Director of Business Development

Summary

Join Yard Stick, a remote-first climate tech startup, as their Director of Business Development and help fight climate change through soil carbon measurement. This full-time, remote role, starting February 25th, 2025, reports to the Head of Growth + Partnerships. You will be responsible for selling large projects, building a sales pipeline, informing commercial and product strategy, telling the company story, and partnering for success. The ideal candidate possesses demonstrable expertise in enterprise business development and a passion for climate change. Yard Stick offers competitive salary and equity, comprehensive health benefits, unlimited PTO, and a supportive remote work environment.

Requirements

• Demonstrable expertise leading relevant enterprise biz dev, GTM, or early sales efforts, with a proven track record of selling at the scale of many millions of dollars
• Comfort selling in emerging tech risk/complexity contexts, handling unknowns and balancing customer needs with technology maturity
• Excellent management of complex pricing and contracting processes, including gathering details, operating internal tools, and negotiating contracts
• Flawless organization of complex information, including documenting, interpreting, and sharing information effectively, and maintaining meticulous organization systems
• Strong personal independence and entrepreneurial autonomy, including proactive problem-solving and effective collaboration with other teams
• Personal, durable enthusiasm for the challenge of climate change

Responsibilities

• Sell large, well-fit projects: Understand customer requirements, educate prospects, iterate on pricing and project format, and consistently win soil carbon measurement contracts
• Build and own a healthy sales pipeline: Execute inbound and outbound sales strategies, identify and qualify leads, manage the pipeline in HubSpot, and maintain meticulous data hygiene and reporting
• Inform overall commercial and product strategy: Refine ideal customer personas, define segment-specific strategies, inform new customer experiments, prioritize and execute high-value partnerships, and serve as a key internal voice of the customer
• Tell the company story: Attend industry conferences, contribute to brand awareness, follow and guide market trends, influence key stakeholders, and participate in the soil carbon sector
• Partner for success: Partner with internal teams to inform future product features, accurately scope technical details of proposals, and collaborate on emergent commercial opportunities

Preferred Qualifications

• Ability to start quickly, ideally on February 25th, 2025
• Prior experience at a high-growth start-up
• Prior experience and/or relationships in agriculture, soil science, carbon markets, land use, MRV, and similar
• Comfort with aspects of enterprise marketing, including writing sales copy, designing pitch decks, and giving presentations
• Familiarity with CRM/pipeline systems (e.g., HubSpot)

Benefits

• Market salary and equity commensurate with expertise, in the range of $170,000 - $250,000 a year
• Health, dental, and vision insurance with 80% employer contribution for healthcare and 50% for dental, plus HSA contributions
• Unlimited PTO, unlimited sick leave, 6 weeks paid primary caregiver leave, and 4 weeks paid secondary caregiver leave
• 10-year post-termination exercise period for stock options
• Travel expectations: 3-day all-company onsite twice per year, plus 2-3 day sector conferences about four times per year
• Company-provided computer and work-from-home reimbursement
• Additional benefits include One Medical, Health Advocate, and Talkspace memberships and a company-sponsored 401k
• Flexible working hours, requiring only overlap with teammates for a few hours daily