCT's marketing strategy end to end: positioning, message, channel mix, and calendar, translated into a plan with targets.
- Own brand and marketing positioning for VCT Group and its Heliostation carport and canopy brand, keeping the advisor message consistent from first impression to signed deal, in step with product ownership on the Heliostation side.
- Own marketing and member communications for CED Co-op: brand, campaigns, and member-facing content that drive member engagement and capital growth, within the co-op's regulatory and disclosure requirements.
- Build the content and thought-leadership engine that earns advisor credibility at scale, the same standing the BD team earns in person.
- Drive disciplined, value-first demand that reaches the right people at the right moment, rifle not shotgun, and hands it cleanly to BD follow-through.
- Measure marketing by what it produces, not just what it spends: engagement, qualified interest, and contribution to pipeline.
CROSS-FUNCTIONAL AND COMMERCIAL
- Partner with Operations, Product, and Finance on pricing, proposal quality, project profitability, and keeping sold scope aligned with buildable scope.
- Bring CED Co-op financing structures (PPA, Enhanced O&M, community ownership) into the customer conversation where they fit.
- Own CRM and pipeline discipline; build the process and the measurement, do not just work inside someone else's.
REQUIRED QUALIFICATIONS
- Bachelor's degree, preferably in business, engineering, marketing, or a science or technical discipline.
- 8 to 12 years in consultative, solution-based B2B selling to sophisticated buyers on long-cycle, high-consideration purchases (capital goods, infrastructure, energy, or construction-adjacent), not transactional or high-volume sales.
- Demonstrated team leadership with evidence of people who grew under you, not headcount managed alone.
- A track record of closing large, complex, multi-stakeholder deals with long sales cycles and six- to seven-figure capital decisions.
- A record of generating relationships and pipeline through disciplined sector cultivation: events, partnerships, referral and association networks, and content, rather than inherited inbound or a dialing floor.
- Demonstrated ownership of marketing strategy: positioning, message, brand, and demand generation, with the judgment to set direction and standard where execution sits with an in-house specialist or agency. We are hiring a commercial leader who owns marketing as part of the mandate, not a marketer who also sells.
- Strong CRM and pipeline discipline, with process and measurement you have built yourself.
- Comfort using AI-assisted tools (we use Claude with connectors to Microsoft 365 and Monday.com).
ASSETS
- Background in solar, renewables, EPC, electrical, or energy.
- Direct experience selling into our target sectors (REITs, manufacturers, schools, municipalities, general contractors, architects).
- Experience standing up a sector or vertical go-to-market from scratch.
- Investor relations, member or community marketing, or experience with regulated communications.
- Familiarity with the influence and communication frameworks our BD approach is built on (Cialdini, the Heath brothers, Jim Camp, McLuhan).
- Technical literacy in building systems, roofing, or electrical infrastructure.
- A healthy appetite for learning new TLAs (if you know, you know). Our industry has a lot of them!
WHO YOU ARE
- You would rather walk a roof than send a deck.
- You get a bigger charge from a rep you coached closing their first major deal than from closing it yourself.
- You understand that in this business the roof was never the scarce thing; the right moment is, and you play the long game to be the trusted name when it arrives.
- You are genuinely curious about how the system works, not just how to sell it: the inverter, the interconnection, the structural load, because that is where credibility comes from.
- You are a bit of a perfectionist about communication, in a healthy way. You value precision and restraint, and you know that how you say something signals as much as what you say.
- You think about how the market sees VCT, not just how the deal in front of you closes.
- You are quietly, inwardly competitive, without being boastful.
- You enjoy the latest thinking on influence, decision-making, and behaviour (Cialdini, the Heath brothers, Camp, Ariely, Pink...).
- You are willing to tell a prospect “this might not be a fit,” because you know neediness erodes trust.
- You already drive an electric vehicle, or can hardly wait to get one. You are keenly aware of your environmental footprint, and you want your work to matter in the climate transition.
GROWTH
This is a builder's seat, scoped to grow with the company. As VCT scales, the function and its leadership scope grow with it, with room for the right person to grow into broader commercial leadership. Specific milestones will be agreed with the successful candidate during onboarding.
HOW TO APPLY
Interested candidates should forward a resume and cover letter through this website. Only candidates advancing in the process will be contacted.
If you do not meet every required qualification but believe you bring relevant experience or perspective, apply anyway and tell us what you bring. Required-qualification lists are aspirational; the right hire rarely checks every box.
Pay: $100,000.00-$120,000.00 per year
Benefits:
- Casual dress
- Dental care
- On-site parking
- VRSP
Ability to commute/relocate:
- Kitchener, ON N2B 1W3: reliably commute or plan to relocate before starting work (required)
Education:
- Bachelor's Degree (preferred)
Experience:
- B2B selling : 8 years (preferred)
Work Location: In person
