[Hiring] Founding GTM @Bedrock Energy

Role Description

This role will be Bedrock's first commercial team member, shaping how we find, win, and grow our early customers. The role will start by working closely with the CEO, but within the first few months, will become the right hand to our incoming VP of Commercial, building out the sales org from the ground up. As the team grows, this role can grow with it, whether to direct a market segment or a team within the broader commercial function. At its best, this role will drive success across go-to-market strategy, sales deal delivery, functional systems, and commercially-critical special projects.

This is not a scripted BDR or SDR role. We're still sharpening our story and our product-market fit, so this role will simultaneously educate and learn from real customers, then systematize those learnings into a robust sales motion, with all the relevant back-end tools and collateral. You'll pitch, run deals, negotiate terms, and build the financial models that show customers (and the Bedrock team) why, when, and how a deal makes the most sense. You should have wide-ranging curiosity that spans from technical to economic to relational: that means quick uptake on building energy & HVAC concepts, DER economics and utility tariffs, real estate development & construction processes, geo-physics and drilling conditions, and interpersonal dynamics in customer organizations.

Responsibilities

• Find and win early customers
• Own deals end-to-end: prospecting, discovery, pitching, proposals, and close
• Pitch and educate different buyer types across different deal types, from technical evaluators to executives, adapting the story to each
• Run discovery on customer pain points, budget, and buying process, and build economic models and proposals to meet customer needs
• Build economic models for customers (ROI, payback, cost savings) and Bedrock (pricing, margin, returns)
• Draft term sheets and proposals, and negotiate contracts together with leadership and counsel
• Shape the strategy and the story
• Refine positioning, messaging, and pitch materials based on customer conversations
• Spot patterns across customer and project models, and propose prioritization of segments, use cases, and channels
• Turn customer feedback into clear input for product and leadership decisions
• Build the sales engine
• Mature our BD/sales funnel: stages, qualification criteria, handoffs, and metrics
• Set up and maintain the CRM, pipeline reporting, and forecasting basics
• Document what works into playbooks that future sales hires can pick up
• Partner with CEO and VP of Commercial to structure and build the Sales org

Qualifications

• 5-10 years of experience in roles that combine structured, analytical problem solving with customer-facing work, such as corporate development or strategy consulting
• At least 2 years of hands-on BD or sales experience, ideally at an early-stage company
• Strong analytical skills: comfortable building financial models in Excel or Sheets and explaining them simply to a customer or an internal partner
• Clear, persuasive communication, in writing and in the room, with nimble adaptation to different audiences
• Experience negotiating commercial structure, or a strong appetite to learn it quickly
• Thrives in ambiguity: you can set your own priorities, build structure where none exists, and change course when the evidence says so
• Low ego and high ownership: equally happy to update the CRM, write a contract redline, or present to a CEO
• Travel of 25-50% in many months, including time at conferences or on job sites

Nice to have

• Experience selling into real estate and/or selling distributed energy
• Familiarity with complex or multi-stakeholder sales cycles (e.g., enterprise, infrastructure, or project-based deals)
• Background helping launch a new product, business line, or venture from zero to first revenue

Qualities

• Proactivity: You take ownership, offer hypotheses, and hold yourself accountable.
• Coachability: You welcome & react constructively to feedback and seek new skills with gusto.
• Excellence: You hold yourself, and your team members, to high standards of performance.
• Creativity: You enjoy finding resourceful, unconventional, flexible solutions to problems.
• Integrity: You take pride in ethical, honest behavior, no matter who is around to see it.
• Compassion: You remember empathy, respect, and care in your interactions with others.
• Commitment to Diversity: You actively look to surround yourself & collaborate inclusively with people who are different from you in experience, background, worldview, and resources.