Sales Representative

Overview

You're closing residential rooftop solar deals for Terra Energy. SDRs book appointments; you take those calls, demo the $0 upfront 3-year subscription model, handle objections (credit concerns, roof questions, "what's the catch?"), and get contracts signed. You're working remotely with a Miami-based team, doing 5-10 demos/day, and managing a pipeline of homeowners in various stages—some ready to sign, most need follow-up, many go dark. Your income depends on closing deals and getting installations approved.

Role Snapshot

Company Context

Stage: Early growth (163 employees, scaling sales team)

Size: 163 employees

Growth: Hiring multiple SDRs and Sales Reps, suggesting aggressive expansion

Market Position: Competing in crowded residential solar market—up against Sunrun, Tesla Solar, local installers. Differentiator is short 3-year subscription vs 20-year loans/leases.

GTM Reality

Pipeline Sources:

• 90% SDR-generated appointments (homeowners cold-called, qualified, and booked)
• 10% Inbound inquiries or referrals (minimal based on company stage)
• Quality varies: some SDR appointments are solid (homeowner owns home, good credit, high electric bill), others are weak (renters who shouldn't have been booked, bad credit, not really interested)

SDR/AE Structure: Dedicated SDRs feed you appointments—you're not prospecting, just closing

SE Support: None—you're doing the full demo/consultation yourself. Operations team handles site surveys and install logistics after contract is signed.

Competitive Landscape

Main Competitors: Sunrun, Vivint Solar, Tesla Solar, regional solar installers, utility companies' own solar programs

How They Differentiate: 3-year subscription (not 20-year commitment), $0 upfront, "up to 50%" immediate savings, free maintenance/upgrades

Common Objections:

• "What happens after 3 years? Does my rate go up?" (pricing uncertainty)
• "My credit isn't great" (need 650+ typically for financing approval)
• "My roof is old/needs replacement soon"
• "I've heard solar companies go bankrupt and leave you stuck"
• "The math doesn't make sense—how do YOU make money?"
• "I'm renting" (disqualifier—SDR shouldn't have booked)

Win Themes: Immediate savings with no capital outlay, short commitment vs lifetime contracts, simplicity (they handle maintenance/monitoring)

What You'll Actually Do

Time Breakdown

Demos/Sales Calls (40%) | Follow-up (30%) | Pipeline Management (20%) | Internal Coordination (10%)

Key Activities

• Running virtual demos: You're taking 5-10 scheduled calls/day with homeowners. You're screen-sharing a calculator showing their current electric bill vs projected Terra subscription cost, explaining the $0 upfront model, answering questions about installation timeline (often 60-90 days), and trying to get them to commit to a site survey. Calls are 30-45 minutes if they're engaged, 10 minutes if they ghost or weren't serious.
• Handling objections in real-time: Homeowners are skeptical—solar has a scam reputation. You're explaining how Terra makes money (tax credits, selling excess power back to grid, betting on long-term customer retention). You're navigating credit concerns (soft pull first, then hard pull if they move forward). You're addressing roof age, HOA restrictions, utility interconnection fears.
• Chasing signatures and site surveys: Even when someone says yes on the call, getting them to actually sign the contract and schedule the site survey takes multiple follow-ups. You're texting, emailing, calling again. Deals stall because they want to "talk to their spouse," "think about it," or just go dark. Maybe 30-40% of interested prospects actually sign.
• Coordinating with operations: Once a contract is signed, ops does a site survey (roof assessment, electrical panel check). If the roof fails (needs repair, too shaded, wrong angle), the deal dies and you don't get paid. You're managing expectations and sometimes having to re-sell after survey issues come up.

The Honest Reality

What's Hard

• Low show rates: SDRs book 20 appointments for you, but 8-10 don't answer when you call. You're texting, rescheduling, wasting time on no-shows. Your real demo volume is lower than it looks on paper.
• Long tail from demo to close: Homeowners say they're interested, but then need to check with their spouse, talk to their HOA, get a second opinion, or just ghost. You're following up for weeks. Maybe 10-15% of demos turn into signed contracts.
• Credit and roof failures: Deals fall apart after contract because financing doesn't approve (credit score too low) or site survey reveals roof issues (needs $10K in repairs first, which homeowner can't afford). You did the work but don't get paid.
• Compensation in MXN: Base is ~$1,250 USD/month. You need to close 8-12 deals/month to make decent money. If commissions are ~$200-400/deal, you're adding $1,600-4,800/month, but hitting quota every month is hard. Bad months (holidays, slow SDR pipeline) hurt.
• Trust and scam perception: Lots of homeowners think solar is a scam or have heard horror stories. You're overcoming skepticism on every call. Some just took the SDR call to get them off the phone and aren't serious buyers.

What Success Looks Like

• You're closing 10-15 deals/month (10-15% of demos, 40-50% of seriously interested prospects)
• Your deals are passing site surveys and financing approval at 70-80% rates (operations and credit processes are smooth)
• You're making MXN 40-60K/month total (~$2,000-3,000 USD) with commissions, doubling or tripling your base
• You have a system for fast follow-up and keeping deals moving (text/email automation, tight CRM hygiene)

Who You're Selling To

Primary Buyers:

• Homeowners, typically 35-65 years old, in sunny states (FL, TX, CA, AZ, NV)
• Middle to upper-middle income ($60K-150K household income)
• People with $150-300+/month electric bills (higher usage = better savings pitch)

What They Care About:

• Monthly savings: They're paying $200-250/month to the utility, you're promising $100-125/month to Terra (50% savings claim). The math has to make sense.
• No upfront cost: They can't or won't pay $25K cash for panels. $0 down is the main hook.
• Legitimacy: They want proof Terra won't go bankrupt and leave them with panels they can't service. They're asking for references, reviews, BBB ratings.
• What happens after 3 years: Pricing uncertainty is a big concern. Do rates go up? Can they buy the system? Do they have to remove it?
• Roof impact: They're worried about leaks, voiding roof warranty, what happens if they need a new roof in 5 years.
• Selling the home: If they move in 2 years, can the buyer take over the subscription? Does it hurt resale value?

Requirements

• 2+ years sales experience (preferably in home services, solar, HVAC, insurance, or other consultative B2C)
• Fluent English (selling to US homeowners)
• Strong at handling objections and building trust quickly over the phone/video
• Comfortable with 40-50% close rates from qualified demos (i.e., lots of deals slip or die)
• Self-motivated for remote work—no manager watching you, you manage your own pipeline and follow-up cadence
• Okay with MXN compensation (base is low in USD terms, need commissions to make good money)
• Thick skin for deals falling apart at the last minute (credit denial, roof failure, cold feet)