Focal
Details
Position: Growth Intern
Location: San Francisco, CA
Innovation Area: Built Environment and Infrastructure; Energy Management and Efficiency
Position Type: TomKat Center-supported
Compensation: $8,500
Internship Term: 8 weeks
Focal heats people, not spaces. Using robotics, AI, and best-in-class design, our electric heaters deliver a focused spotlight of warmth that guests control through a simple QR code, and operators can manage from a single interface. Plug-and-play on a standard 120 volt outlet, each unit senses people, adjusts to ambient conditions, and turns itself on and off automatically.
Founded by Raj Tilwa, GSB ‘24, and Rohan Pandya, Focal is based in San Francisco and has deployed its revolutionary heating system in a wide range of restaurants across the Bay Area, with plans to expand to Southern California in 2026.
Responsibilities
Role Overview
This internship is designed for an undergraduate student interested in growth strategy, B2B sales operations, and go-to-market execution in a hardware-enabled climate and hospitality company. You will work closely with the founders, commercial and growth teams on initiatives that directly impact revenue, efficiency, and brand credibility.
Key Responsibilities
- Sales Enablement & Expansion
- Support Focal’s sales motion to restaurant groups, regional and national chains, referral partners, and new geographies beyond California
- Help structure and refine outreach strategies for multi-location operators and strategic partners
- Analyze and prioritize expansion opportunities by market, segment, and channel
- SMB Sales Efficiency & Self-Service
- Reduce sales team load by designing streamlined communication tools, templates, and self-service resources
- Develop proposal-ready materials that allow small and mid-sized restaurant prospects to move efficiently from interest to qualified handoff
- Improve consistency and clarity across early-stage sales interactions
- Brand Awareness & Industry Presence
- Support planning and execution of Focal’s activations at key industry events, including:
- Golden Gate Restaurant Association Industry Show (June)
- California Restaurant Show (August)
- Assist with pre-event outreach, on-site engagement strategy, and post-event follow-up to convert awareness into leads
- Identify additional high-impact opportunities to build credibility with restaurant operators, designers, and industry partners
- Support planning and execution of Focal’s activations at key industry events, including:
- Community & Ecosystem Building
- Help cultivate and activate the Focal community across restaurants, designers, installers, and partners
- Develop ways to harness community stories, referrals, and relationships to drive growth, sales effectiveness, and brand trust
- Support initiatives that turn customers and partners into advocates
Who Should Apply
- Students interested in gaining hands-on experience making things happen at an early-stage, climate hardware startup.
Required Expertise
- Previous growth, marketing or sales welcomed but not required
- Proven ability to work in a fast-paced environment with ownership over outcomes