Director, Commercial Sales – Business Development

Jobtailor; Richmond (CA); On-site; USD 150,000 - 230,000; Full time

Job summary

Jobtailor in the United States is seeking a senior sales leader to drive earned revenue growth and build a sustainable social-enterprise model. You will lead the full B2B sales cycle, manage pricing and proposals, and align sales with production and fulfillment to meet strategic goals.

The role requires strong leadership, cross-functional collaboration, and a track record of closing complex deals with environmental or sustainability focus.

Qualifications

• Proven experience leading enterprise B2B sales and business development with revenue responsibility.
• Ability to align sales with production, inventory, and fulfillment processes.
• Experience selling physical products and complex solutions.
• Strong analytical and strategic thinking skills.
• Excellent communication, presentation, and interpersonal skills.

Responsibilities

• Lead the full B2B sales cycle from prospecting to close and account growth.
• Develop commercial proposals using product costs, margins, and logistics.
• Identify new markets, partnerships, and commercialization opportunities.
• Forecast revenue and report KPIs to leadership and Board.

Skills

B2B sales experience

Revenue generation

Sales pipeline management

Financial acumen

CRM proficiency

Negotiation skills

Strategic thinking

Leadership

Communication skills

Education

Bachelor's degree in Business

MBA preferred

Tools

HubSpot

CRM Systems

Sales Enablement Tools

Financial Reporting Tools

Customer Information Systems

Job description

• Lead Ocean Legacy’s earned revenue growth and build a financially sustainable social-enterprise model supporting ocean protection
• Build and manage the sales pipeline, develop customer relationships, prepare quotations, negotiate agreements and close business across materials and products
• Identify new markets, partnerships and commercialization opportunities
• Align sales commitments with production capacity, product specifications, inventory, fulfillment and delivery requirements
• Establish scalable sales processes, pricing and quoting practices, customer information systems and commercial SOPs
• Develop and implement business development strategies for revenue growth and financial sustainability
• Own the full B2B sales cycle from prospecting and qualification through quoting, negotiation, closing, fulfillment coordination and account development
• Develop commercial proposals using product costs, margin requirements, logistics considerations and production capacity
• Grow key customer relationships, repeat business, expanded volume and cross-selling
• Lead marketing activities, sales enablement materials, digital and marketplace channels, and brand messaging supporting commercial objectives
• Own revenue forecasting, commercial performance reporting, budgets, KPIs and financial analysis for the earned revenue portfolio
• Work with Finance on pricing, margins, financial accountability and corrective actions
• Build the vision for the commercial business unit and lead, mentor and grow a high-performing team
• Provide commercial leadership across Operations, Finance and Impact/Sustainability
• Report commercial performance, pipeline, revenue, margin and risks to organizational leadership and, as required, the Board of Directors

Requirements

• Minimum of 5 years of proven experience in progressive B2B sales and business development, with responsibility for revenue generation and business, focused on environmental or sustainability-related initiatives
• Strong commitment to the organization’s mission and values
• Strong leadership and interpersonal skills
• Bachelor’s degree in Business, Marketing, Engineering, or a related field
• MBA preferred
• Experience leading cross-functional teams and driving results in a fast-paced environment
• Strong analytical and strategic thinking skills
• Excellent communication, presentation, and interpersonal skills
• Strong project management skills
• Demonstrated success building and converting sales pipelines, including prospecting, qualification, quoting, negotiation, closing and account growth
• Experience selling physical products, materials or commercially complex solutions
• Strong commercial and financial acumen, including pricing, gross margin, forecasting and evaluating sales opportunity economics
• Experience managing CRM-based sales pipelines and forecasts; HubSpot or similar CRM preferred
• Strong negotiation, customer relationship and contract-development skills
• Ability to work in an entrepreneurial, resource-constrained organization and help build scalable processes
• Ability to work closely with production/operations teams to translate customer requirements into realistic specifications, pricing, timelines and fulfillment commitments
• Experience with commercialization, social enterprise, international markets, licensing or IP-based business models is an asset

Core Competencies

Demonstrates expertise in B2B sales and business development with a focus on environmental sustainability, including revenue generation, sales pipeline management, and financial analysis. Proven ability to lead cross-functional teams and develop scalable processes that align with organizational goals.

Highest-signal resume keywords

• B2B Sales Experience
• Revenue Generation
• Sales Pipeline Management
• Financial Acumen
• CRM Proficiency

ATS Optimization Keywords

Hard Skills

• Business Development
• Sales Negotiation
• Commercial Proposal Development
• Project Management
• Revenue Forecasting
• Pricing Strategy
• Market Identification
• Customer Relationship Management
• Sales Cycle Management
• Analytical Skills

Soft Skills

• Leadership
• Interpersonal Skills
• Strategic Thinking
• Communication Skills
• Team Building

Certifications & Qualifications

• Bachelor’s Degree in Business
• MBA Preferred

Industry Keywords

• Environmental Initiatives
• Sustainability
• Social Enterprise
• Commercialization
• International Markets

Tools & Technologies

• HubSpot
• CRM Systems
• Sales Enablement Tools
• Financial Reporting Tools
• Customer Information Systems