Founding GTM

About the role

• Bedrock Energy is transforming building heating and cooling with carbon-free, hyper-efficient, ultra-safe geothermal energy to reduce costs for people and the environment. Incorporated in 2022, the company has raised over $25M to scale geothermal heating and cooling for real estate and infrastructure developers.
• As Bedrock's first commercial team member, you will shape how the company finds, wins, and grows its early customers. You will initially work closely with the CEO, then become the right hand to the incoming VP of Commercial within the first few months, building the sales organization from the ground up.
• The role spans go-to-market strategy, sales deal delivery, functional systems, and commercially critical special projects. As the team grows, there is potential to direct a market segment or a team within the broader commercial function.
• This is not a scripted BDR or SDR role. You will educate and learn from customers while Bedrock refines its story and product-market fit, translating those learnings into a repeatable sales motion, supporting tools, and collateral.
• You will pitch, run deals, negotiate terms, and build financial models that help customers and Bedrock understand why, when, and how a deal makes sense.
• The role calls for curiosity across technical, economic, and relationship topics, including building energy and HVAC, distributed energy resource economics and utility tariffs, real estate development and construction, geophysics and drilling conditions, and customer organizational dynamics.

Responsibilities

• Own deals end-to-end, including prospecting, discovery, pitching, proposals, and closing.
• Pitch and educate different buyer types, from technical evaluators to executives, adapting the story to each audience and deal type.
• Discover customer pain points, budgets, and buying processes, and develop economic models and proposals that meet their needs.
• Build economic models covering customer ROI, payback, and cost savings, as well as Bedrock pricing, margins, 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 recommend priorities for segments, use cases, and channels.
• Translate 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 successful approaches in playbooks for future sales hires.
• Partner with the CEO and VP of Commercial to structure and build the sales organization.

Requirements

• 5–10 years of experience combining structured, analytical problem-solving with customer-facing work, such as corporate development or strategy consulting.
• At least two years of hands-on business development or sales experience, ideally at an early-stage company.
• Strong analytical skills, including 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 structures, or a strong appetite to learn quickly.
• Ability to thrive in ambiguity, set priorities, create structure, and change course when evidence supports it.
• Low ego and high ownership, with equal willingness to update the CRM, write contract redlines, or present to a CEO.
• Willingness to travel 25–50% in many months, including conferences and job sites.
• Nice to have: experience selling into real estate or selling distributed energy.
• Nice to have: familiarity with complex or multi-stakeholder sales cycles, such as enterprise, infrastructure, or project-based deals.
• Nice to have: experience launching a product, business line, or venture from zero to first revenue.
• Proactivity: take ownership, offer hypotheses, and hold yourself accountable.
• Coachability: welcome feedback, respond constructively, and enthusiastically seek new skills.
• Excellence: hold yourself and teammates to high performance standards.
• Creativity: find resourceful, unconventional, and flexible solutions.
• Integrity: demonstrate ethical, honest behavior regardless of who is watching.
• Compassion: bring empathy, respect, and care to interactions.
• Commitment to diversity: seek out and collaborate inclusively with people whose experiences, backgrounds, worldviews, and resources differ from yours.

Culture and equal opportunity

• Bedrock Energy is building its culture around its Organizational Values and is committed to a diverse and inclusive workplace.
• Bedrock Energy is an equal opportunity employer and does not discriminate based on race, national origin, gender, gender identity, sexual orientation, protected veteran status, disability, age, or other legally protected status.