What you'll ownYou will run full-cycle enterprise deals with Fortune 500 companies: from cold outreach and deep discovery through multi-stakeholder negotiation, close, and expansion. You'll build Patch's reputation as the most trusted partner in environmental markets - not just a vendor.
Day-to-day, you'll:- Build and manage a $3M+ pipeline of qualified enterprise opportunities through disciplined prospecting, referrals, events, and strategic outreach
- Run multi-threaded deals spanning Chief Sustainability Officers, CFOs, procurement, and legal - navigating complex buying committees with confidence and credibility
- Lead deep discovery conversations that uncover not just stated needs but strategic pressures, organizational dynamics, and commitment gaps
- Serve as a trusted advisor to your accounts, bringing market intelligence and insight that goes beyond the product pitch
- Partner closely with Supply, Climate, Marketing, Product, and Engineering teams to shape how Patch delivers, goes to market, and what we build next
- Represent Patch at marquee industry and Patch-hosted events - Climate Week NYC, GreenBiz, Trellis Impact, and more - building relationships that compound over time
- Work in a modern, AI-native sales environment: Salesforce, Gong, Dust AI, Asana, Slack, and a team obsessed with workflow efficiency
What success looks likeIn your first 90 days: You've fully ramped on Patch's platform, environmental markets fundamentals, and competitive positioning. You've audited your inherited pipeline, built your prospecting strategy, and are running active discovery with 10+ qualified accounts. You're proficient in navigating Patch's tech stack and AI tools.
In your first 180 days: You've closed your first enterprise deal and have a pipeline that reflects your own prospecting motion - not just inherited accounts. You've contributed to our product roadmap and built your own AI workflows to maximize productivity. You beat the goals you set for yourself when you started.
In your first year: You've exceeded quota, expanded 2+ existing accounts, and contributed meaningfully to how Patch positions itself in the market. You've become someone your customers call when they need to understand what's happening in environmental markets - not just when they're ready to buy.
What makes you a great matchYou'll thrive here if:- You have 5-10+ years of enterprise B2B sales experience with a consistent track record of 100%+ quota attainment
- You've run complex, multi-stakeholder deals with companies of 1,000+ employees - you know how to navigate procurement, legal, and the C-suite simultaneously
- You've built pipeline from scratch, not just worked inbound queues or relied on a strong PLG motion - you know how to create your own deal flow
- You've sold a new or emerging category and know what it takes to help buyers develop conviction in something that's still being defined
- You have a genuine interest in sustainability and environmental markets - you're naturally curious, pick up new domains quickly, and are willing to go deep on complex topics to become a credible voice for your customers
- You can earn trust in a room with a CSO and a CFO at the same time - and you've done it
- You're a constant learner of new tools and have the appetite to grow your technical capabilities across AI
Bonus points for:- Background in environmental commodities, ESG reporting software, energy, sustainability consulting, or climate finance
- Experience at a Series A-D company where you helped shape the GTM motion, not just execute someone else's playbook
- Familiarity with voluntary environmental market standards or corporate sustainability reporting frameworks (TCFD, CDP, SBTi)
- You're based in San Francisco or ready to relocate, and you value the in-person culture that comes with 3 days a week in our SF office
