The Challenge
Comity is building the operating system for utility-scale renewable energy. You'll design and execute the go-to-market strategy that takes them from founder-led sales to a scalable commercial engine across a massive, complex market.
Your Mission
Map the utility-scale renewable energy market—identify top 50 prospects across segments (utilities, IPPs, developers) and establish initial outreach cadence with 70%+ response rate
Define repeatable go-to-market motion with at least 3 validated channels (direct sales, partnerships, referral networks) that show early traction
Own and move 5-8 qualified opportunities through pipeline, demonstrating your ability to sell the vision and close early conversations
Translate first 100 market conversations into a sharp messaging and positioning document that feeds product and engineering priorities
Scale to 20+ active pipeline opportunities with defined win/loss analysis and clear signals on what moves deals forward
Launch 2-3 strategic partnerships or origination channels that generate inbound qualified leads at predictable volume
Work with engineering to ship 2-3 origination tool features directly informed by your commercial feedback—measure adoption and impact on your team's velocity
Establish yourself as the market expert on utility-scale renewable energy decision-making—present at 2-3 industry conferences and publish 1 thought-leadership piece
KPIs You'll Own
Pipeline Value & Velocity
Qualified opportunities in pipeline, average time to close, and month-over-month pipeline growth rate.
Channel Efficiency
Cost per qualified lead and conversion rate by channel (direct, partnerships, referral) to identify your most scalable levers.
Win/Loss Analysis
Reasons deals close or don't, what messaging/positioning resonates, and how that feeds product-market fit iteration.
Origination Tool Adoption
Features shipped, team adoption rate, and impact on your commercial output (deals moved per week, outreach volume).
Relationship Building
Number of first conversations initiated, warm introductions generated, and strategic partnerships in motion.
Tools & Stack
Your Team
Your Manager
Founder(s) / CEO
Current Team
Early-stage commercial team—you're a key early hire building the commercial function from the ground up
New role, foundational hire
The Package
Salary
$160K-$200K base
Variable
Likely commission or performance bonus (not specified—clarify with founders)
Equity
Meaningful equity package expected (standard for early-stage climate tech, Series A-B equivalent)
Remote
On-site, San Francisco, CA. Full-time. Expect travel to conferences and customer meetings.
Benefits & Perks
Company Intelligence
Comity is building software to improve the reliability, transparency, and efficiency of renewable energy systems. Founded by ex-Apple, ex-Affirm/Square/Google engineers and Stanford alumni, they're backed by top-tier climate-focused VCs and focused on utility-scale renewable energy markets.
Funding
Series A/B (backed by Maverick Ventures, Caffeinated Capital)
Culture
Founder-led, high-ownership, low-ego. Bias toward action and building in 0→1 environments. Direct collaboration across product, engineering, and strategy.
Is This Role For You?
- You've sold to or prospected into utility-scale energy, infrastructure, or highly regulated B2B markets and understand how to navigate complex decision-making
- You thrive in ambiguity, can design your own playbook, and are energized by opening doors and originating deals from scratch—not optimizing existing funnels
- You think structurally about go-to-market (channels, partnerships, messaging, targeting) and can move fluidly between strategy and execution without losing pace
- You're genuinely excited about climate tech and renewable energy, not just the paycheck—this market and mission matter to you
- You want direct founder exposure, equity upside, and the chance to build a commercial team and function from the ground up
- You need a playbook already written or prefer optimizing an existing sales motion over designing one from scratch
- You're not willing to get in the room with prospects, pick up the phone, and do real selling—or you see yourself as pure strategy
- You need remote flexibility or can't commit to on-site in San Francisco and willingness to travel to conferences and customer meetings
- You want a defined marketing team supporting lead generation—this is early-stage; you'll source your own pipeline and work closely with founders
Interview Process
Founder conversation (first call)
Expect a direct, strategic conversation about how you'd approach go-to-market in utility-scale renewable energy. Be ready to ask sharp questions about their market thesis, customer insights, and why they need you now.
Sales/market exercise
Likely a case study or real scenario: given a customer profile or market segment, walk them through how you'd position, pitch, and approach origination. Show your thinking process, not just conclusions.
Customer/stakeholder calls
You may speak with early customers or advisors to understand market fit and their commercial challenges—this is about your ability to listen, ask good questions, and synthesize feedback.
Final round with founders
Align on expectations, equity, and your first 90 days. Expect founder-level discussion about strategy, market opportunity, and your role in scaling the business.
Interested in this role?
Apply now and hear back within days, not weeks.
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