Partnerships Lead (Channel Business Development)
Gravity Climate
Location
Remote
Employment Type
Full time
Department
Partnerships & Policy
Who We Are
Gravity aligns sustainability with business impact using the only integrated carbon and energy management platform in the business. Fortune 500s, global energy majors, and leading financial institutions use our technology – which received the top scores across competitors in the most recent Verdantix analysis – to comply with climate disclosure requirements and save millions in energy costs.
Business is booming, we're well-funded, and our product is built on a technical foundation that lets us automate where others can't while identifying and implementing cost- and emissions-reduction projects. Gravity has quickly grown market share in carbon management while creating new business lines beyond mere reporting.
The Opportunity
Commercial partnerships have quickly emerged as a significant source of revenue, with established relationships with specialty sustainability consulting firms and large generalist shops. Now, we need someone to scale what's working while expanding new partnerships motions.
You will own channel sales pipeline and revenue. This is a “full-stack” role with an unusual degree of agency; we’re not seeking someone to merely own “strategy” or spend much of their time in dashboards. Instead, you’ll be expected to establish relationships with new firms, craft the joint value proposition, work with account executives to close deals, build an effective enablement program, and position Gravity relentlessly top-of-mind so business keeps flowing.
This is initially an individual contributor role with the opportunity to build a team as the partnerships function scales. You’ll work closely with Gravity leadership and world-class sales organization, which is ultimately responsible for closing end-client deals. For the first two quarters, you’ll report to Gravity’s Co-Founder and Head of Policy & Partnerships, and then report to the Head of Sales.
In a typical week, you might: travel to meet a partner's sustainability practice leader to establish a beachhead into their firm; craft a new pitch deck positioning Gravity against competitors for a specific firm; join four sales calls with Gravity AEs on partner-sourced deals; demo advanced platform capabilities to an initially skeptical prospective partner; troubleshoot why enablement materials aren't landing and iterate from there.
Who Thrives in This Role
You are a channel sales operator who gets energized by building relationships, crafting compelling business cases, and closing revenue. You understand that partnerships aren't about signing MSAs and moving on — they're about ongoing cultivation, enablement, and staying top-of-mind so we become the default choice.
You have strong opinions on what makes partnerships work and what doesn't. You know when to push for a referral model versus allowing white-label. You can smell a time-sinking partnership from a mile away. You understand the trade-offs between short-term revenue and long-term strategic positioning.
You’re excited about mastering a technical product that gets better every week. Working at Gravity means being a little bit astonished by the velocity of our R&D org — and fired up about what that unlocks on partner calls.
You embody a healthy impatience and you strive to control the outcome. You can write a pitch deck, negotiate commercial terms, build enablement materials, and demo the product when needed. You move fast, communicate crisply, and hold yourself accountable to revenue outcomes.
You Have:
Experience in SaaS channel sales and business development, ideally in sustainability software or other software selling to Big Four and similar consulting firms.
A track record of building and scaling partnership motions with minimal outside support.
Existing relationships with sustainability or advisory practices at major consulting firms (strongly preferred).
Comfort working autonomously in a fast-moving, high-accountability environment.
Exceptional communication skills and the ability to craft compelling, tailored value propositions.
Willingness to travel to build and maintain partner relationships.
Gravity Provides:
Foundational impact at a company transforming sustainability and energy.
Competitive salary and meaningful equity.
Paid health, vision, dental, and life insurance.
Unlimited PTO.
Health & wellness stipend.
Flexibility on location with regular travel as needed.
