Director of Biodiversity Data Sales

NatureServe

64d•$90,000 - $100,000•Remote

About The Position

NatureServe is entering an exciting new chapter that includes building out a dedicated function to professionalize sales, business development, and product strategy across the organization. As the Director of Biodiversity Data Sales, reporting to the Vice President of Strategic Partnerships, you will play a key role in supporting this evolution by helping to expand NatureServe’s data-driven products and contributing to the development of a sustainable earned-revenue model that advances both our mission and our financial future. Your first major focus will be serving as the product and sales lead for InSite by NatureServe, a site-based early assessment tool launching in November 2025 that helps corporations and conservation partners assess biodiversity risk and value. You’ll work closely with the Vice President of Strategic Partnerships to define and meet ambitious, but realistic, revenue targets, lead client engagement and sales campaigns, and inform future product design based on market insights. This role isn’t just about sales; it’s about building something new. You’ll help establish NatureServe’s first formal sales framework, shaping processes, tools, and strategies that others will follow. You’ll collaborate deeply across the organization to include our Science and Technology Teams to refine product offerings, with Marketing & Communications (MarCom) and Product Leads to ensure effective go-to-market support, and with Philanthropy colleagues to coordinate opportunities that blend earned and contributed revenue. As the first professional salesperson on the team, you’ll be a bridge between NatureServe’s scientific expertise and the organizations that depend on our data to make better land-use and sustainability decisions. Initially, you will build on existing NatureServe relationships and leads in the forestry and energy sectors, while also helping to identify areas for growth and strategically expand our reach into one or more new target markets. This is a rare opportunity for a seasoned, entrepreneurial sales leader to join a mission-driven nonprofit with an extraordinary scientific foundation and global impact. You’ll thrive here if you’re motivated by the challenge of building a function from the ground up, working collaboratively across disciplines, and translating data into decisions that drive both revenue and real-world conservation outcomes.

Requirements

Bachelor’s degree required; advanced degree preferred.
5+ years of experience in professional sales, business development, or strategic partnerships, preferably within environmental data, or ESG-related industries.
Proven record of meeting or exceeding revenue goals and driving organizational growth.
Demonstrated success in consultative or mission-driven sales, where long-term relationships are valued over transactional wins.
Strong strategic planning, analytical, and relationship-management skills.
Proficiency with Salesforce or similar CRM tools; ability to build and manage sales pipelines.
Excellent communication, presentation, and negotiation skills.
Ability to thrive in a lean, start-up-style nonprofit environment, working cross-functionally with limited administrative support.
Ability to say “no” to opportunities that do not align with NatureServe’s mission.
Experience in or understanding of forestry, energy, or conservation sectors.
Knowledge of pricing and contracting processes for data or technology products.
Passion for biodiversity conservation and NatureServe’s mission.

Responsibilities

Sales & Revenue Generation
Take ownership of individual revenue goals and client pipeline, focusing on new earned revenue growth.
Balance learning and execution.
The first year begins with a period of immersion, relationship building, and "learning by doing”, while Year 2+ emphasizes new business generation and market expansion.
Lead sales strategy and execution for InSite and future data products.
Develop and manage a healthy sales pipeline, cultivating relationships with corporate and Non-Governmental Organization (NGO) partners in sectors such as forestry, energy, and land management.
Achieve or exceed annual and quarterly revenue targets (benchmarks to be finalized collaboratively with the VP of Strategic Partnerships and Executive Team).
Oversee both new client acquisition and account renewals/expansions, with compensation structure tied to individual or organizational revenue goals once finalized.
Market Intelligence & Product Feedback
Serve as the “voice of the customer,” translating client insights into product improvements and new product ideas.
Partner with Science, Data and Technology teams to inform future development of NatureServe’s data products and tools.
Support pricing and value positioning in collaboration with Finance and Product teams to ensure offerings align with market value and mission sustainability.
Collaboration & Partnership Integration
Work closely with MarCom, Programs, and Operations to tailor proposals, modify templates, and ensure smooth client onboarding.
Maintain active collaboration with MarCom on go-to-market efforts and brand consistency.
Coordinate with Philanthropy to hand off leads that evolve into contributed revenue opportunities, ensuring seamless client experiences across earned and philanthropic revenue streams.
Sales Infrastructure & Team Development
Collaborate across internal teams to align data offerings with partner needs and ensure a smooth customer journey from outreach to renewal.
Support the VP, Strategic Partnerships in building foundational sales systems, metrics, and reporting tools that can scale across the organization.
Contribute to the development of incentive-based compensation models that may be applied to this role and other roles at NatureServe over the next 1-2 years.
Lead with transparency and collaboration by coaching peers and fostering a culture of mission-aligned, relationship-based sales. Prepare to learn about NatureServe and biodiversity conservation in return.