Head of Commercial

Job description

Company The earth beneath our feet holds extraordinary, untapped capacity to accelerate the clean energy transition. 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 from investors like Titanium Ventures, Energy Impact Partners, and Wireframe Ventures, and we are gathering 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. Bedrock is now in its second year of commercialization and ready to build foundations for scale up. We are beginning to accelerate business development with real asset operators who seek to grow long-term value, asset resilience, and sustainability across their portfolios. Role This position leads Bedrock’s commercial function. You build the sales team, win the deals that get built, and find the repeatable motion that carries us from early traction to scale. It is a critical leadership role accountable for Bedrock’s growth. Geothermal heating and cooling is a complex, high-stakes purchase: sophisticated buyers, long sales cycles, and deals financed over fifteen to twenty years, won on trust as much as economics. Success means working closely with our engineering and delivery teams to shape what we can credibly promise, and with customers to set expectations, structure creative deals, and build the relationships that move a long-term commitment forward. Bedrock sells both as a long-term financed asset (Geo-as-a-Service) and through direct energy system sales. You know the decision-makers in large corporate real estate portfolios, and you own the go-to-market strategy that decides who we target and how we sell. You are an executive leader and a closer in equal measure — senior enough to set the strategy, own the number, and grow a team but also willing to sit across the table from a building owner and close the deal yourself. You bring a network in our priority segment and act as our lead closer while the team is small, then hire and coach around yourself as we scale, building the playbook from real, won deals. As Bedrock's first commercial leader, reporting to the CEO, the strategy, team, and standards you set will define Bedrock's success. ### 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.