Founding Account Executive

Offstream; California (MO); Hybrid; USD 150,000 - 200,000; Full time

Benefits offered by this job

Competitive compensation ($150k-$200k OTE)

5 weeks of PTO

Full benefits suite

Job summary

Offstream is searching for its first dedicated sales hire to own the entire revenue cycle, from initial outreach to signed contract. This role will focus on building relationships with biochar producers globally and will require self-sourcing of leads without predefined sequences.

Potential candidates should possess 3-7 years of B2B sales experience and a solid understanding of the carbon markets. Compensation includes a competitive salary, uncapped commission, and equity opportunities.

Qualifications

• 3–7 years of B2B sales experience with self-sourced deals.
• Track record in closing complex B2B deals with technical buyers.
• Ability to work independently in a startup environment.

Responsibilities

• Own the full revenue cycle from outreach to contract.
• Build and manage your own pipeline and prospecting sequences.
• Document sales processes to establish repeatable playbooks.

Skills

B2B sales experience

Self-sourcing pipeline

Closing multi-stakeholder deals

Knowledge of carbon markets

Organized and self-directed

Tools

CRM software

Job description

About Offstream

Offstream is the de facto dMRV and compliance platform for biochar project developers in the US. We are backed by Y Combinator, FundersClub, Collab Fund, Ponderosa VC, and strategic angels across the carbon markets ecosystem. Unlike tools that only engage once a project is operating, Offstream supports developers across the full project lifecycle: feasibility and opportunity assessment, credit origination, and maintaining ongoing credit flow. We work with 50+ projects under development or in operation today, and are a trusted partner of major registries, such as Isometric, Puro.earth, and Rainbow.

The Team

Offstream was founded by Varsha Walsh and Zach Janicki.

Varsha (CEO) has spent her career at the intersection of carbon markets and project development, working as a developer, broker, and buyer before founding Offstream. Prior to Offstream, she held roles at Indigo Ag and Patch, where she built deep expertise in voluntary carbon markets, biochar and biomass crediting methodologies, dMRV infrastructure, and lifecycle assessment. She experienced the compliance and MRV pain point firsthand across every seat at the table, and built Offstream to solve it. Varsha holds an MBA from Harvard Business School.

Zach (CTO) has spent his career building software at early-stage startups, most recently as the first engineer at Repool (YC S21), where he built a product from the ground up that reached $1M in ARR. He has deep experience in regulatory-heavy spaces including finance and insurance, and knows how to build greenfield products that scale with a rapidly growing company.

Our Culture

At Offstream we care deeply about the impact we are making on the planet and want our work to encapsulate a successful business and make a meaningful dent in the climate crisis. We work at the intersection of climate x capitalism.

Our culture is anchored around:

1. Transparency - Work should never be a place where you have to wonder about the success of the company, or the value of the contributions of you as an employee
2. Positivity - We believe that Offstream is making a positive difference on the world, and so we come to work each day excited about the mission. We assume positive intent and solve for “what needs to be true” to tackle hard problems. We maintain a friendly and positive work culture so that all of our team members know that their contributions are valued, and people can do their best work.
3. High Ownership - We are a team of highly motivated self-starters who enjoy responsibility and accountability for our specific focus areas. We operate with a shared sense of ownership for Offstream’s success, and support each other to achieve personal and company goals.

The role

This is Offstream's first dedicated sales hire. You will own the full revenue cycle from first outreach to signed contract, working directly alongside the CEO to scale a motion that is already generating inbound interest, warm referrals, and channel-driven pipeline. The first segment of customers you’ll be responsible for is prospective and current biochar producers globally, but as we scale, this will evolve.

You will not be handed a polished playbook. You will help write it. The right person thrives on figuring out what works, iterating fast, and closing deals in a technical market where credibility matters as much as charisma.

What you will own

• Building your own pipeline; you write your own prospecting sequences, build your own target lists, and do not wait for leads to be handed to you
• Working warm inbound and CEO-sourced opportunities quickly and to close, treating them as a supplement to your outbound motion, not a substitute for it
• Full-cycle ownership from first outreach through signed contract, including qualification, demo, negotiation, and close
• Documenting what works as you go; talk tracks, objection handling, and sequencing that become Offstream's repeatable playbook
• Accountability for your pipeline health; owning your numbers transparently
• Representing Offstream at carbon market conferences and industry events
• By day 30, you’ll be taking intro calls and have mapped 50 new target developers; by day 90, you’ll have closed your first $deal and updated our sales deck + new assets

What we are looking for

• 3–7 years of B2B sales experience, including demonstrated ability to self-source pipeline; you can point to deals you found yourself, not just ones that were handed to you
• A track record of closing considered, multi-stakeholder B2B deals where you have had to build a business case with a technical buyer — the deal structure matters less than evidence that you can move a sophisticated decision-maker from interested to signed
• AI-native in practice, not just in theory; you have built research and prospecting workflows that actually save time, and you do not stop iterating on them
• The discipline to work without a support structure; no SDR, no pre-built sequences, no marketing engine feeding you leads on day one
• Actively building your knowledge of carbon markets, CDR mechanisms, or biochar project economics — not just curious but putting in the work; this might look like coursework, fellowship programs, following the registry landscape, or a track record in an adjacent industry you have been systematically learning from
• Organized and self-directed; you keep your pipeline current and your data clean without needing someone to check in on it

Nice to have

• Familiarity with biochar, biomass, or carbon removal project development workflows
• Background in agricultural commodity sales, specialty trade, or sustainability-linked supply chains
• Prior experience selling into the voluntary carbon market, environmental compliance, or sustainability tech
• Experience at an early-stage startup where you helped build the sales motion from scratch
• Comfort using CRM (Close or similar) and sales engagement tooling without hand-holding

Growth and culture

This is the first sales hire at Offstream. The person who takes this role will have real influence over how we sell, who we sell to, and what the commercial motion looks like as the team scales. You will work directly alongside the CEO from day one, with full visibility into pipeline, strategy, and product direction.

As Offstream grows, there is a clear path to a revenue leadership role for the right person. This is not a role where you execute someone else’s playbook; it is where you help write the one the next ten people will use.

Compensation includes a competitive base salary, uncapped commission, and a meaningful equity stake — as the company’s first commercial hire, you will be compensated like one. We are hybrid in Denver and San Francisco, with travel to conferences and site visits throughout the year.

Location

Denver, CO or San Francisco, CA preferred

What we offer

• Competitive compensation ($150k-$200k OTE)
• A full suite of benefits
• 5 weeks of PTO with a minimum of 2 weeks off per year + all federal holidays and a company shut down for the week between Christmas and New Years