Founding GTM

Bedrock Energy•Los Angeles, NY

About The Position

Bedrock Energy is hiring its first commercial team member to shape how the company finds, wins, and grows early customers. The role begins working closely with the CEO and, within the first few months, is expected to become the right hand to the incoming VP of Commercial, helping build the sales organization from the ground up. As the team grows, the position may grow to direct a market segment or a team within the broader commercial function. The role spans go-to-market strategy, sales deal delivery, commercial systems, and special projects. It is not a scripted BDR or SDR position: the company is still refining its story and product-market fit, so the person will educate and learn from customers and turn those learnings into a repeatable sales motion, supported by back-end tools and collateral. The role involves pitching, managing deals, negotiating terms, and building financial models that help customers and Bedrock understand the rationale and timing for deals. The position calls for curiosity across technical, economic, and relational topics, including building energy and HVAC, distributed energy resource economics and utility tariffs, real estate development and construction, geophysics and drilling conditions, and customer-organization dynamics. Travel may be 25–50% in many months, including conferences and job-site visits.

Requirements

5–10 years of experience in roles combining structured, analytical problem solving with customer-facing work, such as corporate development or strategy consulting.
At least 2 years of hands-on business development or sales experience, ideally at an early-stage company.
Strong analytical skills, including comfort building financial models in Excel or Sheets and explaining them simply to customers or internal partners.
Clear, persuasive written and verbal communication, with the ability to adapt to different audiences.
Experience negotiating commercial structure, or a strong appetite to learn it quickly.
Ability to thrive in ambiguity, set priorities independently, build structure where none exists, and change course based on evidence.
Low ego and high ownership, with willingness to handle tasks such as updating the CRM, writing contract redlines, and presenting to a CEO.
Ability to travel 25–50% in many months, including to conferences or job sites.

Nice To Haves

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

Responsibilities

Find and win early customers.
Own deals end to end, including prospecting, discovery, pitching, proposals, and closing.
Pitch and educate different buyer types across deal types, adapting the story for technical evaluators and executives.
Conduct discovery into customer pain points, budget, and buying processes; build economic models and proposals to meet customer needs.
Build customer economic models covering ROI, payback, and cost savings, as well as Bedrock models covering pricing, margin, and returns.
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 propose prioritization of segments, use cases, and channels.
Turn customer feedback into clear input for product and leadership decisions.
Mature the business-development and sales funnel, including stages, qualification criteria, handoffs, and metrics.
Set up and maintain the CRM, pipeline reporting, and basic forecasting.
Document effective practices in playbooks for future sales hires.
Partner with the CEO and VP of Commercial to structure and build the Sales organization.