​A great story only gets you so far. The next challenge is figuring out who actually buys, who influences the decision, and how to build a commercial path that works.

​In this practical session, Joe Hicken of Kairo Builders will share lessons from building the commercial engine for a first of its kind climate tech company.

​Drawing on real examples of what worked, what failed, and what changed along the way, Joe will explore how founders can map the full purchasing landscape, identify the right customers and partners, and design a go to market approach around how their market actually works.

​Founders will leave with a clearer way to think about early customer conversations, channels, partnerships, and the commercial decisions that turn promising technology into a business.

​Speaker

​Joe Hicken

​Joe Hicken is a go-to-market strategist and commercial builder focused on clean energy and climate tech. He co-founded Kairo Builders with partner Erin Glabets to bring fractional GTM expertise to early-stage and growth-stage innovators who need commercial infrastructure but aren't yet ready to build it in-house.

Joe's practitioner credibility is rooted in his tenure at Sublime Systems, a low-carbon cement company spun out of MIT, where he served as SVP of Business Development and Policy. He led efforts to engage national leaders seeking clean and secure supply chains, integrating storytelling, policy momentum, and complex transaction design to close category-defining deals that unlocked scale-up and revenue for the low-carbon cement industry.
His work there included a landmark offtake agreement with Microsoft, a Distribution Channel Partner program with general contractors with $79B in annual revenues, along with multiple federal awards from the Department of Energy worth $140M. Prior to Sublime, Joe held policy and business development roles at Aclima and the White House during the Obama Administration.

At Kairo, Joe works with clean energy founders on commercial strategy, business development, communications, and the full arc from first customer conversation to repeatable revenue. He is based in the Carrboro, NC.

​Location

​​Raleigh Founded North Street

​📍 509 W North St, Raleigh (map)

​​Questions?

​Learn more about Raleigh-Durham Climate Week plus get answers to your FAQs here: www.raleighdurhamclimateweek.com

​​Partners

​Raleigh-Durham Climate Week is made possible by an Impact Partner Grant from the City of Raleigh.