Growth Leader

  • Full Time
  • CA-San Francisco
  • Senior Level

Website aclima Aclima

Aclima is the leader in hyperlocal air quality & greenhouse gas

TL;DR

A long-developing inflection point in the market following years of engineering, market creation, and product-led development at a world-changing climate tech startup requires relentless focus on pipeline conversion, market capture, and building a go-to-market team. We’re looking for an extraordinary swiss-army knife Growth Leader who has taken a successful enterprise B2B startup from 0 to 1 and beyond. As growth leader, you’ve done it all, and are comfortable executing rote tasks, as well as shaping go to market strategy in partnership with the CEO. You relish the opportunity to forge a fresh GTM approach for Aclima’s highly-differentiated solution and welcome the challenge of  building the commercial side of a startup from the ground up to generate repeatable revenue growth.

About Aclima 

Aclima is pioneering an entirely new way to diagnose the health of our air and track climate-changing pollution. Powered by our network of roving and stationary sensors, Aclima measures air pollution and greenhouse gases at unprecedented scales and with block-by-block resolution. Our professional analytics software, Aclima Pro, translates billions of scientific measurements into environmental intelligence for governments, companies, and communities. Our free app, air.health, maps address-level air and climate insights for the communities we serve. Aclima is a purpose-driven technology company catalyzing bold climate action that protects public health, reduces emissions, and delivers clean air for all.

Aclima is one of Fast Company’s 50 Most Innovative Companies in the World and #1 in Data Science, Inc Magazine’s Best in Business, a Fast Company World Changing Idea, a WEF Technology Pioneer, and one of the top 100 companies in GovTech for 2022. Aclima is headquartered in San Francisco with offices in Portland and Brooklyn. To learn more visit https://aclima.io.

About the Role

As Growth Leader you will shape and build Aclima’s commercial, GTM, and business development teams by first helping to lead conversion of a robust inbound and outbound sales pipeline consisting of government and utility customers in the US market. In this you’ll learn by doing, and lead a small team. From there you’ll set out to learn every aspect of Aclima’s business, its potential, and the opportunity, and build upon your own experience with non-linear strategies to capture market share.. Armed with this knowledge you’ll create and execute on the highest-leverage strategies for force-multiplying Aclima’s revenue growth, designing process and inventing paradigms, recruiting team members, and identifying creative ways of securing new opportunities for the business. This means you’re a seasoned and savvy growth leader. A startup person with experience working cross-functionally, and in a regulatory or gov-tech context. You’re highly experienced when it comes to everything related to working with government customers, selling, procurement + RFPs, and what it means to do business with highly-regulated utilities. You also have a track record of selling, and you’re good at it. Managing multiple sales motions simultaneously, closing anything from seven and eight-figure deals with multiple government stakeholder groups. Simultaneously, you’ll work with the company founders to recruit, and build out a world-class go-to-market team, which you will lead until those teams ramp and “graduate” into autonomous teams led by exceptional functional leaders. In doing so, you’ll eventually make yourself obsolete, but reap deep rewards from the process of creation.

You will:

  • Lead revenue activities including sales pipeline conversion for a growing series B company within a fast-moving, high-performance culture.
  • Work directly with the CEO and founders to scale and execute GTM strategy.
  • Get deep in the weeds to win critical sales to state, local governments, utilities, and government agencies by authoring original content for proposals, manage the proposal process from start to finish, generate pricing, and create presentations for customers.
  • Lead a small foundational team, while designing, ramping and recruiting leaders for the commercial org.
  • Navigate and deeply understand the government procurement process ideally at multiple levels of government from municipal, state, to federal.
  • Report directly to the executive team on progress of revenue targets, activities to increase pipeline conversion, shorten the sales motion, remove bottlenecks, and secure additional revenue growth, initially focusing on regulatory, utility, municipal, transportation, regional and state agencies.
  • Expand the opportunity set by working with Aclima’s government consultants, partner organizations, and bring your own amazing network as well.
  • Help define the sales motion to create strong sales-market fit, and create processes to reduce friction to deal close.
  • Recruit top caliber professionals to create the foundations for a revenue organization. Ramp and build the team as the business scales.
  • Collaborate closely with product leadership to maximize opportunity potential of the product based on market feedback. Provide guidance to marketing on marketing material generation, top of funnel campaigns, and channel partnership activities to drive growth.
  • Coordinate closely with customers and sales leads to ensure relationships are maintained, and customer operations are resulting in satisfied customers.
  • Manage ongoing forecasting process to ensure constant alignment of expectations with the executive team, investors, and the board.
  • Manage critical customer relationships.
  • Manage critical channel partner relationships.
  • Gather intelligence from customer prospects and provide valuable feedback to Product, Operations, Engineering, and other relevant teams for process and product improvements.

Qualifications

  • 8+ years of growth, business development, and revenue management experience at startups.
  • Prior experience expanding go-to-market to new verticals and geographies.
  • Strong desire and track record of rolling-up-sleeves to execute on customer conversion.
  • Deep familiarity with selling data-centric products to govt customers, and a thorough understanding of those sales cycles.
  • Experience negotiating complex enterprise agreements from kicking off the process, defining the contract strategy & goals and driving it all the way through execution
  • Proven ability to build scalable sales models and contracting structures for complex and evolving SaaS products.
  • Passion for understanding and solving our greatest environmental challenges; an energy you will bring to the team and our customers.
  • Hands-on management experience; capable of staffing, managing, mentoring and driving a highly motivated, diverse, inclusive, and productive organization.
  • Outstanding written and verbal communication skills.
  • High level of energy and resourcefulness, and adaptability.
  • Strong sense of loyalty, teamwork and high personal integrity.
  • A hunger to learn everything there is to know about Aclima’s products, customers, strategy, and the markets we’re defining.
  • Ability to define appropriate short and long-range organizational goals, and put the accountability structures in place for achieving them.

Preferred Qualifications:

  • A track record of landing large government contracts.
  • Successful experience selling to regulatory agencies and/or utilities.

Bonus:

  • Experience in the sustainability or climate tech ecosystem
  • MBA and/or graduate degree in relevant disciplines

Please know that you can be a great candidate even if you don’t have everything we’ve described above. You might also possess important skills and experience we haven’t considered. If that’s you, don’t hesitate to apply and tell us about yourself (especially in your cover letter).

Equal Employment Opportunity

Aclima is committed to diversity in our organization and building an equitable and inclusive environment for people of all backgrounds and experiences, and has proudly made the Kapor Capital Founders’ Commitment. Aclima provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, sex, national origin, age, disability or genetics. In addition to federal law requirements, Aclima complies with applicable state and local laws governing nondiscrimination in employment in every location. We especially encourage members of traditionally underrepresented communities to apply, including women, people of color, LGBTQ people, veterans, and people with disabilities. Full-time position only. Out of area candidates will be considered.

Compensation and Benefits

Aside from the fulfillment of working alongside world-class colleagues to make a positive impact in people’s lives, while improving planetary and public health, Aclima offers competitive compensation, equity potential, and excellent benefits. Benefits include medical/dental/vision/Life/AD&D/LTD, 401K, commuter and wellness credits, company events, and an extraordinary culture.

To Apply

Please submit a cover letter and resume detailing why you are the ideal candidate for this role. If contacted, be prepared to show off your commercial achievements and proudest deals.

Equal Employment Opportunity

Aclima is committed to diversity in our organization and building an equitable and inclusive environment for people of all backgrounds and experiences, and has proudly made the Kapor Capital Founders’ Commitment. Aclima provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, sex, national origin, age, disability or genetics. In addition to federal law requirements, Aclima complies with applicable state and local laws governing nondiscrimination in employment in every location. We especially encourage members of traditionally underrepresented communities to apply, including women, people of color, LGBTQ people, veterans, and people with disabilities. Full-time position only. Out of area candidates will be considered.

Compensation and Benefits

Aside from the fulfillment of working alongside world-class colleagues to make a positive impact in people’s lives, while improving planetary and public health, Aclima offers competitive compensation, equity potential, and excellent benefits. Benefits include medical/dental/vision/Life/AD&D/LTD, 401K, commuter and wellness credits, company events, and an extraordinary culture.

To apply for this job email your details to DIANA.SOUZA@ACLIMA.IO