Enterprise Account Executive, North America

Patch; San Francisco (CA); On-site; USD 200,000 - 300,000; Full time

Job summary

A climate action platform seeks an Enterprise Account Executive to manage high-value customer relationships and drive logo acquisition. This role is crucial for building a $3M+ pipeline and selling innovative solutions in environmental markets. Ideal candidates have extensive B2B sales experience and a passion for sustainability. You will lead complex negotiations, collaborate with multiple stakeholders, and establish trust with executives across Fortune 500 companies, contributing to a growing industry at the forefront of climate action.

Qualifications

• 5–10+ years of enterprise B2B sales experience with a track record of 100%+ quota attainment.
• Experience in multi-stakeholder deals with companies of 1,000+ employees.
• Ability to build pipeline from scratch.

Responsibilities

• Run full-cycle enterprise deals with Fortune 500 companies.
• Build and manage a $3M+ pipeline of qualified opportunities.
• Lead discovery conversations that uncover strategic needs.

Skills

B2B sales experience

Complex deal navigation

Pipeline building

Interest in sustainability

Trust building with C-suite

Learning new tools

Tools

Salesforce

Gong

Dust AI

Asana

Slack

Job description

The market moment

The way the world accounts for, trades, and acts on environmental impact is being rebuilt from the ground up — and Patch is the platform scaling unified climate action at the center of it.

We move hundreds of millions of dollars annually to the world’s most credible climate and environmental projects. Our platform connects Fortune 500 sustainability commitments to the projects and commodities that fulfil them: carbon removal, nature‑based solutions, sustainable aviation fuel, renewable energy certificates, and more.

Think Bloomberg for environmental markets. Think Stripe for climate finance. That’s the category we’re building.

If you’ve been watching AI‑native companies redefine how markets work and want to do the same thing in climate, Patch is that bet. Our enterprise customers are receiving value in cost savings, risk mitigation, and program effectiveness. There are more use cases to build and more customers to earn, plus the equity story still has its best chapters ahead.

Why this role, why now

Environmental markets are entering their most consequential decade. Regulatory tailwinds, grid demand, corporate net‑zero commitments, and growing supply constraints for high‑integrity environmental commodities are creating structural, durable enterprise demand — not a trend cycle.

We’re hiring an Enterprise Account Executive to own logo acquisition and our most complex, highest‑value customer relationships. This isn’t a quota‑retirement role. It’s a category‑creation role. You’ll be selling a platform that didn’t exist five years ago to enterprise buyers who are figuring out how to think about it — and that’s exactly what makes it worth doing.

What You’ll Own

You will run full‑cycle enterprise deals with Fortune 500 companies: from cold outreach and deep discovery through multi‑stakeholder negotiations, closing, and expansion. You’ll build Patch’s reputation as the most trusted partner in environmental markets — not just a vendor.

Day‑to‑day, you’ll:

• Build and manage a $3M+ pipeline of qualified enterprise opportunities through disciplined prospecting, referrals, events, and strategic outreach
• Run multi‑threaded deals spanning Chief Sustainability Officers, CFOs, procurement, and legal — navigating complex buying committees with confidence and credibility
• Lead deep discovery conversations that uncover not just stated needs but strategic pressures, organisational dynamics, and commitment gaps
• Serve as a trusted advisor to your accounts, bringing market intelligence and insight that goes beyond the product pitch
• Partner closely with Supply, Climate, Marketing, Product, and Engineering teams to shape how Patch delivers, goes to market, and what we build next
• Represent Patch at marquee industry and Patch‑hosted events — Climate Week NYC, GreenBiz, Trellis Impact, and more — building relationships that compound over time
• Work in a modern, AI‑native sales environment: Salesforce, Gong, Dust AI, Asana, Slack, and a team obsessed with workflow efficiency

What Success Looks Like

In your first 90 days:

You've fully ramped on Patch’s platform, environmental markets fundamentals, and competitive positioning. You've audited your inherited pipeline, built your prospecting strategy, and are running active discovery with 10+ qualified accounts. You're proficient in navigating Patch’s tech stack and AI tools.

In your first 180 days:

You've closed your first enterprise deal and have a pipeline that reflects your own prospecting motion — not just inherited accounts. You've contributed to our product roadmap and built your own AI workflows to maximise productivity. You beat the goals you set for yourself when you started.

In your first year:

You've exceeded quota, expanded 2+ existing accounts, and contributed meaningfully to how Patch positions itself in the market. You've become someone your customers call when they need to understand what's happening in environmental markets — not just when they’re ready to buy.

What Makes You a Great Match

You’ll thrive here if:

• You have 5–10+ years of enterprise B2B sales experience with a consistent track record of 100%+ quota attainment
• You’ve run complex, multi‑stakeholder deals with companies of 1,000+ employees — you know how to navigate procurement, legal, and the C‑suite simultaneously
• You’ve built pipeline from scratch, not just worked inbound queues or relied on a strong PLG motion — you know how to create your own deal flow
• You’ve sold a new or emerging category and know what it takes to help buyers develop conviction in something that’s still being defined
• You have a genuine interest in sustainability and environmental markets — you’re naturally curious, pick up new domains quickly, and are willing to go deep on complex topics to become a credible voice for your customers
• You can earn trust in a room with a CSO and a CFO at the same time — and you’ve done it
• You’re a constant learner of new tools and have the appetite to grow your technical capabilities across AI

Bonus points for:

• Background in environmental commodities, ESG reporting software, energy, sustainability consulting, or climate finance
• Experience at a Series A–D company where you helped shape the GTM motion, not just execute someone else’s playbook
• Familiarity with voluntary environmental market standards or corporate sustainability reporting frameworks (TCFD, CDP, SBTi)
• You’re based in San Francisco or ready to relocate, and you value the in‑person culture that comes with 3 days a week in our SF office

Who We Are

• We build the future we want — we don’t wait for permission; we shape the market
• We’re all in this together — direct, empathetic teamwork inside Patch and across the climate ecosystem
• We amp it up — urgency and unreasonably high standards, because the planet can’t wait

We move fast, we openly challenge, and we hold each other to a high bar. If that sounds like the environment you do your best work in, we want to meet you.

Let’s rebalance the planet — together. If closing deals that move real capital into real climate solutions sounds like the work you want to do next, we’d love to talk.

Patch is committed to Equal Employment Opportunity and will not discriminate on the basis of race, colour, religion, creed, national origin or ancestry, sex, gender, gender identity, gender expression, sexual orientation, age, physical or mental disability, medical condition, marital/domestic partner status, military or veteran status, genetic information, or any other legally‑recognised protected basis under federal, state, or local laws.

Any offer of employment may be contingent upon successful completion of a background check conducted in accordance with applicable laws.

Compensation Range: $200K - $300K