Go-to-Market Growth 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 Go-to-Market Growth Lead and help transform the clean energy landscape! In this role, you’ll drive 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 sales, 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 leader with strong business development skills, the ability to close high-value deals, and expertise in managing complex sales cycles.

💻 Your Responsibilities:

As the Strategic Partnerships & Growth 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 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 knowledge and network to achieve measurable outcomes aligned with Bright’s mission.

Your responsibilities will include:

• Driving Sales Strategy & Growth: Developing and executing sales strategies targeting C&I solar and battery projects, with a focus on achieving revenue growth. Identifying new opportunities, expanding market share, and building a robust pipeline.
• Building Strategic Relationships: Establishing, nurturing, and expanding relationships with decision-makers, influencers, and stakeholders across the energy sector. Collaborating with marketing and leadership to enhance sourcing strategies.
• Leveraging Industry Knowledge (Desirable): Applying knowledge of Mexico’s energy regulations, DG regulations, net metering policies, commercial PPAs, and utility interconnection processes to enhance credibility and streamline deal closures.
• Managing Sales Processes Effectively: Coordinating technical, financial, and legal aspects of deals. Collaborating with internal teams to ensure efficient, tailored solutions.
• Achieving Sales Targets: Demonstrating results orientation by achieving revenue growth with minimal oversight. Utilizing CRM tools (e.g., HubSpot) to track engagement, pipeline development, and deal progress.
• Innovative Go-to-Market Strategies: Leveraging your entrepreneurial mindset to create and implement growth initiatives and innovative sourcing strategies.

🥇 Who you are:

• A Passionate “Builder”: You are committed to creating impactful solutions that align with our mission to bring clean solar energy to Mexico. You are not just looking for a job, but are eager to engage fully in building solutions from the ground up.
• A Results-Driven Leader: You excel at closing high-value deals, managing multi-month sales cycles, and driving revenue growth. Your strategic approach helps you achieve ambitious volume targets.
• A Strategic Relationship Builder: You are well-connected with relevant stakeholders and can effectively build relationships to expand Bright’s reach. Your network may include financiers, EPCs, and key commercial clients.
• An Autonomous Operator: You work independently, applying your experience from startups, consultancy, or related industries to drive deals from inception to closure.
• An Entrepreneurial Go-Getter: You bring creative, data-driven solutions to tackle challenges and scale quickly. Your approach is focused on generating tangible results.
• A Market Explorer (Desirable): Having knowledge of the solar or energy industry is a plus, but not required. We value your ability to learn quickly and apply your expertise to create successful strategies.

🎯  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 industrial solar sector.
  • Key result: ​​Increase post-commissioning weighted average IRR of all industrial projects by 1% by Q3 end. (From 23% post-commissioning weighted average IRR of all commissioned GDMT projects by Q2 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:100% of Industrial SLAs from the Ops and CE teams delivered during Q3 (from 81% in Q2 2024).

✅ Benefits

• The opportunity to learn firsthand about the distributed generation regulatory scheme in México while being a part of the fastest-growing 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 based on Monterrey, Guadalajara, or CDMX

☀️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.