Overview
Surge commissions are earned based on the role you perform in each deal — not your title. Commission eligibility is based on documented participation in these activities within the opportunity lifecycle.
Each role has defined responsibilities that support successful project execution. If a role’s activities are not performed, its allocation may be reassigned to the contributors who completed that work.
Surge opportunities typically progress through three functional sales roles:
Scout → Setter → Closer
Some contributors perform one role. Others perform multiple roles on the same opportunity. Your commission participation reflects the work you perform.
For details on how commissions are allocated across roles, see the Sales Compensation Model article.
1. Scout (Lead Generator)
Primary Responsibility
Identify and introduce a qualified opportunity to the Surge platform. Scouts are opportunity originators — they are not responsible for managing deal progression.
Scout Required Deal Activities (Qualification Checklist)
To qualify for Scout participation on an opportunity, you must:
Identify a qualified business or organization that could benefit from a Surge solution
Introduce Surge to a decision maker or qualified contact
Submit the opportunity through the Surge lead entry form
Provide minimum required evaluation information:
company name
site location
contact details
solution interest (solar, EV charging, storage, etc.)
Participate in the initial introduction or handoff to the Setter or Closer
Scouts are not expected to:
run discovery calls
collect technical documents
coordinate proposals
manage deal progression
negotiate contracts
These responsibilities belong to Setters and Closers.
2. Setter (Strategist / Deal Facilitator)
Primary Responsibility
Move the opportunity from introduction to proposal-ready status. Setters maintain deal momentum and prepare opportunities for closing.
Setter Required Deal Activities (Qualification Checklist)
To qualify for Setter participation on an opportunity, you must:
Conduct the initial discovery conversation
Confirm project viability and interest
Identify the appropriate solution pathway (solar, storage, EV charging, etc.)
Coordinate scheduling for deeper discussions with the Closer (when needed)
Gather required development materials such as:
utility bills
site details
facility photos
energy usage information
ownership structure
facility contact information
Maintain communication with the client during early deal stages
Ensure the opportunity is ready for proposal development
Coordinate with the Closer responsible for final execution
Setters are not expected to:
negotiate final pricing
present final proposals
execute contract negotiations
close agreements
These responsibilities belong to the Closer role.
3. Closer (Sales Executive)
Primary Responsibility
Convert a qualified opportunity into a signed agreement. Closers are responsible for final deal execution and transition into delivery.
Closer Required Deal Activities (Qualification Checklist)
To qualify for Closer participation on an opportunity, you must:
Review the opportunity and confirm project scope alignment
Coordinate proposal development with Surge and partner teams
Present the proposal to the client
Address client questions regarding:
project scope
pricing structure
financing pathways
implementation timeline
Negotiate final agreement terms when necessary
Secure signed agreement or project commitment
Ensure a smooth transition into project execution
Closers also support:
protecting deal margin
ensuring proposal accuracy
managing final-stage client expectations
coordinating internal execution readiness
Closers typically receive the largest share of commission because they carry responsibility for securing the agreement.
Self-Generated Opportunities
If, as a Closer, you generate your own opportunity and carry it through the full sales cycle, you may perform the responsibilities of:
Scout
and Setter
and Closer
In these cases, commission participation reflects the full scope of work performed, with Surge supporting proposal development, technical validation, and execution coordination as needed.
How Role Participation is Verified
Role participation is confirmed using objective activity signals. These signals help ensure commission participation reflects actual contribution to opportunity progress:
CRM activity records
meeting participation
document submissions
deal-stage updates
communication history related to the opportunity
This ensures commission participation aligns with actual contribution to deal progress.
Why This Model Exists
The Surge Activity Model ensures:
roles remain clear
collaboration stays structured
contributors are compensated fairly
commission allocation reflects real participation
opportunities move efficiently from introduction to execution
At Surge: the goal is not to claim a role — the goal is to perform the work required for that role.
This model supports clear collaboration across the Surge platform and helps ensure opportunities move efficiently from introduction through execution.
Role Progression at Surge
Many contributors begin by introducing opportunities as Scouts and later expand into Setter or Closer participation as they gain experience.
Progression is not required — but it is available.
As contributors take on more responsibility within opportunities, they gain access to additional tools, support, and earning potential across the Surge platform.