Founding GTM

This is a fully remote position, open to applicants in California, +2 more states.

📋 Description

• Identify and acquire early customers.

• Manage deals from start to finish, encompassing prospecting, discovery, pitching, proposals, and closing.

• Present to and educate technical evaluators, executives, and various buyer types across different deal categories.

• Conduct discovery to understand customer pain points, budgets, and purchasing processes.

• Develop economic models and proposals tailored to customer requirements.

• Create ROI, payback, cost savings, pricing, margin, and return models.

• Write term sheets and proposals while negotiating contracts alongside leadership and legal counsel.

• Enhance positioning, messaging, and pitch materials based on customer interactions.

• Recognize patterns in customer and project models and suggest segments, use cases, and channels.

• Utilize customer feedback to inform product and leadership decisions.

• Advance the business development/sales funnel, including defining stages, qualification criteria, handoffs, and metrics.

• Establish and manage the CRM, pipeline reporting, and fundamental forecasting.

• Record effective procedures in sales playbooks.

• Collaborate with the CEO and VP of Commercial to organize and develop the Sales department.

⛳️ Requirements

• 5–8 years of experience in positions that combine structured, analytical problem-solving with customer-facing roles, such as corporate development or strategy consulting.

• A minimum of 1–2 years of hands-on business development or sales experience, preferably at an early-stage company.

• Strong analytical abilities and proficiency in building financial models in Excel or Sheets.

• Capability to present financial models clearly to customers or internal stakeholders.

• Excellent, persuasive written and verbal communication skills.

• Ability to tailor communication for diverse audiences.

• Experience in negotiating commercial structures, or a strong desire to learn rapidly.

• Skills in setting priorities, creating order in chaotic situations, and adjusting plans based on evidence.

• Readiness to manage CRM updates, contract revisions, and CEO presentations.

• Willingness to travel 25–50% of the time, including attending conferences or visiting job sites.

• Experience selling into the real estate sector and/or distributed energy is a plus.

• Familiarity with complex or multi-stakeholder sales processes is advantageous.

• Background in launching a new product, business line, or venture from inception to initial revenue is desirable.

🏝️ Benefits

• Equal opportunity employer.

• Diverse and inclusive workplace.

• Opportunity for career advancement into directing a market segment or commercial team.

• Travel to conferences and job sites as part of the role.