Regional Account Manager

Grassroots Carbon

2d

About The Position

Grassroots Carbon Public Benefit LLC, is building the #1 grasslands soil carbon storage company. We are a fast-growing start-up and Soilworks Natural Capital portfolio company based in San Antonio, TX. Our rapidly expanding land steward network covers over 6 million acres of grasslands across the US, and we have built a foundation of scientific rigor, quality, and trust. Leading companies like Microsoft, Marathon Oil, HEB, Shopify, and Nestle have selected Grassroots Carbon to reach their carbon reduction goals.
Grassroots Carbon offers ranchers additional revenue opportunities via our carbon credit program. We support farmers and ranchers to manage their land for healthy soils, which store more carbon and improve water quality and biodiversity. We are on a mission to convert millions of acres of degraded grazing lands into healthy, thriving grassland ecosystems that capture and store increased amounts of carbon.
The Role:
The Regional Account Manager (RAM) is a quota-carrying, field-facing sales professional responsible for enrolling ranchers into Grassroots Carbon’s program within an assigned geography. The RAM owns the end-to-end territory growth motion—from prospecting and relationship development through application/eligibility progression, contracting, and close, culminating in acres under signed contract.
This role sits within the Rancher Sales Pod structure and operates with high activity standards, disciplined pipeline management in Salesforce, and tight cross-functional collaboration to ensure a high-quality, scalable rancher onboarding experience.

Requirements

• 5+ years of quota-carrying sales experience with territory ownership (field sales strongly preferred)
• Demonstrated success managing a pipeline and closing complex deals with multiple stakeholders
• Proven ability to build and convert pipeline via outbound and relationship-driven referral channels
• High proficiency with CRM systems (Salesforce preferred) and pipeline forecasting
• Strong communication skills and comfort presenting to groups (producer meetings, clinics, associations)

Nice To Haves

• Experience in agriculture, ranching, grazing systems, conservation, ag-tech, sustainability, or carbon markets
• Existing network in ranching communities or ag service ecosystems
• Familiarity with land-based programs, incentives, compliance requirements, and/or contract-based enrollment models

Responsibilities

• Deliver new acres under signed contract within assigned region
• Build a repeatable, metric-driven territory engine that increases:
• Qualified rancher pipeline
• Application submissions and eligibility progression
• Contract velocity and close rates
• Rancher experience and referral generation
• Own a defined multi-state territory and build a structured plan to identify, prioritize, and engage high-potential ranchers and operators.
• Develop a repeatable territory prospecting motion across:
• Direct outreach (calls, field visits, email, SMS)
• Local events, producer groups, and extension networks
• Strategic referral relationships (e.g., consultants, grazing coalitions, ag lenders, vets, feed suppliers)
• Maintain sufficient pipeline coverage to consistently deliver quota.
• Lead discovery conversations to understand ranch operations, goals, constraints, and program fit.
• Clearly communicate program value proposition, requirements, timelines, and rancher expectations.
• Guide prospects through the enrollment pathway, including:
• Education and readiness
• Application completion and submission
• Eligibility progression (as defined by the pod’s stage criteria)
• Contracting and signature close
• Manage opportunities through contracting with urgency and accuracy.
• Coordinate with internal partners (legal/contracts, science/measurement, operations) to address questions, remove friction, and maintain momentum.
• Ensure documentation quality and compliance with internal policies and program standards.
• Plan and execute regional activation strategies such as Enrollment Clinics (in-person or virtual events designed to accelerate applications, eligibility, and contracting).
• Partner with IAM and Marketing/Comms to drive attendance, follow-up, and conversion.
• Build localized playbooks that can be replicated across regions.
• Operate with exceptional Salesforce hygiene:
• Accurate stage progression
• Complete activity logging
• Clean contact/account data
• Up-to-date next steps, close dates, and acreage projections
• Maintain weekly territory forecasts and provide clear visibility into risks, blockers, and mitigation plans.
• Partner with Rancher Success/Onboarding to ensure smooth handoffs and a high-quality rancher journey post-signature.
• Surface recurring rancher objections, product feedback, and process bottlenecks to improve program experience and conversion.
• Ensure ranch related data is entered timely into PastureMap and work with Product and Operations as needed to improve the data collection system

Benefits

• Health, dental, and vision insurance plans, including a flexible spending account option.
• Open Paid Time Off Policy
• 9 paid holidays per year as listed in our Company Handbook.
• Participation in our 401(k) savings plan
• Company-paid Life and AD&D coverage
• Educational materials and expenses

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: No Education Listed