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About the role
Key responsibilities & impact- Find and win early customers
- Own deals end-to-end, including prospecting, discovery, pitching, proposals, and closing
- Pitch and educate technical evaluators, executives, and other buyer types across different deal types
- Run discovery on customer pain points, budgets, and buying processes
- Build economic models and proposals for customer needs
- Build ROI, payback, cost savings, pricing, margin, and returns models
- Draft term sheets and proposals and negotiate contracts with leadership and counsel
- Refine positioning, messaging, and pitch materials based on customer conversations
- Identify patterns across customer and project models and recommend segments, use cases, and channels
- Turn customer feedback into input for product and leadership decisions
- Mature the BD/sales funnel, including stages, qualification criteria, handoffs, and metrics
- Set up and maintain the CRM, pipeline reporting, and forecasting basics
- Document effective processes in sales playbooks
- Partner with the CEO and VP of Commercial to structure and build the Sales organization
Requirements
What you’ll need- 5–8 years of experience in roles combining structured, analytical problem solving with customer-facing work, such as corporate development or strategy consulting
- At least 1–2 years of hands-on BD or sales experience, ideally at an early-stage company
- Strong analytical skills and comfort building financial models in Excel or Sheets
- Ability to explain financial models simply to customers or internal partners
- Clear, persuasive written and verbal communication
- Ability to adapt communication to different audiences
- Experience negotiating commercial structure, or strong appetite to learn quickly
- Ability to set priorities, create structure in ambiguity, and change course based on evidence
- Willingness to handle CRM updates, contract redlines, and CEO presentations
- Travel of 25–50% in many months, including conferences or job sites
- Experience selling into real estate and/or distributed energy is nice to have
- Familiarity with complex or multi-stakeholder sales cycles is nice to have
- Background launching a new product, business line, or venture from zero to first revenue is nice to have
Benefits
Comp & perks- Equal opportunity employer
- Diverse and inclusive workplace
- Opportunity for role growth into directing a market segment or commercial team
- Travel to conferences and job sites as part of the role