Director, Registry Infrastructure Sales and Business Development

Essential Functions

• Grow Xpansiv’s proprietary registry infrastructure business (new registries, account holders, and partners), close high-value sales targets, and provide dedicated commercial support to existing registry programs.
• Provide meaningful and revenue-generating introductions to the broader group of Xpansiv companies.
• Coverage areas include all types of clean electricity or differentiated fuels including, but not limited to: RECs, ZECs, TERC, RNG, hydrogen, and other clean energy verticals.
• Establish and nurture relationships with market participants, including buyers, suppliers, program sponsors, financial intermediaries, project developers, verifiers, associations, and electronic marketplace facilitators.
• Prospect new business by conducting research to identify key decision makers and influencers within target accounts.
• Leverage sales expertise and network of contacts to source leads, generate initial customer interest to secure introductory meetings, and plan and execute sales strategy with purposeful actions to complete the sale.
• Lead internal/external meetings, qualify opportunities, create proposals, coordinate legal contracts, manage RFPs, develop/enhance sales collateral, and utilize CRM system to capture deal attributes and stakeholder communications.
• Identify registry infrastructure requirements, synthesize and analyze findings, and synchronize with internal product managers to ensure that product-market fit and infrastructure configuration plans align with client delivery timeframes.
• Keep a near-real-time pulse on market intelligence, analyze key market developments, and communicate timely updates to inform the organization’s priorities, budget forecasts, resource allocation, and other strategic work.
• Develop ongoing revenue forecasts, track sales KPIs, accurately forecast close dates and balance activity between ‘lead generation’ and ‘close’ to maintain strong and consistent pipeline; report results.
• Plan and participate in speaking opportunities at conferences, events, and international forums that promote the maturation of global environmental commodities markets, with registry infrastructure sales and business development at the core of your remit.
• Some global travel will be required to support sales and business development activities.

Job Requirements

• Bachelor's degree with minimum of 5+ years of experience in a related field (business, environmental management, sustainability, or similar); MBA preferred.
• Executive presence, strong leadership qualities, self-motivation, and outstanding communication skills.
• Existing relationships with leaders and key influencers across the environmental commodities markets, including supply-side participants (e.g., project developers), demand-side participants (e.g., corporates, financial institutions, investors), and intermediaries (e.g., exchanges, brokers).
• Deep understanding of REC and fuels markets, global and national climate change issues, carbon and sustainable fuels markets, environmental markets, energy markets, regulatory policy, and associated stakeholders; familiarity with exchanges preferred.
• Professional competence and mastery of subject matter; conscientious and efficient in meeting commitments, self-driven toward meeting deadlines and achieving results, persistence when faced with difficult challenges, and calm in stressful situations.
• Ability to quickly absorb commercial and technical concepts in the context of global social, economic, and regulatory change.
• Natural entrepreneurial skills, excellent business judgment, and rapid problem-solving capabilities.
• Attention to detail and time management skills across multiple projects and initiatives.
• Ability and comfort working collaboratively across the international community in multiple time zones.
• Proficiency with Microsoft Office products and Salesforce.