Sales, Enterprise

Light; Austin (TX); On-site; USD 150,000 - 230,000; Full time

Job summary

Light is rebuilding how energy partnerships are created by selling to the world's largest enterprises from its Austin base.

You will lead strategic accounts, engaging C-level executives to craft bespoke business cases and secure multi-stakeholder commitments. This role blends vision with disciplined account management and cross-functional collaboration to scale our enterprise sales motion.

Qualifications

• Experience selling to large enterprises and complex buying groups.
• Ability to build executive-level business cases and secure commitments.
• Strong navigation of multi-stakeholder organizations.

Responsibilities

• Own and drive focused high-value accounts from outreach to signed partnerships.
• Build relationships across complex organizations, identify key stakeholders, and secure executive alignment.
• Lead a consultative sales process to articulate strategic value and economic outcomes.
• Coordinate with Product, BizOps, Partner Growth, and Business Development to win opportunities.
• Create a scalable enterprise sales playbook by turning learnings into repeatable processes.
• Travel and office presence in Austin to engage with toptier prospects.

Skills

Enterprise sales

C-level engagement

Strategic account management

Cross-functional leadership

Forecasting & pipeline

Job description

About Us

The world is electrifying. As we plug in more devices and services, we need new ways to connect to power.

About Us

The world is electrifying. As we plug in more devices and services, we need new ways to connect to power.

The traditional, one-size-fits-all utility approach, with complicated bills and frustrating customer service, no longer works. At Light, we make it easy to get affordable, renewable electricity by embedding power with the products that consumers already use, from the companies they love.

Light's mission is to power a sustainable and abundant energy future for everyone. We do it by making any company able to sell electricity. With Light's utility-as-API platform, companies from automakers and solar providers to real estate and beyond can offer their own, integrated electricity plans.

Imagine purchasing an electric vehicle that includes unlimited home charging, or solar panels that come bundled with any excess energy you might need from the grid. We're building the flexible future where clean energy shows up wherever customers already are.

We're a Series A company based in Austin, TX. We've found meaningful traction and are now investing aggressively in growth. Join us in building the digital energy infrastructure for the next century of power.

The role:

Your mission is to help Light win partnerships with the largest companies in the world.

You will work directly alongside the founders and early team to build how Light partners with large enterprises. You'll own a focused set of strategic accounts, developing relationships with C-level decision-makers, navigating complex organizations, and leading opportunities from initial outreach through signed partnership.

This is not a typical enterprise software sale. You're helping the world's largest companies build an entirely new energy business– expanding their scope of role with their customers and defining how they participate in the energy ecosystem. You'll need to sell that vision, build each bespoke business case for it, and drive alignment across executives who may never have considered energy as part of their business.

The result is a uniquely consultative and visionary enterprise sale. You'll work cross-functionally with Product, BizOps, Partner Growth, and Business Development to bring the right expertise into each opportunity, while owning the strategy and orchestration required to move complex organizations from an ambitious idea to a real partnership.

Beyond closing the company’s largest partnerships, you'll help build Light's enterprise sales motion. You'll sharpen how we position, qualify, navigate, and win our most complex opportunities, turning what works into a repeatable and scalable playbook.

This is an opportunity to join at an inflection point: we have the product and traction to pursue opportunities that weren't possible for Light before, while still early enough that you'll help shape what it means for the world’s largest companies to embed electricity.

In your first six months, you will:

• Own Light's most strategic enterprise opportunities. Take responsibility for a focused set of high-value accounts and drive them from initial engagement through signing.
• Build relationships across complex organizations. Identify the companies that matter, develop stakeholder champions, navigate competing priorities, and build the executive alignment required to move large organizations forward.
• Lead a visionary, consultative sales process. Help prospective partners understand how energy is an integral part of their business’s future, then build the strategic and economic case to make that vision real.
• Orchestrate the company around important deals. Bring founders, Product, Partner Growth, and other experts into opportunities at the right moments and quarterback the process from beginning to end.
• Build enterprise sales discipline. Bring structure and rigor to qualification, account planning, stakeholder mapping, forecasting, and deal progression across long and complex sales cycles.
• Help create Light's enterprise sales playbook. Turn what you learn into a repeatable engine for identifying, engaging, and winning our largest prospective partners.

You would describe yourself as:

• An accomplished enterprise seller with a track record of winning complex opportunities with largest, most complex companies in the world.
• A visionary and consultative seller who can help executives see a business opportunity they weren't already looking for, understand its strategic and economic value, and build conviction around pursuing it.
• Exceptional at navigating organizations, with the judgment and stakeholder management skills to build champions, reach C-level executives, and create alignment across large, multi-threaded buying groups.
• Commercially minded, with the ability to understand a partner's business and build a compelling economic case around new revenue streams and incentive-aligned partnerships.
• A disciplined enterprise operator who brings rigor to account planning, qualification, forecasting, and complex deal management.
• A strong cross-functional quarterback who knows when and how to bring in founders, product leaders, and other experts while maintaining clear ownership of the process.
• An entrepreneurial builder who is excited to apply years of enterprise sales experience in an early-stage environment and help create the playbook rather than inherit one.
• Experienced and based in Austin, with 10+ years of success selling into the largest enterprises, and the ability to work five days per week in-office with frequent travel.