Founding Go-To-Market

Aviary Robotics • San Francisco, CA

3d • Onsite

About The Position

We're an early-stage robotics startup building aerial robots that perform physical maintenance tasks in the field — work that today requires sending skilled crews to remote or hazardous sites. We're pre-seed, assembling our founding team, and moving fast toward our first paying pilot with a utility customer. We're hiring our first go-to-market hire to help us land and grow our earliest utility customers — co-ops, municipal utilities, and eventually investor-owned utilities. You'll work directly with the founders to define our market entry strategy, build the pipeline, and turn early conversations into paid pilots. This is a builder role, not a maintainer role — you'll be defining the playbook as you go.

Requirements

• Experience selling into utilities, energy, or other regulated infrastructure markets
• Familiarity with how utility procurement and vendor approval processes work (or a fast learner with adjacent B2B infrastructure sales experience)
• Comfort operating with ambiguity at a pre-seed stage — no existing playbook, no large team
• Strong written and verbal communication; able to represent a technical product credibly to engineering and operations stakeholders
• Based in or willing to work from the SF Bay Area

Nice To Haves

• Existing relationships with electric co-ops, municipal utilities, or IOUs
• Experience selling hardware, robotics, or field-deployed technology (not just software) into utilities
• Background in utility operations, grid engineering, or a related technical field — enough to speak the customer's language
• Prior experience at an early-stage hardware or robotics startup

Responsibilities

• Identify and prioritize target utility segments for early deployment, starting with smaller/faster-moving customers (co-ops) before larger ones
• Build and run outbound pipeline into utility operations, engineering, and procurement contacts
• Own customer relationships from first conversation through pilot contract
• Navigate utility procurement cycles, safety/compliance requirements, and multi-stakeholder buying processes
• Translate customer feedback into product and roadmap input for the founding team
• Help define pricing, packaging, and early GTM motion as we learn what works in this market

What This Job Offers

• Job Type: Full-time
• Career Level: Entry Level
• Education Level: No Education Listed