Head of Business Development & Sales

About the role

The next wave of corporate climate commitments — hard, durable offtake targets from the companies that moved first — is landing now. Terradot is already supplying some of the world’s most credible CDR buyers, and the Head of Business Development & Sales is the person who closes the next tier: converts pipeline to signed offtake, opens segments beyond the voluntary tech-forward early adopters, and ensures every closed buyer becomes a confident, referenceable partner.

This is not a relationship management role or a strategy advisory position. It is a high ownership, deal closing role. You own the demand side of the business end-to-end: from first buyer conversation through signed offtake, delivery reporting, and the next renewal or upsell. The north star is contracted revenue and new-buyer pipeline — and you are personally accountable for both.

What you'll do

• Close the next wave of large voluntary buyers — Own the long customer-education-to-purchase journey for large VCM buyers. 
• Sell new projects to existing buyers and bring new large-scale voluntary buyers into ERW for the first time.
• Build and convert the buyer pipeline — Engage a broad set of buyers to purchase ERW offtake (ideally a standardized product) and move opportunities from interest to signed offtake. 
• Build and maintain a qualified pipeline against known RFPs and target volumes in service of a multi-billion dollar CDR pipeline.
• Open new demand segments — Reach beyond tech-forward early adopters into aviation/SAF, industrial, and other segments. Identify buyer motivations, price sensitivity, and value propositions that make ERW the obvious choice in each segment.
• Own customer success post-close — Manage customer relationships through successful delivery. Amend forecasts and expectations as projects evolve, deliver ongoing high-quality reporting, and support related closes (e.g., project finance). Ensure every closed buyer becomes a confident, referenceable partner. 
• Co-develop the commercial narrative — Refine the positioning, messaging, and commercial frameworks that resonate with technical, climate, and procurement stakeholders, anchored in Terradot’s differentiated value-proposition.
• Build commercial infrastructure — Stand up the lightweight playbooks, pipeline tracking, and metrics needed to run demand generation and customer success with consistency as the team scales.

Background and Requirements

Essential

• Demonstrated experience closing large, complex B2B deals — ideally in carbon markets, climate finance, commodities, or energy. You have personally taken a large buyer from first contact to signed agreement.
• Deep fluency in voluntary carbon markets: how buyers evaluate CDR suppliers, what makes an offtake credible, and how corporate procurement processes work for climate commitments.
• Commercial instinct to price, structure, and negotiate offtake agreements — understanding what a buyer needs versus what they want, and knowing how to close.
• Science literacy sufficient to navigate technical diligence. You do not need to be a geochemist, but you need to hold your own in a conversation about MRV methodology, additionality, and permanence without deferring to a translator.
• Strong existing relationships with sustainability leads, CDR procurement teams, or climate investment decision-makers at major corporations.

Strongly Preferred

• Experience in compliance carbon markets or with buyers motivated by regulatory obligations (Aviation/CORSIA, EU / Asian Industrials, etc.).
• Familiarity with project finance or structured offtake agreements — understanding what a buyer’s treasury or finance function needs to sign off on a long-term carbon purchase.
• Experience building commercial functions from scratch — playbooks, CRM, pipeline discipline — in an early-stage company.
• Knowledge of Frontier-style advance market commitments and what it takes to qualify as a supplier.

Personal Attributes

• Mission-driven - You care about climate and are motivated by the possibility of deploying a technology that has a measurable impact on atmospheric CO₂ at scale.
• Closer - You are energized by the pursuit of a deal. You follow up, push through blockers, and don’t confuse activity with outcomes.
• Technically grounded - You engage credibly with scientists, regulators, and commercial counterparts alike, translating across these worlds without losing accuracy.
• Builder - You thrive in ambiguity, take ownership without waiting for structure, and build things that outlast you.
• Collaborative -  You understand that closing a deal at Terradot requires the science, MRV, policy, and delivery teams — and you know how to pull those threads together without creating friction.

What Does Success Look Like in This Role?

• Within 3 months: You have a clear view of the highest-value opportunities in the pipeline, have directly engaged the top 10 target buyers, and have at least one new, active term-sheet or negotiation underway.
• Within 6 months: Terradot has signed at least one new large-scale offtake with a buyer you brought to close, and the pipeline has expanded materially into at least one new demand segment.
• Ongoing:  You are the person that the world’s most credible CDR buyers call when they’re ready to move. The commercial function runs with discipline, every closed buyer is referenceable, and new demand segments are opening.