Partnerships Lead

The Opportunity

• Distributor: Despite major investments by HVAC distributors, the vast majority of HVAC purchases involve an in-person transaction at a physical location. E-commerce is rarely used, and contractors often use cryptic Excel files to price 5-figure jobs.
• Contractors: Over 90% of the 111k contractors in the $50B /yr US HVAC services & systems market are small businesses. These contractors lack the staff to manage software tools, leaving them reliant on handwritten quotes or generic quoting tools without any of the inputs they need.
• Consumers: These same contractors also struggle to identify rebate eligibility that could reduce system cost for higher-efficiency systems and heat pumps.
• The Solution: Traditional e-commerce doesn’t serve the needs of the multi-step (manufacturer to distributor to contractor to homeowner) sales process within HVAC and other similar businesses. Onsite is building the integrated catalog, sales suite, and e-commerce experience that will change how distributors and contractors transact.

Our Current Product

Onsite is revolutionizing digital selling within HVAC with two complementary products:

• The first truly digital catalog: Getting pricing and product details to contractors has traditionally been done in static Excel or PDFs that often go into the hundreds of pages and become outdated constantly with fluctuating availability. Distributors use Onsite to provide a web-based pricebook with instant updates & live availability.
• Integrated sales suite: Onsite makes contractor proposal creation as simple as checking out of e-commerce at their HVAC equipment vendor. Onsite’s platform allows contractors of any size to create professional in-home proposals with no setup or upkeep. We do this by equipping HVAC distributors (who sell HVAC equipment to contractors) with digital catalogs preloaded with pricing, product details, and templates that allow contractors to create a professional proposal in under 10 minutes and sell in-person.

Company Leadership & Investors

Onsite’s founders have both successfully built businesses helping front-line workers adopt technology. Prior to founding Onsite, Gautam (CEO) was the founder of Rickshaw (YC W14) a logistics startup that was acquired by DoorDash. Gautam has founded 3 YC companies and he brings experience from engineering teams at leading tech companies like Amazon & Dropbox. Jamie (COO) was the first business hire and GM at Mason (YC W16) where his team deployed thousands of connected devices across medical & industrial applications. More recently, he launched the delivery program at MOD Pizza across 10,000+ store employees, taking it from a pilot to over $100m in annual revenue.

Onsite is proud to be backed by Y Combinator (S21), Google Ventures, Global Founders Capital, and other strategic investors.

Role Overview:

We’re looking for a high bit-rate, detail-oriented Partnerships Lead to join our dynamic team. The role will be critical to delivering great experiences for our distributor & contractor customers and helping support our rapid growth. We are looking for someone with an ownership mentality who can excel across a wide range of responsibilities to bring successful partnerships to life. We are prioritizing someone with the right attitude and aptitude to learn quickly and drive improvement.

Your compensation will include meaningful equity in our seed-stage company. This role reports directly to our COO and will actively influence company strategy and provide leadership opportunities as the team continues to grow.

Some key responsibilities we will rely on you for:

• Drive success of our key distributor partnerships. You’ll work internally and externally to get new distributors onboarded and launched. Then you’ll drive adoption of the Onsite platform among the distributor’s contractor base.
• Ensure alignment on partnership priorities and seamless communication across our team, our partners, and our contractor customers. See around corners to identify potential issues and work proactively to address concerns and exceed expectations.
• Lead the onboarding process for new customers (HVAC distributors and contractors), ensuring a seamless and supportive experience. Clearly communicate external requirements to our engineering, product, and data teams to successfully deliver on complicated implementations.
• Rapidly build subject matter expertise on your partner’s data, contractor base, and other implementation details to ensure successful delivery across the Onsite team.

Lead contractor sales & onboarding calls, combining a deep understanding of the Onsite product benefits and the needs of your audience.

• Manage partner expectations effectively, balancing the desire to support with the realities of limited resources.
• Handle customer inquiries with empathy and provide outstanding service through multiple channels (email, chat, and phone).

Job Requirements

• At least 4 years of experience in partnerships, account management, customer success, integrations, or a similar role at a startup or similar high-paced environment.
  Experience working with HVAC products or HVAC contractors, or willingness to ramp up quickly. You’ll need to speak our customers’ language and be familiar with the products they buy/sell in order to effectively support them.
• We have a strong preference for West Coast candidates, particularly in the Bay Area or Seattle
• Willingness to travel up to 35%, including our regular team "Onsites"

What else will make you successful in the role:

• A self-aware approach to rapidly learn, identifying knowledge gaps, and proactively building your understanding.
• The desire to be an integral part of a high-performing team.
• An ownership mentality that takes responsibility for the outcome.
• Recognition of areas of improvement for yourself & the company, with a collaborative solution-oriented approach to problem-solving.
• Effective spoken and written communication that is able to adapt styles for different stakeholders.
• Empathy for small business owners and a deep appreciation for the work performed by the trades.
• An added bonus if you have experience in the trades, particularly HVAC!