Account Executive, Pivotal
Biodiversity data company
Open for applications
Biodiversity data company
1-20 employees
Open for applications
1-20 employees
Company mission
To provide the data people and companies need to invest in positive outcomes for nature.
Role
Who you are
- This role is ideal for someone who thrives in a startup environment and is experienced in taking ownership of building and nurturing relationships with our high-profile B2B clients
- 5+ years of experience in Consultancy, B2B business development, Customer Success, or a similar role. Experience in the corporate sustainability field and financial analysis is a plus
- Proven ability to manage complex, consultative sales processes with large enterprises or high-stakes clients. Includes ability to create and manage commercial proposals, model financial scenarios, lead contract negotiations, and initiate customer onboarding at pace
- A self-starter who takes initiative and thrives in fast-paced, ambiguous environments. Highly capable in proactively organising, tracking, and reporting on the sales pipeline, including revenue projections and a set of key commercial KPIs
- Excellent interpersonal and written & verbal communication skills, with a talent for building trust and rapport with diverse stakeholders, and ability to build credibility with both technically and non-technically minded parties
- Strong organisational skills and attention to detail, ensuring nothing slips through the cracks
- Experience with CRM tools (e.g., Monday), Martech tools (Mailchimp, Canva), support tooling (e.g., Docsend, Wistia, Zapier) and proficiency analytical and quantitative skills for commercial and financial management
- Passion for sustainability and/or nature-positive initiatives
What the job involves
- We’re looking for a Customer Growth Lead to join our dynamic team and be instrumental in shaping the future of our customer relationships
- As a key member of the Commercial team, you will work closely with the leadership team to nurture relationships with potential customers, secure new business, and manage customer accounts to ensure they derive value from our solutions
- You’ll be responsible for managing the entire customer lifecycle—from onboarding to retention—while driving growth through consultative, high-tech sales in a cutting-edge and emerging market
- This is a highly visible role at the heart of the company, working closely with leadership and all cross-functional teams
- Build and maintain strong, long-term relationships with our customers, acting as a trusted advisor to ensure seamless adoption of our solutions
- Develop proposals, presentations, and tailored solutions for B2B clients in a consultative manner. Includes creation of client stories and case studies to show impact and results
- Manage customer accounts as the primary point of contact from early inbound calls through to contracting, invoicing, senior stakeholder management, and escalations. Anticipate and resolve any customer challenges proactively, driving satisfaction and loyalty
- Drive operational excellence in commercial efforts, including maintaining detailed records of customer interactions and pipeline progress using CRM tools, and taking ownership of the onboarding process from discovery calls through to product delivery. Collaborate closely with our Product & Operations teams to ensure smooth end-to-end delivery
- Proactively organise, track, and report on the sales pipeline, including revenue projections and a set of key commercial KPIs
- Collaborate with Leadership and Product teams to refine our go-to-market strategy based on customer feedback and market insights
Our take
With the worsening climate crisis, investment in biodiversity is critical, as much of the planet’s plant and animal life are necessary for creating products and services that many take for granted. This has resulted in an increase in funding for projects and start-ups that are focused on creating viable, practical solutions. However, in order for these solutions to not only be successful but to be developed at an accelerated rate, optimised data analysis processes are key.
Pivotal is reinventing the economics of biodiversity tracking to offer consumers and businesses with accurate, quantified, and auditable annotated species-level biodiversity data and analytics. The company’s approach links ecological improvements to sizable financial incentives, thus supporting the development of new sustainability-related markets.
Its seed funding round saw investments from some of Europe’s leading VCs and environmental advocates, which has enabled the young company to invest in expanding its team as it accelerates into the next stage of growth.
Steph
Company Specialist at Welcome to the Jungle
Insights
Few candidates hear
back within 2 weeks
Company
Funding (1 round)
Apr 2023
$5.7m
SEED
Total funding: $5.7m
Company benefits
- Equity
- Competitive employee participation program
- Remote-first company
Company HQ
King's Hedges, Cambridge, UK
Leadership
Cameron Frayling
(Co-CEO)Co-Founder of Biofidelity, Founder of Lightcast Discovery, and Founder & former CEO of Base4.
Zoe Balmforth
(Co-CEO)Current Strategic Deputy Director (Nature Strategy) at The Biodiversity Consultancy. Previously served as a British Diplomat and Senior Policy Advisor for the Foreign and Commonwealth Office.
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