Head of Commercial

Responsibilities

Drive Market Adoption: From first outreach through contract signing, you will lead the full sales cycle, crafting compelling value propositions that resonate with C-level decision makers.
• Bring and build the enterprise relationship, personally driving to close on the highest priority deals
• Structure and close long-term, investment-grade offtakes yourself while the team grow
• Model the motion you want the team to run and convert into repeatable playbooks 
• Close collaboration with Solutions Engineering is essential, covering mechanical engineering and energy system performance concepts, as well as construction cost and pricing estimations.
• Travel is expected 1-2x per month.
 
Shape Go-to-Market Strategy: Lead the data-driven rationale on which segments we pursue and in what order, our value proposition, deal structuring playbook, quantitative targets, and the path from beachhead to scale
• Refine Bedrock’s customer targeting, sales motion, and partnership models. Translate customer insights into actionable strategy, ensuring our commercial approach scales alongside our technology and operations.
• Communicate the pipeline status, forecasts, and the revenue commitments to the company and the board.
• Close collaboration with Product and Field Operations is required. You will be a key commercial voice in internal discussions, helping shape product roadmap and deployment strategies based on the perspectives of real estate owners, investors, and developers.
 
Build Sales Team: Stand up the foundational org, processes, tools, and culture for a sales function that can support start-up scale.
• Recruit, lead, and grow the commercial organization: project developers, account executives, project managers, sales engineers as a single leader providing one clear set of priorities
• Set the commercial operating rhythm: pipeline reviews, deal cadence, and cross-functional planning with operations, strategy, and finance
• Architect the CRM/pipeline tracking systems, forecasting models, and sales/marketing collateralm creating repeatable playbooks that allow Bedrock to scale its commercial impact.
• Hold the bar for high deal velocity, deal discipline, customer relationship quality, and mission-oriented culture through hiring, coaching, and performance management
• Do-it-yourself end-to-end project execution is required, as we are a lean early-stage team

Qualifications

• Substantial experience leading a commercial, business-development, or origination function in distributed energy, infrastructure, or a comparable capital-intensive, project-based business
• Personal network and credibility to generate leads with building owners or developers in a relevant C&I segments that you can activate from day one
• Experience working with project finance to structure and close long-cycle, multi-stakeholder offtakes such as PPAs or ESAs
• Sufficient domain fluency to comfortably manage sales (MEP) engineers, construction project managers, project finance, and external counsel
• A track record of building high performing teams: org design, hiring, coaching, and performance management
• Comfort operating in early-stage ambiguity: building the go-to-market motion and team from an early base, and selling around a new product and delivery model
• Excellent executive presence, with a balance of communications skills, quantitative comfort, and technical fluency in contractual details, for credibility with senior customers, investors, and a board
• Willingness to be hands-on with travel up to 30%, including time with customers 
• Previous roles in early/growth-stage start-ups, with direct involvement in building sales processes, systems, and teams; comfort with hands-on "rolling up sleeves" contribution in a fast-moving environment 

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.