What are the responsibilities and job description for the GTM position at Light?
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 enable any company to become a power company. 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. At Light, we're creating a flexible future where any company can offer their own branded electricity plans and make clean energy convenient for their customers.
Join us in building the digital energy infrastructure for a dynamic, sustainable future.
You’ll work directly alongside the founders and early team to help build how Light goes to market.
Your mission is to source, qualify, and sign high-quality partners—while also helping refine how we sell embedded electricity effectively. This is a highly consultative, enterprise-style sale in a novel B2B2C model. As a result, judgment, education, and long-term thinking matter as much as closing.
This role goes beyond executing deals. You’ll help shape our sales motion, refine our ICP, and build the repeatable GTM engine that powers Light’s growth.
In your first six months, you will:
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 enable any company to become a power company. 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. At Light, we're creating a flexible future where any company can offer their own branded electricity plans and make clean energy convenient for their customers.
Join us in building the digital energy infrastructure for a dynamic, sustainable future.
You’ll work directly alongside the founders and early team to help build how Light goes to market.
Your mission is to source, qualify, and sign high-quality partners—while also helping refine how we sell embedded electricity effectively. This is a highly consultative, enterprise-style sale in a novel B2B2C model. As a result, judgment, education, and long-term thinking matter as much as closing.
This role goes beyond executing deals. You’ll help shape our sales motion, refine our ICP, and build the repeatable GTM engine that powers Light’s growth.
In your first six months, you will:
- 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.
- An entrepreneurial builder with startup, founding AE, consulting, or operator experience who thrives in ambiguity and enjoys building sales motions and GTM engines from scratch.
- Highly discerning, with experience in consultative or enterprise sales or client-facing roles, listening for second-order signals and prioritizing long-term partner success over signed logos.
- A systems thinker who reflects, iterates, and turns learnings into sharper qualification, sales process and repeatability.
- Comfortable with strategy and execution, able to zoom out to spot patterns and zoom in to run deals end-to-end.
- Experienced and in Austin, with 7–10 years of experience and the ability to work 5 days per week in-office.