The role

You'll work directly alongside the founders and early team to help the next generation of home electrification products and services get built on Light.

Your mission is to find and develop high-potential partnerships across home electrification, solar and storage, HVAC and connected devices, and the wider landscape of HEMS platforms, smart panels, and demand response, and combine Light's platform with what these companies are building to create something new together. This is a highly consultative, product-minded partnership motion in a novel B2B2C model, closer to co-development than a traditional enterprise sale.

Beyond signing partnerships, you'll help shape how Light expands beyond solar and storage. You'll work closely with product and the devices team to translate what you learn in the field into new capabilities, positioning, and a repeatable motion for reaching this next generation of home electrification builders.

This is an opportunity to bring deep flexible load and DER expertise, and real product creativity, to help home electrification companies build things that haven't been easily possible before.
In your first six months, you will:

• Source and engage home electrification innovators. Find high-potential companies and decision-makers where builders actually are, meetups, forums, conferences, and incubators, and manage inbound requests for partnership.
• Co-develop, don't just sell. Sit with a partner's product team to conceptualize new capabilities and offerings; help them envision what's possible to build, not just represent Light's existing platform.
• Own the full partnership cycle. Lead discovery, educate prospects on monetizing flexible load with Light, 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 read timing on who's ready now versus who should be nurtured.
• Iterate on how we go to market. Reflect on what's working and what's not, and help refine our pitch, qualification criteria, and collateral for this buyer type.

You would describe yourself as:

• Fluent in flexible load and the grid. You understand DERs, demand response, and VPPs, including markets beyond ERCOT, and can speak credibly with product builders about how value flows back to the grid.
• A product-minded builder who's as energized by conceptualizing what a partner could build as by closing a deal.
• A discerning operator who uses judgment to identify real partner fit and timing, pursuing the right opportunities and passing on or nurturing the rest.
• Not necessarily a traditional seller. You may not come from a formal sales background, but you lean toward those skills and enjoy them: finding companies, starting conversations, and getting a partnership across the finish line. Think less "salesperson" and more partnership lead who speaks fluent product with the people building these companies.
• Experienced and ideally based in Austin, with 5+ years of experience.