Vice President of Business Development

AgriCapture; Nashville (TN); On-site; USD 180,000 - 240,000; Full time

Benefits offered by this job

Medical premiums

HDHP/HSA

Dental & Vision

Disability & Life

Flexible PTO

Parental leave

401(k) match

Job summary

AgriCapture in Nashville seeks a Vice President of Business Development to drive carbon sales across its global rice methane portfolio. You will set commercial direction, originate qualified leads, advance opportunities to close, and build a high-performing BD function in a growing startup.

Reporting to the CEO, you will own revenue targets across VCM, Article 6, JCM, CORSIA, and carbon tax markets, and serve as senior relationship owner for strategic buyers and channel partners.

Qualifications

• 10+ years in business development or commercial leadership in environmental markets.
• Proven track record of multi-year commercial agreements and revenue targets.
• Deep knowledge of VCM, Article 6, JCM, CORSIA, and carbon tax offsets.
• Extensive network with carbon credit buyers including sustainability/procurement leads.
• Experience negotiating term sheets, offtake, or ERPA agreements.
• Experience building and leading commercial teams.
• Willingness to travel ~20–25% domestically and internationally.

Responsibilities

• Define and execute commercial strategy for global rice methane portfolio across markets.
• Own revenue targets and develop accurate pipeline forecasts with CEO and Controller.
• Report on pipeline health and commercial performance to CEO and Board.
• Identify new market opportunities and revenue models aligned with strategy.
• Originate and qualify leads across corporate buyers and intermediaries globally.
• Advance opportunities through negotiation and close with deal strategy and materials.
• Build and develop a scalable BD team and implement CRM/pipeline governance.
• Collaborate with Demand, Product, and Partnerships teams to align commitments with supply.

Skills

Environmental markets

Enterprise sales

Executive communication

Travel willingness

Education

MBA or advanced degree

Job description

AgriCapture develops high-integrity agricultural carbon projects globally. Our rice methane reduction programs combine strong Implementation Partnerships, disciplined MRV, and rigorous methodology to deliver durable climate outcomes for farmers and corporate buyers.

Objectives of the Role

AgriCapture is seeking a Vice President of Business Development to drive carbon sales across AgriCapture’s global portfolio of rice methane reduction projects. This is a senior leadership role accountable for setting commercial direction, originating qualified leads, advancing opportunities to close in close partnership with the CEO, and building the team, processes, and relationships required to scale AgriCapture’s revenue.

Reporting directly to and working closely with the CEO, you will own AgriCapture’s carbon revenue targets across the voluntary carbon market (VCM), Article 6 markets, Japan’s Joint Crediting Mechanism (JCM), CORSIA, and carbon tax offset markets, and serve as the senior relationship owner for the company’s most strategic buyers and channel partners. Alongside the CEO, you will structure and negotiate complex, multi-year offtake and forward purchase agreements, translate market and buyer insight into product and go-to-market priorities, and represent AgriCapture as a credible senior voice in environmental markets. The ideal candidate is a proven commercial leader with deep environmental market expertise, an established buyer network, and the ability to build a high-performing business development function in a growing startup environment.

Key Responsibilities

• Define and execute the commercial strategy for AgriCapture’s global rice methane carbon portfolio across the VCM, Article 6, JCM, CORSIA, and carbon tax offset markets, including target buyer segments, product positioning, pricing strategy, and channel approach
• Support adjacent water and Scope 3 commercial opportunities as they align with AgriCapture’s portfolio and priorities
• Own annual revenue and bookings targets, and develop accurate pipeline forecasts in partnership with the CEO and Controller to support revenue planning, budgeting, and cash flow management
• Report on pipeline health, forecast accuracy, and commercial performance to the CEO and Board of Directors
• Identify and evaluate new market opportunities, buyer segments, and revenue models that align with AgriCapture’s project portfolio and long-term strategy

Lead Origination & Deal Closing

• Originate and qualify leads across corporate buyers, airlines and other CORSIA-obligated entities, compliance-market participants, government and sovereign buyers, and intermediaries, building a robust pipeline across the global rice methane portfolio
• Leverage personal network and market credibility to originate meetings and pitch opportunities, keeping the CEO and commercial team consistently engaged with qualified buyer demand
• Work closely with the CEO to advance qualified opportunities through negotiation and close, including developing deal strategy, pricing proposals, and buyer-specific materials
• Own the relationship-development process that converts qualified pipeline into secured offtake
• Coordinate buyer introductions sourced by the CEO, Board members, and advisors to ensure consistent follow-up and accurate pipeline tracking
• Serve as the senior executive relationship owner for AgriCapture’s most strategic accounts, engaging Chief Sustainability Officers, procurement leaders, government counterparties, and other senior decision-makers
• Develop relationships with buy-side intermediaries, brokers, marketplaces, and channel partners to expand AgriCapture’s reach and diversify revenue sources
• Ensure long-term account success, renewal, and expansion across the existing buyer portfolio

Deal Structuring, Negotiation & Contracting

• In partnership with the CEO, lead the structuring and negotiation of term sheets, offtake agreements, forward purchase agreements, and Emission Reduction Purchase Agreements (ERPAs), including pricing, volume, delivery schedules, and risk allocation
• Work with the CEO, Controller, and outside counsel to ensure agreements are commercially sound and consistent with AgriCapture’s financial, revenue recognition, and compliance requirements
• Coordinate with host country stakeholders and internal teams on Article 6 authorizations, corresponding adjustments, and JCM, CORSIA, and carbon tax eligibility requirements that affect deal structure, pricing, and delivery
• Oversee buyer due diligence for strategic transactions, coordinating with technical, MRV, and product teams to address questions on credit quality, methodology, and project integrity
• Build, lead, and develop AgriCapture’s business development team, including recruiting, hiring, coaching, and performance management
• Establish scalable sales processes, pipeline governance standards, and proposal and pricing frameworks across the commercial function
• Set commercial KPIs and accountability structures, and ensure CRM and pipeline reporting provide reliable data for executive decision-making
• Collaborate closely with the Demand, Product, and Strategic Partnerships teams to align buyer commitments with project supply, delivery timelines, and partner relationships

Market Leadership & Industry Presence

• Monitor market, regulatory, and integrity developments (e.g., Article 6 implementation, JCM partner country arrangements, CORSIA eligible emissions units, carbon tax offset eligibility rules, ICVCM Core Carbon Principles, and SBTi) and assess their impact on demand, pricing, and positioning
• Represent AgriCapture as a senior voice at industry conferences, panels, and buyer forums, and set the company’s priority event strategy to ensure engagements convert into qualified pipeline
• Synthesize buyer and market feedback into actionable input for product development, project origination, and go-to-market strategy

Required Qualifications

• 10+ years of progressive experience in business development, enterprise sales, or commercial leadership, including significant experience in environmental markets, sustainability, agriculture, energy, or commodities
• Demonstrated track record of originating and closing large, multi-year commercial agreements and consistently meeting or exceeding revenue targets
• Deep working knowledge of voluntary and compliance carbon markets, including the VCM, Article 6, JCM, CORSIA, and carbon tax offset schemes, as well as registries, crediting standards, and buyer integrity frameworks
• Established network of relationships with carbon credit buyers, including corporate sustainability and procurement leaders, airlines, compliance buyers, and intermediaries
• Experience leading complex negotiations and contracting processes, including term sheets and offtake or ERPA agreements
• Experience building, leading, and developing high-performing commercial teams
• Executive presence and strong communication skills, including experience presenting to boards and senior leadership
• Willingness to travel domestically and internationally for buyer meetings and industry events (~20-25% of time)

Preferred Qualifications

• Experience selling rice methane, agricultural, or other nature-based carbon credits
• Experience working with host country governments or national authorities on Article 6 or JCM transactions
• Familiarity with water stewardship, water credit markets, or Scope 3 insetting programs
• Experience building or scaling a commercial function at an early-stage or high-growth company
• MBA or advanced degree in business, environmental science, agricultural economics, or a related field

• Medical premiums covered by both the employee and employer
• HDHP and HSA plans available
• Coverage for Dental, Vision, Disability, and Life Insurance
• Competitive Pay
• Time away: Flexible PTO and paid holidays
• Parental leave
• 401(k) with company match

An Equal Opportunity Employer

AgriCapture is committed to creating a diverse environment and is proud to be an equal opportunity employer. We do not discriminate based on race, color, religion, creed, national origin, ancestry, sex, sexual orientation, gender identity or expression, pregnancy, age, disability, genetic information, veteran or uniformed servicemember status, or any other status protected by federal, state, or local law. We intend that all qualified applicants are given equal opportunity, and that selection decisions be based on job-related factors.