Growth and Partnerships Lead

☀️ About Bright:

Hey there! We’re Bright, a fintech solar energy startup on a mission to reverse climate change—starting in Mexico. As Mexico's leading rooftop solar platform, we simplify the process of solar adoption through automation, overseeing everything from financial solutions to installation. Backed by top investors like First Round Capital, Y Combinator, and Leonardo DiCaprio, we’re scaling rapidly while keeping a fun, rewarding, and purpose-driven work environment. At Bright, our values shape everything we do—check them out here and join us in making a real impact!

💼 About the position:

Join us as the Growth and Partnerships Lead and help transform the clean energy landscape! In this role, you’ll drive significant sales growth and establish Bright’s footprint in the commercial and industrial (C&I) solar and battery markets by developing innovative sales strategies, building high-impact relationships, and managing complex, multi-million-dollar sales cycles. You’ll collaborate closely with marketing, leadership, and technical teams to create tailored solutions, expand industry networks, and ensure seamless deal closures. Success in this role requires a results-oriented sales leader with a proven ability to achieve ambitious volume targets, navigate intricate decision-making processes, and leverage extensive industry knowledge to drive substantial revenue growth and market expansion

Tasks

💻 Your Responsibilities:

As the Growth and Partnerships Lead, you will drive significant sales growth and establish Bright’s footprint in the commercial and industrial (C&I) solar and battery markets. This role requires a results-oriented sales leader with exceptional business development skills, proven ability to close multi-million-dollar deals, and expertise in managing complex sales cycles. You will leverage your deep industry knowledge and network to achieve measurable outcomes aligned with Bright’s mission.

Your responsibilities will include:

• Driving Sales Strategy & Growth: Developing and executing a comprehensive sales strategy targeting C&I solar and battery projects to achieve a pipeline of 13 to 16 closed megawatts per year. Proactively identifying new opportunities, penetrating new markets, and expanding Bright’s market share.
• Building Strategic Relationships: Establishing, nurturing, and expanding relationships with decision-makers, influencers, and stakeholders across the energy sector, including installers, financiers, EPCs, and small developers.
• Leveraging Industry Knowledge: Utilizing consultative selling techniques to understand client needs, present tailored solutions, and negotiate complex contracts. Demonstrating the ability to manage multi-month sales cycles involving senior executives and key decision-makers.
• Managing Complex Sales Processes: Coordinating technical, financial, and legal aspects of deals to ensure smooth and efficient closures. Collaborating with internal teams to create customized solutions and templates for decision-making processes.
• Expanding Industry Network: Maintaining a robust network of industry contacts within the solar and battery sectors, including connections to SEIA, key clients, and regional EPCs. Actively participating in relevant industry conferences and trade events to enhance visibility and business development.
• Achieving Sales Targets: Demonstrating strong results orientation by driving revenue growth and achieving significant volume targets with minimal oversight. Utilizing CRM tools (e.g., HubSpot) to effectively manage customer engagement, pipeline development, and deal progress.

Requirements

🥇 Who you are:

• A Passionate “Builder”: You are committed to creating impactful solutions that align with our mission to bring clean solar energy with a focus on the Mexican market. You are not just looking for a job, but are eager to engage fully in building solutions from the ground up.
• A Proven Solar Industry Expert: You have at least 5–10+ years of experience in B2B solar, battery, or energy efficiency sales and business development. Your impressive track record includes consistently meeting or exceeding sales quotas and successfully closing high-value, multi-million peso C&I solar projects.
• A Market Specialist with Deep Industry Knowledge: You possess thorough knowledge of Mexico’s energy regulations and C&I solar market dynamics. This includes a solid understanding of distributed generation (DG) regulations, net metering policies, commercial PPAs, financing structures, and the permitting or utility interconnection processes required for C&I solar/storage solutions.
• A Consultative Selling Expert: You excel at identifying client needs and delivering tailored solutions through refined consultative selling techniques. Your ability to navigate complex decision-making processes and build long-term partnerships ensures exceptional results.
• A Relationship Builder: Your extensive network within the solar and battery sectors is one of your strongest assets. You are well-connected with key stakeholders such as SEIA, installers, financiers, EPCs, and small developers, allowing you to generate leads, build credibility, and expand Bright’s reach.
• A Results-Driven Performer: You thrive in high-performance environments where ambitious volume targets are achieved with minimal oversight. Your dedication to results ensures consistent revenue growth, and you are motivated by substantial commission-based earnings.
• A Strategic Sales Leader: You excel at business development, managing multi-month sales cycles and implementing tactics to reduce its length, and closing multi-million-dollar deals. Your strategic mindset drives revenue growth, market expansion, and long-term business success.
• A Self-Sufficient Operator: You are highly autonomous and can hit the ground running with minimal ramp-up. Drawing on your experience from small solar firms, consultancies, or competitors, you demonstrate initiative, resilience, and the ability to independently drive deals to closure.
• A Pipeline Management Specialist: You actively manage a robust pipeline of behind-the-meter C&I solar or battery projects. With several megawatts of projects in advanced stages, you are capable of closing 13–16 MW of C&I projects per year efficiently, thanks to your established network of potential customers and proven sales methodologies.

🎯 Key Results (OKRs):

At Bright, we operate on the Objective Key Results System pioneered at Intel and used widely at Google and many tech companies. For this specific role, your Key Results (upon which your success will be measured) is:

• Objective: Capture 30% market share in Mexico's distributed generation industrial solar.
• Key result: ​​Increase post-commissioning weighted average IRR of all industrial projects by 1% by Q3 end. (From 23% to 24% post-commissioning weighted average IRR of all commissioned GDMT projects by Q3 end).
• Objective: Maximize Customers' Lifetime value by ensuring customers are installed in the shortest time possible
• Key result: 100% Conversion rate from Welcome Call to commissioning approved at 120-day cohort in Q3 (from 67% welcome call to comm. approved 120-day cohort conversion rate in Q2)
• Key result: >95% of Industrial SLAs from the Ops and CE teams delivered during Q3 (from 81% in Q2 2024).

Benefits

✅ Benefits

• The opportunity to learn firsthand about the distributed generation regulatory scheme in México while being a part of the fastest-growing energy startup in the country.
• A fun, high-caliber team that trusts you and gives you the freedom to be brilliant.
• Possibility to earn equity at Bright.
• Private health insurance.
• Access to cost-free mental health care.
• Parental leave.
• Access to top-tier mentorship programs.
• Remote work.

☀️Equal Opportunity Employer:

Bright is an Equal Opportunity Employer. We celebrate diversity and are committed to creating an inclusive environment for all employees. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status.