Sales

About the role

You'll work directly alongside the founders and early team to help build how Light goes to market. Your mission is to identify, qualify, and sign high-quality partners that can launch embedded energy offerings on Light's platform. This is a highly consultative, enterprise-style sale in a novel B2B2C model where success requires equal parts judgment, curiosity, and execution.

Responsibilities

• SOURCE AND ENGAGE PROSPECTIVE PARTNERS: Identify high-potential companies and decision-makers, run outbound outreach, and manage inbound requests for partnership.
• OWN THE FULL SALES CYCLE: Lead discovery, educate prospects on embedded electricity, structure deals, negotiate contracts, and hand off successfully to Partner Success.
• PRACTICE DISCIPLINED QUALIFICATION: Assess which partners are truly set up to succeed with Light—and confidently disqualify those that aren’t.
• SELL CONSULTATIVELY: Guide partners from 0 → 60 on how to build an energy business using Light’s platform, navigating multiple stakeholders and internal objections.
• ITERATE ON HOW WE GO TO MARKET: Reflect on what’s working and what’s not, and help refine our pitch, qualification criteria, and sales process into something repeatable and scalable.

Requirements

• EXPERIENCED AND BASED IN AUSTIN: With 7–10+ years of experience and the ability to work five days per week in-office.
• AN ENTREPRENEURIAL BUILDER WHO THRIVES IN AMBIGUITY: Takes initiative and enjoys creating momentum where none exists.
• A DISCERNING OPERATOR WHO USES THOUGHTFUL DISCOVERY AND STRONG JUDGMENT: Identifies which opportunities are worth pursuing—and which are not.
• A CONSULTATIVE SELLER WHO CAN EDUCATE CUSTOMERS, NAVIGATE MULTIPLE STAKEHOLDERS, AND BUILD TRUST THROUGH INSIGHT AND CREDIBILITY.
• COMFORTABLE IN STRATEGY AND EXECUTION, SPOTTING PATTERNS ACROSS THE MARKET WHILE OWNING DEALS END-TO-END.