Head of Strategic Partnerships and Business Development, Sustain.Life
$140-170k
Sustainability software for business
Job no longer available
Sustainability software for business
21-100 employees
Job no longer available
$140-170k
21-100 employees
Company mission
Sustain.Life's mission is to empower every business to fight climate change.
Role
Who you are
- Bachelor’s degree required; master's in business administration, marketing, or a similar field preferred
- At least 7 years of experience in strategic sales and/or business development
- 3+ years of supervisory or team management experience
- Existing network and understanding of technology buyers, corporate sustainability, or supply chain management, as well as partnering with MSPs, VARs, technology integrators, and accounting/consulting firms to grow customer acquisition and collective revenue
- Proven ability to find strategic partnerships that have led to scalable revenue streams
- Proven ability to negotiate and work with C-level executives and navigate procurement in large enterprises
- Demonstrated success and tangible experience of having expanded and cultivated existing partnerships over time
- Demonstrated drive to solve problems in a creative and collaborative team environment while leading with high energy and a positive attitude
- Strong analytic skills (financial, planning, operational)
- Strong relationship building skills and an entrepreneurial approach that leverages further opportunities
- Excellent communication skills, both written and oral
- Strong critical thinking, problem solving, and analytical skills including business case modeling, Excel modeling, and integrated work planning
- Strong presentation skills and ability to articulate product vision to stakeholders
- A genuine passion for making other people successful, both our customers and your fellow teammates
- Demonstrated ability to deliver presentations in a way that establishes credibility and reinforces the value of the Sustain.Life solution
- Experience in and comfort with working in an agile, fast-paced environment
- Background in and/or passion for working in sustainability or climate-tech
- Ability to travel domestic and international (limited/as required)
- Fast learner
- Entrepreneurial mindset, energy, and sincerity
What the job involves
- We are looking for a Head of Strategic Partnerships and Business Development to lead the continued development of our partner strategy and execution, along with the day-to-day management of the growing Partner team
- As the Head of Strategic Partnerships and Business Development, you will use your strong understanding of B2B SaaS sales and climate-tech industry, as well as proven experience in developing partnership strategies, evaluating potential partners, negotiating, and nurturing partner relationships across new verticals to grow revenue
- This is a player coach role that includes pursuing and developing new strategic opportunities individually and leading the partner sales team
- You will play a significant role in shaping the culture and operational processes for a growing department and be a key driver of revenue for the wider organization
- You will work in close collaboration with the entire Revenue team and GTM leaders across direct sales, marketing, customer success and product to provide market feedback and input that influence our strategies to drive partner acquisition and activation
- You will also research and track emerging markets and trends, identify and recommend sponsorship opportunities, partner events, and engagement channels
- This role reports to the Chief Revenue Officer
- Develop partner networks and strategic alliances in North America, and other regions as part of internationalization initiative
- Utilize scalable, method driven approaches and processes to drive results through partner channels
- Conceptualize and conduct analysis of new strategic initiatives that could be built around, or benefit from, corporate sustainability, supply chains, carbon accounting, climate-tech, energy transition, or other partnerships
- Coordinate the enablement and management of ongoing relationships with existing partners and leverage those relationships to increase revenue for both parties through a deep understanding of the partner’s business
- Collaborate with cross-functional teams to structure and execute business initiatives, lead analysis, and develop and communicate final recommendations for growing revenue through partnerships
- Develop systems and procedures in support of the identification, engagement and development of new partnership channels and strategic alliances
- Oversee end-to-end acquisition of strategic opportunities from prospecting through implementation, engaging and collaborating across internal divisions to ensure partner implementations are delivered against the plan
- Manage and support Sustain.Life’s growing partner sales team
- Analyze and track key metrics to identify trends and highlight issues in partner and customer acquisition, and relationship management
- Project and promote Sustain.life business initiatives to new audiences and partners
- Manage reporting and financial tracking of partnership activities
- Deliver professional sales presentations to potential partner organizations and customers with the ability to persuade and close business
- Provide timely and accurate reporting of pipeline, strategic partnerships, and management activities
- Research trends and competitive landscape to strategically drive the Sustain.Life business development pipeline
- Conduct analysis of strategic opportunities for Sustain Life’s capabilities in new verticals that increases revenue for both parties through a deep understanding of the partner’s business
Our take
Companies are finally realising that they must take responsibility for their own emissions. However, taking real responsibility is easier said than done.
Sustain.Life is making the path towards climate responsibility easier for organisations across the globe. Companies can take the most important first step - Carbon Accounting - with the software company. Unusually though, Sustain.Life also provides a suite of simple products inviting climate action amongst companies and employees.
The startup’s strategy to date has been targeting small and midsize businesses just starting to think about ESG, with a lower base price and simpler offerings than some rivals. Sustain.Life will hope that it can release more and more sophisticated offerings at cost in the medium-term and will benefit from its $16 million funding awarded in 2022.
Having said that, competition in ESG software is intense. It’s not uncommon for professional services firms to acquire software companies that best suit their needs. However Sustain.Life may have struck the right balance of a more holistic sustainability platform with the scalability of a SaaS model.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
31% employee growth in 12 months
Company
Funding (2 rounds)
May 2022
$16m
SEED
Nov 2021
$7m
SEED
Total funding: $23m
Company HQ
Civic Center, New York, NY
Leadership
Mike Hanrahan
(Chairman & Boardmember)Now CEO of 4Sided a venture fund for SaaS businesses. Previously CEO of Intelligent Retail Lab, a technology company optimising Walmart stores. Co-founded Jet.com.
Patrick Campagnano
(CTO)Co-founded 4Sided, a venture studio for SaaS businesses. Previously Head of Engineering for Intelligent Retail Lab by Walmart and Senior Director of Engineering for Jet.com.
Alyssa Rade
(Chief Sustainability Officer)ESG expert with over a decade of experience in real estate sustainability at major New York companies like Vornado Realty Trust and Atelier Ten.
Annalee Bloomfield
(CEO)Previously Senior Director of Walmart's Intelligent Retail Lab. Also co-founded 4sided, the venture studio for SaaS businesses as well as Earnest, a successful Business Intelligence product using financial data. Trained as an Analyst at Goldman Sachs.
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