As Director of Climate Solutions, you'll utilize enterprise sales skills to drive revenue in climate risk analytics for financial services globally, forming multi-threaded campaigns and managing complex sales processes with C-Suite executives.
As Director of Climate Solutions, you will bring your world-class enterprise sales skills to our gold-standard portfolio and asset-level climate risk analytics. Your will focus on growing revenue and expanding our market penetration at the intersection of commercial excellence and the Financial Services verticals.
This is a strategic, hands-on selling role in which you will be creating demand, building multi-threaded campaigns into sophisticated financial institutions globally and navigating procurement, legal and validation processes. This role requires someone who thrives in complexity, maintains momentum through long sales cycles, and possesses the executive presence to influence decisions at the C-Suite level.
What You'll Do
- Act as a Subject Matter Expert across Private Equity, Asset Managers, Commercial Real Estate, and Insurance.
- Accountable for driving enterprise-level new business and logos across US and EMEA, and be capable of building a consistent pipeline ratio that is 4x coverage in US and EMEA.
- Lead all aspects of selling cycles, including prospecting, meetings, discovery, qualification, negotiations, and contracting.
- Create capture plans for each identified opportunity and successfully convert them to meet revenue targets and grow this targeted business segment.
- Leverage professional relationships and market knowledge in the climate space to shape emerging opportunities.
- Map new accounts (including its Champion, Key Stakeholders, Economic Buyer, and business requirements) using the MEDDPICC methodology. You will Discover and Qualify in data-rich conversations about Metrics, Economic Buyer Access, Decision Criteria and Paper Process. Your account plans and forecasts will focus the right resources on the right accounts as you penetrate new logos and additional business units in large, complex organizations for Jupiter.
- Collaborate cross functionally with science, product, and technical teams to design and pitch customized climate risk solutions that best inform clients’ risk analysis and decision-making.
- Ensure client understanding of climate analytics’ technical capabilities by simplifying complexity that translates climate science into financial outcomes that resonate with CRO’s who manage billions in exposure.
- Accountable for the creation and execution of multi-year business development strategies that include engagement plans for current and future customers and the setting of financial targets for specific customers.
- Use Salesforce to maintain updated account/contact information, accurately forecast bookings and revenue, track sales activity, and build target lists. Strong ability to close sales opportunities with lengthy cycles, run an accurate pipeline, and forecast within Salesforce.
- Travel required to support business development efforts, including short notice.
What You'll Need
- Strong knowledge and experience in Physical Climate Risk. Able to work as an SME with Asset Managers, PE firms, Commercial Real Estate Services & Insurance.
- Ability to succeed – independently and as part of a team – in a fast-paced environment.· Ability to leverage existing networks and relationships to drive revenue.
- Excellent writing, communication, and presentation skills in a business-to-business SaaS sales environment.
- Strong organizational skills, ability to prioritize, and attention to detail.· Excellent teamwork and collaboration skills.
- Demonstrated passion for understanding the details of technically complex solutions and relaying them so that all stakeholders can grasp them and see their return on investment.
- Broad knowledge of ESG requirements
What Makes You Stand Out
- 7+ years in uncovering, supporting, and transacting complex enterprise level SaaS agreements.
- At least 3 years experience selling into C-level executives targeting Asset Managers, Private Equity, Commercial Real Estate or Insurance
- Strong knowledge of Physical Climate Risk, along with Catastrophic Risk and Climate Risk Models.
- Proven track record effectively selling into a new, rapidly evolving market segment.
- Successful track record positioning SAAS solutions at Enterprise Risk teams with global and large organizations in the Financial Services space.
- Bachelor’s degree required; advanced degrees preferred (e.g., Masters, MBA, JD, etc.)
- Results-driven conceptual thinkers who have developed strategic sales plans and delivered on them.
- Relatability and strong capability to build cross-functional relationships into consensus and then action those both internally and externally.
- Experience as a thought leader and preferred partner in climate risk analytics.
When we say Jupiter Intelligence is an Equal Opportunity Employer, we are not just adding a legal addendum. Of course, we do not discriminate:
Jupiter Intelligence is an equal opportunity employer to all, regardless of age, ancestry, color, disability (mental and physical), exercising the right to family care and medical leave, gender, gender expression, gender identity, genetic information, marital status, medical condition, military or veteran status, national origin, political affiliation, race, religious creed, sex (includes pregnancy, childbirth, breastfeeding and related medical conditions), and sexual orientation.
In fact, we celebrate our differences as our strength and actively work to build an inclusive environment for all. If we can do anything to improve your application and interview process, please let us know!
Top Skills
Salesforce
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