Business Development Manager — Spain

Carbon Glance Ltd; España; Remote; EUR 30,000 - 42,000; Full time

Benefits offered by this job

Equity package

Fully remote work

Co-working space covered

Job summary

Carbon Glance Ltd is seeking a driven Business Development Manager to own our go-to-market across Spain and the EU. This founding commercial role works directly with the founders and shapes how we sell, building relationships with potential clients in regulated sectors.

The position is fully remote, open to candidates based in Spain with right to work. You will manage the pipeline end-to-end, run product demos, identify partnerships, and help scale our ESG/regulatory SaaS solution.

Qualifications

• 1–3 years in B2B SaaS sales, owning full sales cycle, startup/scale-up experience preferred.
• Proficient with CRM and lead generation tools; HubSpot and Apollo are a strong plus.
• Strong command of AI tools for prospecting, outreach, research.
• Fluent in Spanish and English, written and spoken.
• Self-starter who identifies opportunities and drives them.
• Comfort operating in fast-moving, resource-constrained environments where the playbook is still being written.

Responsibilities

• Own the full sales cycle from prospecting to close, targeting CBAM-obligated companies across Spain and the EU.
• Identify and qualify leads through outbound outreach, inbound follow-up, industry events, and your own network.
• Run product demos and discovery calls, translating complex regulatory requirements into clear value propositions.
• Identify and develop partnership opportunities that can accelerate our reach and pipeline.
• Build and maintain a healthy pipeline using a CRM system, keeping data clean and reporting accurate.
• Collaborate with the rest of the team and our product engineer to relay market feedback and ensure smooth onboarding for new clients.
• Develop a deep understanding of the CBAM regulatory landscape to position Carbon Glance credibly with compliance, finance, and sustainability stakeholders.
• Contribute to refining our sales playbook, messaging, and go-to-market strategy as we scale.

Skills

B2B SaaS sales

CRM proficiency

HubSpot

Apollo

AI tools usage

Spanish & English communication

Self-starter

Fast-moving environment

Tools

HubSpot

Apollo

Job description

Sales · Fully Remote (Spain) · Full-time · Posted 17 July 2026

About the Role

We're looking for a driven, entrepreneurial Business Development Manager to own our go-to-market efforts and grow our footprint across Spain and the EU. This is a founding commercial role — you'll work hand-in-hand with the founders, shape how we sell, and build relationships with the companies that need our solution most. There's no big team behind you, no established playbook to follow. If you thrive in ambiguous environments, love owning a pipeline end-to-end, and want your work to matter beyond the quota, this might be the right seat for you. This is a fully remote position, open to candidates based in Spain and with the right to work in Spain.

Responsibilities

• Own the full sales cycle from prospecting to close, targeting CBAM-obligated companies across Spain and the EU
• Identify and qualify leads through outbound outreach, inbound follow-up, industry events, and your own network
• Run product demos and discovery calls, translating complex regulatory requirements into clear value propositions
• Identify and develop partnership opportunities that can accelerate our reach and pipeline
• Build and maintain a healthy pipeline using a CRM system, keeping data clean and reporting accurate
• Collaborate with the rest of the team and our product engineer to relay market feedback and ensure smooth onboarding for new clients
• Develop a deep understanding of the CBAM regulatory landscape to position Carbon Glance credibly with compliance, finance, and sustainability stakeholders
• Contribute to refining our sales playbook, messaging, and go-to-market strategy as we scale

Requirements

• 1–3 years of experience in B2B SaaS sales, owning the full sales cycle ideally in a startup or scale-up environment. Previous experience in ESG or climate compliance SaaS is a plus
• Proficiency with CRM and lead generation tools. Experience with HubSpot and Apollo is a strong plus
• Strong command of AI tools and the habit of using them daily — for prospecting, outreach, research, and beyond
• Excellent communication skills in Spanish and English (written and spoken); additional EU languages are a big bonus
• A self-starter mentality — you don't wait to be told what to do, you identify the opportunity and go after it
• Comfort operating in fast-moving, resource-constrained environments where the playbook is still being written

What We Offer

• €30,000 annual base salary + 12–15% commission on closed ARR (uncapped)
• Equity package — you'll have real skin in the game and share in the upside as the company grows
• Fully remote work — work from anywhere in Spain. Our CEO is based in Tenerife, so being located there would be a nice bonus — but it's absolutely not a requirement
• Co-working space covered if needed — work from a professional space wherever you are in Spain
• Direct access to founders and meaningful input into company direction
• The chance to be an early commercial hire at a company tackling a genuinely important problem
• A lean, low-bureaucracy environment where your contributions are visible and valued

About the Process

We keep our hiring process straightforward, transparent, and respectful of your time. After reviewing all applications, selected candidates will move through the following stages:

• 1

  Introductory Call

  A focused conversation about your sales experience and track record. We'll discuss your professional background, including the industries, markets, and customer profiles you've sold into; the sales cycles you've owned — from prospecting and qualification through negotiation and closing; and your sales toolkit, including CRMs, prospecting platforms, and outreach tools, and how you use them day to day. Please be prepared to discuss concrete performance metrics from previous roles, such as quota attainment, pipeline generated, average deal size, win rate, sales cycle length, or other relevant KPIs. We place significant weight on measurable sales performance, so candidates should be able to speak confidently about their results.

• 2

  Sales Case Study

  If you progress to the next stage, we'll share Carbon Glance's Sales Playbook along with background material about our product, customers, and market. We'll then hold a short briefing session where you can ask questions, clarify expectations, and ensure you have everything needed before starting the exercise. The case study simulates managing a B2B sales opportunity in the EU market from start to finish: identifying and qualifying a target prospect, designing an outreach strategy, managing stakeholder conversations and objections, and driving the opportunity toward a successful close.

• 3

  Case Presentation

  You'll present your approach as if we were your sales leadership team. We'll discuss your target account selection, your prospecting and outreach strategy, your sales process and qualification approach, how you handled objections and navigated the buying process, and your proposed path to closing the opportunity. More than the "right answer", we're looking at how you structure your thinking, communicate your ideas, and approach complex B2B sales situations.

• 4

  Final Conversation

  If you've made it to this stage, congratulations — you've been selected for the role. The final conversation is an opportunity to meet the broader team, get to know how we work, and ask us anything about Carbon Glance, the role, or any other matters. For final stage candidates, we will request a professional reference from a previous employer or customer.