About the Role

The Sales Manager plays a front-line role in growing Bullfrog Power's business by expanding existing customer relationships and developing new business opportunities across Canada.

Reporting to the VP, Sales & Origination, this role is primarily responsible for executing sales activities that drive revenue growth, strengthen customer relationships, and support Bullfrog's broader business development objectives. The role will focus on account expansion, new prospecting, pipeline development, and closing commercial opportunities related to Bullfrog's environmental products and sustainability solutions.

The Sales Manager will work with customers to understand their sustainability goals, business drivers, reputational objectives, and environmental commitments. Using a consultative sales approach, the Sales Manager will position Bullfrog's solutions in a way that aligns with customer needs and supports meaningful climate action.

JOB QUALIFICATIONS

Business Development, Account Expansion, and Revenue Growth

• Proactively identify, pursue, and secure new business opportunities with medium, large, and enterprise-level organizations across Canada.
• Expand existing customer relationships by identifying additional opportunities to support customer sustainability goals and increase account value.
• Build and maintain a healthy pipeline of qualified opportunities aligned with Bullfrog's revenue, P&L, and business development objectives.
• Develop and execute targeted account plans for priority customers, sectors, and prospects.
• Lead full-cycle sales activities, including prospecting, qualification, discovery, proposal development, negotiation, closing, and internal handoff.
• Negotiate and close high-value commercial agreements with corporate and industrial customers.
• Meet or exceed revenue targets, pipeline expectations, and other sales performance measures as established through the annual business plan.
• Participate in Bullfrog's commission or variable compensation structure, as applicable and defined separately in the compensation plan.

Customer Relationship Management and Renewals

• Build and maintain strong long-term relationships with customers to support retention, account growth, renewal opportunities, and overall customer value.
• Work collaboratively with the Customer Success team on customer renewals, account planning, and relationship continuity.
• Understand customer decision-making structures, procurement processes, sustainability goals, and buying cycles.
• Identify opportunities to deepen relationships through additional products, services, partnerships, or business development opportunities.
• Maintain a customer-focused approach that supports both commercial results and Bullfrog's brand reputation.

Consultative Selling and Solution Development

• Develop customer-specific solutions that align Bullfrog's offerings with customer values, business priorities, sustainability commitments, and reputational objectives.
• Position Bullfrog's environmental products and sustainability solutions, including green natural gas, Renewable Energy Credits, Power Purchase Agreements, carbon-related solutions, and sustainability partnerships.
• Prepare and deliver compelling presentations, proposals, and business cases to a range of stakeholders, including facilities leaders, energy managers, sustainability teams, marketing and CSR leaders, procurement teams, and senior executives.
• Translate renewable energy and environmental market concepts into clear, practical, and commercially relevant recommendations for customers.
• Work with internal stakeholders to ensure proposed solutions are feasible, accurately scoped, appropriately priced, and aligned with Bullfrog's business objectives.
• Escalate non-standard pricing, contract terms, or customer commitments to the VP, Sales & Origination for review and support.

Pipeline Management, Salesforce, and Sales Operations

• Fully leverage Salesforce to manage accounts, track sales activity, maintain pipeline visibility, forecast revenue, and capture customer intelligence.
• Maintain accurate and timely CRM records, including customer interactions, pipeline stage, probability, expected close dates, renewal opportunities, and next steps.
• Use approved AI-enabled tools, where appropriate, to support lead generation, account research, customer targeting, pipeline development, and sales productivity.
• Ensure use of AI-enabled tools aligns with company expectations regarding privacy, customer data, confidentiality, and Salesforce governance.
• Provide regular updates on sales activity, pipeline status, customer feedback, risks, and commercial opportunities.
• Work with Marketing, Customer Success, Finance, Operations, and Leadership to support sales execution, customer proposals, pricing, renewals, and business development opportunities.

Market Intelligence and Brand Representation

• Stay current on renewable energy trends, environmental products, sustainability reporting, customer needs, and market developments relevant to Bullfrog's business.
• Support market analysis and customer insight gathering to inform sales execution and business development priorities.
• Represent Bullfrog Power at customer meetings, industry events, conferences, networking opportunities, and other business development activities.
• Act as a credible ambassador for Bullfrog's brand, mission, and sustainability solutions.
• Travel within Canada, as required, for customer meetings, events, and business development activities.

Qualifications and Experience

• Minimum 5 years of progressive B2B sales experience, preferably with medium, large, or enterprise-level corporate accounts.
• Demonstrated success managing complex sales cycles involving multiple stakeholders and senior decision-makers.
• Experience selling high-value solutions, partnerships, environmental products, sustainability-related offerings, energy products, or other consultative services.
• Strong commercial acumen with the ability to understand customer needs, business drivers, market trends, and competitive dynamics.
• Experience building, managing, and converting a sales pipeline.
• Experience using Salesforce or a similar CRM to manage customer relationships, pipeline activity, forecasting, account information, and sales reporting.
• Experience using approved AI-enabled tools for sales research, lead generation, prospecting, targeting, or pipeline development is an asset.
• Existing corporate or industrial relationships are considered an asset.
• Knowledge of renewable energy, green natural gas, Renewable Energy Credits, Power Purchase Agreements, carbon-related solutions, sustainability partnerships, or environmental markets is an asset.
• Knowledge of sustainability reporting, corporate climate commitments, or environmental disclosure frameworks is an asset.
• Post-secondary education in business, environmental studies, sustainability, engineering, energy, or a related field is preferred.
• Valid driver's licence and ability to travel within Canada, as required.

Skills and Competencies

• Strong consultative selling and relationship-building skills.
• Excellent communication, presentation, and negotiation skills.
• Ability to build trust and credibility with customers, senior leaders, and internal stakeholders.
• Strong prospecting, networking, and account development capability.
• Strong analytical skills with the ability to translate customer and market insights into actionable sales opportunities.
• High degree of initiative, ownership, resilience, and accountability.
• Strong organizational skills with the ability to manage multiple accounts, opportunities, and priorities.
• Ability to work independently while collaborating effectively across Marketing, Customer Success, Finance, Operations, and Leadership.
• Sound judgment in identifying when to escalate pricing, legal, contractual, or customer commitment matters.
• Genuine interest in climate action, renewable energy, environmental products, and sustainability.

Measures of Success

• Success in this role will be measured by:
• Achievement of revenue, P&L contribution, and sales targets.
• Quality, size, and progression of the sales pipeline.
• New business development and conversion of qualified prospects.
• Expansion of existing customer accounts.
• Successful collaboration with Customer Success on renewals and customer relationship continuity.
• Accuracy and consistency of Salesforce data, forecasting, and activity tracking.
• Quality of customer relationships and internal collaboration.
• Contribution to Bullfrog's brand reputation, market presence, and business development objectives.
• Effective use of approved sales tools, including Salesforce and approved AI-enabled tools.

Compensation

This role may be eligible for commission or variable compensation based on achievement of defined sales, revenue, pipeline, and/or business development objectives.