Head of Sales

About CarbonChain CarbonChain's platform enables companies to track, report and reduce their supply chain emissions, covering the most carbon-intensive industries (metals and mining, agriculture, manufacturing). CarbonChain is a CDP accredited solutions provider, a TCFD supporter, and ResponsibleSteel member. Our carbon accounting methodology is independently verified by Bureau Veritas and validated by SGS.

CarbonChain

Empowering companies and banks to decarbonize supply chains

ESG reportingCDP disclosureTrade financeSustainability-linked loansCarbon accountingCarbon footprintingSupply chainsCommoditiesand CBAM Reporting

C

carbonchain.com

11-50 employees

Software Development

London, England

Privately Held

21k LinkedIn followers

• Immediate: the tools in front of them
• Internal: how they work with colleagues
• External: how they work with suppliers and customers
• Societal: how they work with society, governments, and disclosing bodies
• The data we hold is only useful if it makes all four of those jobs easier.
• Work closely with the founders and sales team to reset; maturing the sales strategy, covering target segments, ideal customer profile, pricing approach, and revenue targets
• Assess the current team’s structure, dynamics, strengths, and gaps, and recommend and implement practical changes that will grow revenue
• Build a scalable sales playbook with Product, Customer Success, Engineering, and Marketing, covering qualification, discovery, demos, proposals, and handover, so that success is repeatable rather than reliant on individuals
• Match the commercial proposition to each customer’s needs, distinguishing when to propose consulting services and when to propose a pure SaaS solution. Build a repeatable, scalable process which can be leveraged by the team.
• Translate complex carbon accounting capabilities into clear commercial value that resonates with our ICP.
• Lead from the front: join customer calls, represent CarbonChain at industry events and conferences, and help the team maximise and close more deals
• Coach and mentor every member of the team, whatever their experience level, through deal reviews, call coaching, and regular 1:1s that help each person reach their potential
• Design a clear commission structure and progression framework that rewards the right behaviours, standardises how growth is measured, and gives the team a visible path to develop their careers
• Build deep relationships with key customers across major industries to uncover their challenges and opportunities, and share the recurring themes with Product and leadership to shape where CarbonChain goes next
• Partner with Customer Success on renewals and expansion; building account plans for key customers and identifying upsell opportunities early to help maximise retention and account growth
• Own sales forecasting, pipeline reporting, and key metrics, giving the founders and board an accurate, honest view of where revenue is heading
• Hire and onboard new team members as we scale, building a team known for integrity, expertise, and customer focus

• Experience selling both consultative services and software-as-a-service solutions, with a proven ability to navigate complex customer needs and buying processes
• A proven track record of closing complex, multi-stakeholder enterprise deals, and consistently meeting or exceeding targets as both an individual contributor and a leader
• Exposure to Founder led environments with a playbook for scaling and futureproofing sales capability.
• Experience building sales playbooks, processes, and qualification frameworks (such as MEDDPICC) from early stages
• Hands-on experience designing commission plans, quotas, and career progression frameworks
• A genuine player-coach mindset: you’re comfortable running your own deals but prefer developing others
• Strong commercial judgement and data-driven pipeline management, with accurate forecasting
• Excellent relationship-building skills with senior stakeholders, including sustainability, procurement, finance, and executive buyers
• Strong collaboration skills: you work closely with Product, Customer Success, and Marketing, and see feedback from customers as fuel for the whole business
• Comfortable with ambiguity and changing priorities, with the resilience and energy to build in a fast-moving environment
• Bonus: experience selling into commodities, manufacturing, energy, or heavy industry
• Bonus: knowledge of carbon accounting, ESG reporting, or regulation-driven markets such as CBAM
• Bonus: experience selling across Europe or internationally

• Meaningful impact and accelerated growth
• This is a rare opportunity to expand the commercial function for a product that directly addresses the climate crisis while shaping the future of a fast-growing company.
• You'll tackle diverse challenges, work across the full stack of problems, and own meaningful projects from start to finish. If you want to learn quickly, take on real responsibility, and see the direct results of your work, this is the place to do it.
• 28 days annual leave
• £500 home office setup allowance
• £2,000 annual learning allowance
• Private healthcare
• Company pension incl. salary sacrifice options
• Generous parental leave policy
• Weekly team lunches in the office
• Office gym, and cycle to work scheme
• Remote work contribution of £1,000 towards expenses for 1-week abroad
• If you think your skills and experience match what we're looking for and you'd like to join next Climate Tech adventure, please get in touch.
• You can find out more about interviewing at CarbonChain at carbonchain.com/careers/interview-process.
• If you think your skills and experience match what we’re looking for and you’d like to join the next Climate Tech industry unicorn, please get in touch!
• You can find out more about interviewing at CarbonChain at https://www.carbonchain.com/careers/interview-process.