Website:
ecomsww.com
Job details:
We are looking for a high-performing, target-driven Business Development professional who has sold ESG/sustainability SaaS platforms and services and carries a demonstrable track record of building new client bases and delivering large, consistent sales numbers. The role owns the full sales cycle — prospecting, pipeline building, solution pitching, commercial negotiation and closure — and continues as the client's trusted point of contact to drive retention, renewals and account expansion.
Key Responsibilities
New Business Development (NBD) & Revenue Growth
- Own and exceed ambitious quarterly and annual revenue targets for ESG SaaS subscriptions, GHG accounting tools, CBAM solutions and ESG reporting/advisory services.
- Build a robust, self-generated pipeline through outbound prospecting, industry networks, events, conferences, partnerships and inbound qualification across India, EU, US and Middle East markets.
- Identify and convert high-potential segments: BRSR-mandated listed companies, EU-exporting manufacturers exposed to CBAM (steel, aluminium, cement, fertilizers, hydrogen, electricity), CSRD-covered entities, and supply-chain partners of global brands.
- Lead the complete sales cycle — discovery, product demonstrations, solution mapping, proposal and RFP responses, commercial negotiation and contract closure.
- Consistently maintain healthy win rates, deal velocity and average deal sizes; keep CRM hygiene and accurate forecasting at all times.
Solution & Consultative Selling
- Translate client sustainability and compliance needs (GHG inventory, CBAM reports, BRSR/CSRD/GRI/CDP disclosures, decarbonisation roadmaps) into tailored EcoMS platform and service propositions.
- Deliver compelling product demos and executive presentations to CXOs, CSOs, CFOs, EHS and sustainability heads.
- Structure commercial models — SaaS licensing, multi-year subscriptions, managed services and advisory retainers — that maximise contract value and client fit.
Client Servicing & Account Growth
- Act as the primary relationship owner post-sale; ensure smooth onboarding hand-off and high client satisfaction.
- Drive renewals, upsell and cross-sell (additional modules, geographies, entities, advisory add-ons) to grow net revenue retention.
- Resolve client escalations promptly in coordination with delivery, product and support teams.
Market Intelligence & Collaboration
- Track ESG regulatory developments (CBAM phases, CSRD/ESRS timelines, BRSR Core, ISSB adoption) and competitor moves; feed insights into product and pricing strategy.
- Represent EcoMS at industry forums, exhibitions and webinars to build brand visibility and generate leads.
- Work closely with marketing on campaigns, collateral and lead-generation programs; mentor junior BD team members as the team scales.
Candidate Profile — Must-Have
- 6–10 years of B2B sales experience, with a significant majority in selling ESG/sustainability SaaS platforms, GHG accounting tools, CBAM solutions, ESG reporting software or allied sustainability services.
- Proven hunter with a large new-clientele track record — documented history of acquiring substantial new logo bases and building territories/verticals from scratch.
- Big numbers, verifiable sales record — consistent achievement/overachievement of large revenue quotas; ability to demonstrate closed ARR/TCV figures, win rates and ramp performance.
- Strong NBD and closure skills — end-to-end ownership from cold outreach to signed contract; skilled negotiator comfortable with enterprise procurement and legal cycles.
- Excellent client servicing orientation — record of high renewal rates, account expansion and long-standing client relationships.
- Domain fluency — working knowledge of GHG Protocol (Scope 1/2/3), CBAM mechanics, BRSR, GRI, CSRD/ESRS, CDP, TCFD/ISSB and the broader ESG compliance landscape.
- Global market exposure — experience selling to or engaging clients in at least one international market (EU, US or Middle East) in addition to India; comfort with cross-time-zone engagement.
- Excellent communication, presentation and executive-engagement skills; proficiency with CRM (Salesforce/HubSpot/Zoho) and modern sales tooling.
- Bachelor's degree required; MBA (Sales/Marketing) or sustainability-related qualification preferred.
- Willingness to travel for client meetings, events and market development.
Desirable
- Existing network of sustainability, EHS and CXO decision-makers across manufacturing, energy, textiles, chemicals, metals, FMCG, BFSI or IT/ITES.
- Experience selling to EU importers/exporters affected by CBAM, or to CSRD-covered enterprises.
- Prior experience in a start-up/scale-up environment with a builder's mindset.
Key Performance Indicators
- New ARR / revenue booked vs. target (quarterly and annual).
- Number and quality of new logos acquired; pipeline coverage (3–4x of quota).
- Win rate, average deal size and sales-cycle length.
- Renewal rate, net revenue retention and upsell/cross-sell revenue from owned accounts.
- Client satisfaction (NPS/CSAT) for accounts under management.
What We Offer
- Front-row seat in one of the fastest-growing regulatory-driven markets globally (ESG, CBAM, climate disclosure).
- Competitive fixed compensation with an aggressive, uncapped performance incentive structure.
- Global exposure across India, EU, US and Middle East markets.
- High-ownership role with a clear path to leadership as the BD function scales.
How to Apply
Share your resume along with a brief note on your ESG/sustainability sales track record (targets vs. achievement, key logos won, deal sizes) at jobs@ecomsww.com with the subject line “Application – Senior Manager BD (ESG SaaS)”.
EcoMS is an equal-opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees.
Click on Apply to know more.
