Head of Sales
over 1 year ago
Full time role
Job Description
Lumen Energy is automating clean energy deployment across the built environment. The scope of the opportunity is massive: out of 6 million commercial buildings in the US which are responsible for 16% of all greenhouse gas emissions,most of which could save money with solar,fewer than 4% have solar systems today.
We leverage breakthroughs in software and data science to uncover the economically ideal “clean energy stack” for every building. We do this remotely, precisely and consistently for 1,000s of buildings at the same time, so real estate leaders can identify profitable clean energy opportunities – solar, batteries, EV charging, heat pumps and more – with velocity at the portfolio level, rather than one property at a time.
Next, we make clean energy deployment widely accessible by abstracting away the complexity of an underlying marketplace of installers, financiers and confusing electrical jargon. We create a digital blueprint of the optimal clean energy solution, run a reverse auction among our network of qualified and reputable installer partners, and pre-package financing to create a delightful, software driven experience for customers to simply click to deploy clean energy. Finally, post-deployment, we offer ongoing operations & maintenance support, CO2 emissions and ESG reporting, a unified billing experience, as well as a real-time grid response software to take advantage of energy revenue opportunities from the grid.
While this is an audacious scope, we believe that the combination of our powerful clean energy pricing engine, together with the end-to-end tools for deploying and managing clean energy, will unlock the clean energy transition from vision to action in commercial real estate.
Who We Are
We are a small team of scientists, engineers, designers and entrepreneurs committed to powering our world with clean energy. We build on experience at Stripe, Google X, Shopify, and US national labs. While we're early in our journey, we are live with customers, funded by exceptional investors including Lowercarbon Capital and Designer Fund, and are supported by Third Derivative, the leading climate-tech accelerator program. We are a remote-first company, although we have regular (but optional) get-togethers in San Francisco, as well quarterly team offsites. We are looking for kind, collaborative and mission-driven teammates who work within 3 time zones of Pacific Time.
About You
You’re entrepreneurial, passionate about sales, and eager to make an outsized impact on an early-stage company. You keep a pulse on industry trends and think creatively and strategically about how a business can drive value for its customers through product and partnerships. You are deeply curious, passionate about solving customer problems and listen with empathy. You iterate quickly but thoughtfully, and delight in generating tangible results. You want to grow your skills, take on new challenges every day, and make a big impact on climate change through decarbonizing the built environment. Please note: you don’t need to have experience in solar to apply for this role. If you’re excited about what we’re building but unsure about your qualifications, please do apply anyway!
About the Role
The ESG market landscape in commercial real estate has transformed over the last 6-12 months. While sustainability was previously seen as a nice-to-have initiative, it is now a business imperative – the world’s largest investors like BlackRock are requiring that their portfolio companies demonstrate a path towards decarbonization. In addition, the most desirable tenants – companies like Amazon & Microsoft – who lease office and warehouse space, have set their own Net Zero goals and are prioritizing real estate powered by clean energy. The commercial real estate industry is grappling with how to deploy clean energy swiftly and programmatically across their highly diversified real estate portfolios, and Lumen offers them a path to achieve their goals. We are seeing growing interest from many of the biggest names in commercial real estate, and are proud to have already signed on flagship customers. We’re looking for a talented and motivated Head of Sales/ Head of Business Development (reporting to our Commercial Lead), to help drive our future growth.
We leverage breakthroughs in software and data science to uncover the economically ideal “clean energy stack” for every building. We do this remotely, precisely and consistently for 1,000s of buildings at the same time, so real estate leaders can identify profitable clean energy opportunities – solar, batteries, EV charging, heat pumps and more – with velocity at the portfolio level, rather than one property at a time.
Next, we make clean energy deployment widely accessible by abstracting away the complexity of an underlying marketplace of installers, financiers and confusing electrical jargon. We create a digital blueprint of the optimal clean energy solution, run a reverse auction among our network of qualified and reputable installer partners, and pre-package financing to create a delightful, software driven experience for customers to simply click to deploy clean energy. Finally, post-deployment, we offer ongoing operations & maintenance support, CO2 emissions and ESG reporting, a unified billing experience, as well as a real-time grid response software to take advantage of energy revenue opportunities from the grid.
While this is an audacious scope, we believe that the combination of our powerful clean energy pricing engine, together with the end-to-end tools for deploying and managing clean energy, will unlock the clean energy transition from vision to action in commercial real estate.
Who We Are
We are a small team of scientists, engineers, designers and entrepreneurs committed to powering our world with clean energy. We build on experience at Stripe, Google X, Shopify, and US national labs. While we're early in our journey, we are live with customers, funded by exceptional investors including Lowercarbon Capital and Designer Fund, and are supported by Third Derivative, the leading climate-tech accelerator program. We are a remote-first company, although we have regular (but optional) get-togethers in San Francisco, as well quarterly team offsites. We are looking for kind, collaborative and mission-driven teammates who work within 3 time zones of Pacific Time.
About You
You’re entrepreneurial, passionate about sales, and eager to make an outsized impact on an early-stage company. You keep a pulse on industry trends and think creatively and strategically about how a business can drive value for its customers through product and partnerships. You are deeply curious, passionate about solving customer problems and listen with empathy. You iterate quickly but thoughtfully, and delight in generating tangible results. You want to grow your skills, take on new challenges every day, and make a big impact on climate change through decarbonizing the built environment. Please note: you don’t need to have experience in solar to apply for this role. If you’re excited about what we’re building but unsure about your qualifications, please do apply anyway!
About the Role
The ESG market landscape in commercial real estate has transformed over the last 6-12 months. While sustainability was previously seen as a nice-to-have initiative, it is now a business imperative – the world’s largest investors like BlackRock are requiring that their portfolio companies demonstrate a path towards decarbonization. In addition, the most desirable tenants – companies like Amazon & Microsoft – who lease office and warehouse space, have set their own Net Zero goals and are prioritizing real estate powered by clean energy. The commercial real estate industry is grappling with how to deploy clean energy swiftly and programmatically across their highly diversified real estate portfolios, and Lumen offers them a path to achieve their goals. We are seeing growing interest from many of the biggest names in commercial real estate, and are proud to have already signed on flagship customers. We’re looking for a talented and motivated Head of Sales/ Head of Business Development (reporting to our Commercial Lead), to help drive our future growth.
Responsibilities
- Strategy: Support overall sales and go-to-market strategy — help refine our ideal customer profile; understand customer strategies, business objectives and personas; inform what and how we sell to them; and the partnership strategy that underpins our success.
- Sales: Both lead and support bringing on new commercial real estate customers who want to deploy clean energy across the entire sales cycle — identify the right customers, create account strategies, plan outreach, present demos and proposals, negotiate contracts and assist in smooth onboarding efforts.
- BD & Partnerships: Help identify new areas of growth and value for the company — key technology or channel partners; help prioritize and execute high value partnerships.
- Sales Ops & Enablement: Support funnel management, forecasting and business metrics, and creation of sales enablement materials.
- Other: Attend industry conferences; support Lumen brand awareness and demand gen activities; follow market trends; serve as voice of the customer internally; collaborate with strategy, marketing, operations, product and customer success to share learnings and insights.
Requirements
- Experience in B2B enterprise sales, business development or partnerships
- Understanding of proptech / commercial real estate market, either working directly in real estate or selling to real estate customers
- Experience developing enterprise account strategies
- Experience with customer stakeholder management
- Experience managing commercial contracts and pricing negotiations
- Strong commercial acumen, strategic thinking and creativity
- Team player with exceptional cross functional collaboration
- Ownership mentality and entrepreneurial drive
- Strong communication skills, both verbal and written
- High EQ and empathy
- Willingness and desire to roll up your sleeves at an early stage start-up!
- Passion for impact
- Willingness to travel as needed for customer meetings
Bonus
- Past experience at a high-growth start-up
- Past experience, or interest in, climate-tech, energy, sustainability
- Familiarity with CRM systems (e.g. HubSpot)
Why you might be excited to work with Lumen
- We are working to solve a massive global challenge — powering our world with clean energy
- We are small and nimble. You will have immediate responsibility over key areas of our business
- You will grow (and we will too by learning from you). We will help you do great work
- We care deeply about your professional development, and we are committed to supporting you on your desired trajectory
- We work hard, have fun, and care deeply about family, rest, recovery, and rejuvenation
- We seek and celebrate diverse perspectives and are committed to building a company and culture that reflects the diversity of the world around us
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