Founding Go-to-Market

Bedrock Energy; Denver (CO); Remote; USD 180,000 - 260,000; Full time

Job summary

Bedrock Energy is seeking its first commercial team member to shape how we find, win, and grow our early customers. You’ll work closely with the CEO and, within a few months, partner with the incoming VP of Commercial to build the sales organization from the ground up.

This role will expand as the team grows, potentially directing a market segment or a sales function. As a non-scripted role, you’ll educate customers, translate learnings into a robust sales motion, pitch deals, negotiate terms,

Qualifications

• 5-10 years in roles combining structured, analytical problem solving with customer-facing work (e.g., 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, able to build financial models in Excel or Sheets and explain them clearly to customers or partners.
• Clear, persuasive communication in writing and in person, with agility across audiences.
• Experience negotiating commercial structures or a strong willingness to learn quickly.
• Thrives in ambiguity: set priorities, build structure where none exists, change course when evidence says so.
• Low ego and high ownership: comfortable updating CRM, redlining contracts, or presenting to a CEO.
• Willingness to travel 25-50% in many months, including conferences or job sites.

Responsibilities

• Find and win early customers and own deals end-to-end from prospecting to close.
• Pitch and educate different buyer types across deal types, adapting the story as needed.
• Run discovery on pain points, budget, and buying process; build economic models and proposals.
• Draft term sheets and proposals; negotiate contracts with leadership and counsel.
• Refine positioning, messaging, and pitch materials based on customer conversations.
• Identify patterns across projects and prioritize segments, use cases, and channels.
• Build and mature the BD/sales funnel, pipeline reporting, and forecasting basics.
• Document playbooks for future sales hires and help structure the Sales org.

Skills

BD / sales experience

Financial modeling

Communication skills

Negotiation

Strategic thinking

Ambiguity tolerance

CRM ownership

Travel 25-50%

Tools

Excel

CRM systems

Job description

Founding GTM

Team: Business Operations

Location: New York, NY / Los Angeles, CA / Denver, CO

Commitment: Full-time

Workplace Type: remote

Company

The earth beneath our feet holds extraordinary, untapped capacity to accelerate the clean energy transition, with limitless geo-energy available under every real estate asset. Bedrock Energy is on a mission to transform the heating and cooling of buildings, using carbon-free, hyper-efficient, and ultra-safe geothermal energy to radically reduce costs for people and the environment. Incorporated in 2022, Bedrock has raised over $25M in capital and brings together exceptional talent to scale up geothermal heating/cooling for real estate and infrastructure developers in any city in the world. We seek creative, collaborative, proactive team members who inspire us with their high standards of excellence, integrity, and commitment to our shared mission.

Role

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.

Bedrock Energy is building a strong culture based on our Organizational Values. In addition, we are committed to a diverse and inclusive workplace. Bedrock Energy is an equal opportunity employer and does not discriminate on the basis of race, national origin, gender, gender identity, sexual orientation, protected veteran status, disability, age, or other legally protected status.