perennial - Scope 3 Sustainability Sales Leader – Enterprise Sales (Food & Beverage)
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Requirements
• 5–10+ years of enterprise sales or business development experience. • Existing relationships with executives at target companies • Proven track record of closing complex, high-value enterprise deals (multi-six- and seven-figure ARR). • Sales process requires comfortability with complex technology and policy considerations • Deep familiarity with Scope 3 emissions, sustainability reporting, or land-based supply chains. • Experience selling into large food, beverage, agriculture, or CPG organizations. • Demonstrated hunter mentality — self-sourced pipeline, relentless follow-up, and comfort with rejection. • Ability to operate independently in a fast-moving, ambiguous startup environment. • Bachelor’s degree required; advanced degree a plus.
Responsibilities
• New Business & Revenue Generation • Own net-new enterprise sales for Scope 3 measurement and decarbonization solutions. • Prospect, qualify, and close large, multi-year SaaS and services contracts with global food & beverage companies. • Build and manage a consistent enterprise pipeline, from first meeting to signed contracts. • Drive deals that involve Scope 3 inventories, FLAG emissions, supplier engagement, and land-based decarbonization. • Executive-Level Selling: • Engage directly with Chief Sustainability Officers, VP Sustainability, Procurement, Supply Chain, Climate, and Finance leaders. • Translate technical MMRV, soil carbon, and Scope 3 concepts into clear business value, risk mitigation, and ROI. • Navigate complex buying committees across sustainability, procurement, finance, and legal teams. • Deal Leadership • Lead discovery, solutioning, pricing, contracting, and negotiation. • Structure commercial agreements, including pilots, phased rollouts, and global expansions. • Maintain accurate CRM reporting, pipeline forecasting, and close plans. • Market & Strategy Feedback • Partner with Perennial’s leadership, product, science, and policy teams to design, implement, and update Perennial’s Scope 3 strategy • Stay ahead of evolving Scope 3 regulations and frameworks (GHG Protocol, SBTi FLAG, CSRD, SEC climate rules). • Serve as an internal subject matter expert on enterprise Scope 3 buyer needs, workflows, and standards • Provide market intelligence to inform product roadmap, pricing strategy, and go-to-market positioning. • Partner closely with Marketing to shape audience-specific messaging, content, and campaigns that resonate with sustainability, procurement, and supply chain leaders. • Represent Perennial at industry events, conferences, and executive forums. • Are motivated by closing deals, not just talking strategy. • Enjoy opening doors where no relationship exists yet. • Can balance technical credibility with commercial urgency. • Are comfortable carrying a meaningful quota in an emerging market. • Desire to help define how Scope 3 decarbonization is commercialized globally.
Benefits
• Category-defining product at the intersection of climate, agriculture, and enterprise SaaS. • Direct exposure to the largest food and beverage companies in the world. • High ownership, high accountability, and high upside. • We live by our Core Values. Speak your truths, welcome new voices. Celebrate your successes, own your mistakes. Solve important problems. Invest in each other. Build for the future .Get your hands dirty! • We challenge the status quo. We’re a group of people who want to create the changes we hope to see in the world. See some of our recent press about the problems we’re committed to solving. • We invest in your life. We want to provide you with resources to meet your needs both in and outside of work. We offer generous PTO, health, vision, dental, 401k, and HSA benefits and a fully stocked kitchen to keep your mind sharp throughout the day. • We want you to grow. We are a team that supports each others’ professional and intellectual growth. You’ll have access to regular opportunities to learn from teammates and invest in your professional development. • We offer competitive compensation packages. Our team is our most valuable asset. We want everyone who works for us to feel fairly compensated for the impact they bring to our mission. The team member in this role can expect a starting salary in the range of USD $130k-180K (commensurate with experience and location), along with equity in the company.
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