Uplight is hiring a
The Position
Do you dream about creating a more sustainable future? At Uplight, we are motivating energy users and providers to accelerate the clean energy ecosystem. Working with over 75 of the world’s leading electric and gas utilities, Uplight provides end-to-end customer energy experience. Uplight delivers personalized experiences that customers have now come to expect–improving satisfaction, increasing revenue, reducing the cost to serve, and contributing to carbon reduction goals. We are in the process of obtaining our B Corp certification, enabling us to put our values into action by not only making decisions for the benefit of our shareholders, but also for our customers, environment, employees, and community.
We are seeking a Commercial Deal Lead to join our team. It's a fantastic opportunity for a dynamic & high performing individual to help us achieve our ambitious growth goals for our business and for the planet.
What you will contribute:
In this role, you will be responsible for leading all aspects of a sales deal from the “Deal Strategy and Review” stage through the “Execution Handoff” stage, specifically leading cross-functional teams to develop sales win strategies and deliver high quality, accurate and competitive proposals to meet our customers’ requirements. You will develop a firm understanding of our products, market and customers and apply this understanding to mitigate risks and derive pricing that reflects the full solution value and best positions Uplight to secure new business and enable profitable growth. You will drive and lead internal cross-functional teams through influence and collaboration, engaging with Sales, Product, Implementation, Finance, Services and Support teams to ensure the technical, commercial and execution requirements are accurately captured and translated throughout all stages of the deal. You will be accountable for functional, business, and broad company objectives.
What you get to do:
Lead all Tier 1 high-value, strategic commercial deals from the “Deal Strategy and Review” stage through “Execution Handoff” stage within Uplight’s lead to booking process. This includes:
Create win strategies for early-stage, high-priority deals in partnership with Sales and Sales Engineers.
Drive cross-functional inputs to craft customer-focused offerings across Product, Product Marketing, Operations, Services, and Finance.
Align cross-functional leadership to opportunities by influencing upwards and mitigating deal risks.
Partner with proposals team to provide oversight and ensure that sales engages with the proposals team at the right time with the right level of effort and that proposal submissions align with overall deal strategy and solution.
Work with cross functional resources to obtain pricing and margin analysis, prepare the final version of pricing documents and lead price/scope review meetings with all stakeholders.
Act as the main point of contact for all post-submission activities, including support for sales in bid defense presentations, negotiations with customers and partners.
Partner with legal and contracting to ensure customer contracts accurately reflect deal strategy and proposal.
Organize and facilitate Proposal/Contract Transition meetings for handoff on order receipt to the execution team.
Serve as a champion to continually improve the lead to book process, including identifying opportunities for efficiencies, implementing process improvements, and building tools to support standardization and automation.
Drive continuous learning and insights to improve our commercial strategy, including conducting client win/loss reports, internal deal team retrospectives, and compiling competitive and market intelligence.
This role is remote eligible with travel up to 10% of the time to our Boulder HQ or other office locations.
What you bring to Uplight:
10+ years’ experience in a commercial role (i.e. sales, marketing, business development, business strategy, etc.)
High commercial IQ, with good understanding of sales/win strategy, value pricing, competition dynamics, and proposal generation
Ability to lead / facilitate cross functional teams to support deal progress.
Ability to navigate ambiguous or complex business challenges and create tactical plans to execute against a strategy
Strong data analysis and ability to translate insights to strategy and recommendations
Excellent communication & presentation skills
Collaborative, thorough, strategic, responsive, proactive and works well in a team.
Bonus points:
Experience in energy and utilities
Experience in B2B SaaS and/or enterprise software solutions
Experience leading and/or writing large B2B RFPs/proposals
Don’t meet every single requirement? Studies have shown that women, marginalized genders and people of color are less likely to apply to jobs unless they meet every single qualification. At Uplight we are dedicated to building a diverse, inclusive and authentic workplace, so if you’re excited about this role but your past experience doesn’t align perfectly with every qualification in the job description, we encourage you to apply anyways. You may be just the right candidate for this or other roles
What makes working at Uplight amazing:
In addition to all the standard medical and dental benefits, that kick in Day 1, we are:
Proud to be over 500+ purpose-driven individuals helping to create a more sustainable planet.
Committed to the environment, our employees, and our communities.
Focused on career growth by following defined career ladders.
Committed to taking our work and mission seriously and….we love to laugh!
We also provide:
401k Match
Medical, vision, and dental insurance
Monthly wellness stipend
Peer to peer recognition program
Management by objectives bonus plan
Innovative flexible time off policy
Exceptionally collaborative and cool office spaces
Salary Range: $100,000 to $140,000 USD
In accordance with the Colorado Equal Pay for Equal Work Act, the approximate annual base compensation range is listed above. The actual offer, reflecting the total compensation package and benefits, will be determined by a number of factors including the applicant's experience, knowledge, skills, and abilities, as well as internal equity among our team.
Uplight provides equal employment opportunities to all employees and applicants and prohibits discrimination and harassment of any type without regard to race (including hair texture and hairstyles), color, religion (including head coverings), age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.