Founding Account Executive

Sponge Microgrids

Sponge is the intelligence layer for commercial and industrial batteries. Our controller allows batteries to target multiple revenue streams. Our Sponge Battery Proposal Studio allows project engineers to model these higher value returns to create projects with payback periods that close.

The capacity of Utility grids in North America can’t keep up with the planned demand. Data centres, EV charging, factory automation is creating a problem for utilities to be able to provide energy reliably. They are responding with rate structures that punish peak draw and reward flexibility. Battery storage projects are the best solution to address these increasing demands and that’s exactly where Sponge is focused.

The role

This is a ground floor opportunity for the right candidate. Sponge is hiring its founding sales rep. The first person to own revenue, selling Energy Management as a Service (EMaaS) controls and software for solar and BESS systems in one of the fastest growing parts of the energy market. You will work directly with an experienced founding team that has been building in this space for years.

Sponge builds software and controls for solar and battery projects (BESS). The product suite covers the entire project development cycle from initial project feasibility to operating controls and software solutions for EPC’s and Distributors.

This is a channel management and sales role. You don't sell projects to end customers. You will make EPCs successful by onboarding them into Sponge’s design software enabling them to close battery projects powered by our EMaaS and controls hardware.

Why this role

• Founding rep. You are the first salesperson, so you’ll collaborate directly with the cofounder to develop the playbook.
• Room to grow. Start with the feasibility tool, run your own EMaaS book by month six, and grow with the sales team as it’s built.
• The right market. Grid constraints are driving demand for battery storage, and Sponge is built for exactly that problem.

What you'll do

Initially, you’ll sell our Project Feasibility tool to EPCs. By month six, you’ll run your own EMaaS book managing a portfolio of customers that you are selling through and growing revenues for the company.

• Build and work a pipeline of solar and storage EPCs. Fully cycle including prospecting, discovery, demos, closing and account management.
• Onboard new EPC accounts and drive usage until our tool is part of how they quote every project.
• Work with EPCs to identify projects that fit EMaaS and convert them into EMaaS controls revenue.
• Keep the CRM current and report pipeline, conversion and forecast weekly.
• Feed what you hear from customers back to product and leadership.
• Help shape the sales process. Parts of it, like the EMaaS controls handoff, are still being built, and you'll have a real say in how that converts.

What we're looking for

We want a mid level seller who has grown revenue through partners and wants to be part of an early stage company working directly with the founders to help grow and shape the future of the company.

Must have

• 3 to 5 years in B2B sales carrying a quota, owning deals from first call to close.
• Experience selling to or through channel partners: contractors, installers, EPCs, integrators or resellers.
• Fast learner who can internalize complex technical solutions, understand, and simplify them in their own words.
• Comfort with a technical product and with project economics; you can talk about payback and margin and are experienced selling this way.
• A track record of building your own pipeline rather than working inbound leads. This will be a builder type role.
• Drive to work in an early stage company, where your results and ideas shape how the sales team grows
• A true self starter who’s motivated to learn and succeed in a dynamic company
• Comfortable managing internal resources and qualifying customer needs

Nice to have

• Background in solar, storage, EV charging or energy services.
• Experience selling SaaS to contractors or trades businesses.
• Existing relationships with EPCs
• Familiarity with recurring or as-a-service models (EMaaS, PPAs, shared savings and/or energy SaaS).
  

Compensation and logistics

• OTE $100 – $120K year one, with great potential to grow over time
• Our office is downtown Toronto in Liberty Village and the candidate will be expected to be in office 4 days per week.
• Ability to travel for trade shows within Canada
• Target start date Jan 2027