Head of Sales

Job description

**About CarbonChain** The fight against Climate Change is evolving rapidly. Climate tech is changing. The first wave was reporting. The next is treating carbon the way companies treat money: as a way to decide what to buy, who to sell to, and which incentives to claim. Around the world, carbon is becoming a condition of trade. Border taxes, free allocations, green premiums, cheaper capital. It looks a lot like the post-war rebuild: governments put capital and tax incentives on the table, and the companies that could keep the books moved first. The missing piece then was bookkeeping. The missing piece now is the same, carbon accounting. CarbonChain is that bookkeeping. We turn messy, real-world supply-chain data into numbers a trader, a sustainability lead, or a CFO will actually use. We want people who are agents of change, who feel the impact of climate change and know there is no way around it to create a better future for every being. People who know the customer is the truth of how a company thrives. People who treat data as the fuel for how fast society can change. People who use AI to accelerate the cause for good by working through an AI lens first to automate repetitive tasks and analyse data. Finally, people who enjoy working with people. **Our Product** We help the world's largest commodity producers and traders measure and cut emissions, with verified primary data where we can get it and defensible defaults where we cannot. The platform turns operational and supplier files into decision-grade carbon and compliance insight: sourcing, CBAM, product and corporate footprints, reporting customers and regulators will stand behind. We organise carbon accounting around the user in four contexts at once: - **Immediate:** the tools in front of them - **Internal:** how they work with colleagues - **External:** how they work with suppliers and customers - **Societal:** how they work with society, governments, and disclosing bodies The data we hold is only useful if it makes all four of those jobs easier. **Head of Sales** **About the Role** We’re looking for a Head of Sales to lead and scale our commercial engine as we grow. Working closely with our founders and reporting directly into our CEO, you’ll shape how CarbonChain goes to market. That means setting the sales strategy, building the playbook, and developing a team that consistently turns complex customer challenges into long-term partnerships. This is a player-coach role. You’re comfortable coaching and supporting our team of Account Execs on complex deals and you’ll get to know our customers better than anyone: some of the world’s largest commodities producers, traders, and manufacturers. You’ll bring what you learn back into the business to shape our product and strategy. Our customers buy CarbonChain to solve high-stakes problems, from meeting current and future regulations to delivering credible emissions reporting to investors and regulators. Selling here means being a trusted advisor, not just a closer. If you want to build something lasting in a market that matters, we’d love to hear from you. **What You’ll Do** - Work closely with the founders and sales team to reset; maturing the sales strategy, covering target segments, ideal customer profile, pricing approach, and revenue targets - Assess the current team’s structure, dynamics, strengths, and gaps, and recommend and implement practical changes that will grow revenue - Build a scalable sales playbook with Product, Customer Success, Engineering, and Marketing, covering qualification, discovery, demos, proposals, and handover, so that success is repeatable rather than reliant on individuals - Match the commercial proposition to each customer’s needs, distinguishing when to propose consulting services and when to propose a pure SaaS solution. Build a repeatable, scalable process which can be leveraged by the team. - Translate complex carbon accounting capabilities into clear commercial value that resonates with our ICP. - Lead from the front: join customer calls, represent CarbonChain at industry events and conferences, and help the team maximise and close more deals - Coach and mentor every member of the team, whatever their experience level, through deal reviews, call coaching, and regular 1:1s that help each person reach their potential - Design a clear commission structure and progression framework that rewards the right behaviours, standardises how growth is measured, and gives the team a visible path to develop their careers - Build deep relationships with key customers across major industries to uncover their challenges and opportunities, and share the recurring themes with Product and leadership to shape where CarbonChain goes next - Partner with Customer Success on renewals and expansion; building account plans for key customers and identifying upsell opportunities early to help maximise retention and account growth - Own sales forecasting, pipeline reporting, and key metrics, giving the founders and board an accurate, honest view of where revenue is heading - Hire and onboard new team members as we scale, building a team known for integrity, expertise, and customer focus **What We’re Looking For** - Experience selling both consultative services and software-as-a-service solutions, with a proven ability to navigate complex customer needs and buying processes - A proven track record of closing complex, multi-stakeholder enterprise deals, and consistently meeting or exceeding targets as both an individual contributor and a leader - Exposure to Founder led environments with a playbook for scaling and futureproofing sales capability. - Experience building sales playbooks, processes, and qualification frameworks (such as MEDDPICC) from early stages - Hands-on experience designing commission plans, quotas, and career progression frameworks - A genuine player-coach mindset: you’re comfortable running your own deals but prefer developing others - Strong commercial judgement and data-driven pipeline management, with accurate forecasting - Excellent relationship-building skills with senior stakeholders, including sustainability, procurement, finance, and executive buyers - Strong collaboration skills: you work closely with Product, Customer Success, and Marketing, and see feedback from customers as fuel for the whole business - Comfortable with ambiguity and changing priorities, with the resilience and energy to build in a fast-moving environment - Bonus: experience selling into commodities, manufacturing, energy, or heavy industry - Bonus: knowledge of carbon accounting, ESG reporting, or regulation-driven markets such as CBAM