Regional Account Manager

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.

Reporting & Team Structure

• Reports to: Chief Growth Officer
• Works closely with: Senior Sales Leader, Inside Account Manager (IAM), Communication & Rancher Advocate, Partnerships/Alliances, Rancher Success/Onboarding, Measurement/Science, Legal/Contracts, Marketing/Comms

Primary Objectives

• 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

 Key Responsibilities:

• Territory Ownership & Pipeline Creation
• 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.
• 2) Consultative Selling & Rancher Enrollment
• 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
• 3) Deal Execution, Contracting & 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.
• 4) “Enrollment Clinics” & Field Activation
• 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.
• 5) CRM Discipline & Forecasting (Salesforce)
• 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.
• 6) Cross-Functional Collaboration & Rancher Experience
• 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

• Required Qualifications
• 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)
• Preferred Qualifications
• 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
• Core Competencies (What “Great” Looks Like)
• Rancher-first consultative approach (credible, practical, respectful of time and operations)
• Pipeline rigor (high activity, tight stage discipline, predictable conversion)
• Operational follow-through (no dropped handoffs; clean documentation; proactive stakeholder management)
• Territory craftsmanship (prioritization, local partnerships, repeatable plays)
• Velocity mindset (moves opportunities forward; removes friction; creates urgency without pressure)
• Performance Metrics (Typical RAM Scorecard) (Exact targets to be agreed upon.)
• Acres closed-won (signed contract)
• Stage conversion rates (prospect → eligibility → contracting → close)
• Sales cycle time / stage velocity
• New qualified opportunities created
• Applications submitted
• Meetings held / field days / clinics executed
• Pipeline coverage and forecast accuracy
• CRM compliance and data quality

• 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

About Soilworks 

Soilworks Natural Capital is on a mission to prove Regenerative grazing is the most profitable way to ranch. We are a private equity fund that invests in, incubates, and acquires companies to help accelerate the Regenerative Agriculture movement. Our principles include better and healthier food, restoring plant and animal diversity, regenerating soil to store water and carbon, and creating more profitable family farms. Soilworks was launched by the co-founders of Scaleworks, a technology venture equity fund based in San Antonio, TX.

We are proud to foster a workplace free from discrimination. We strongly believe that diversity of experience, perspectives, and background leads to a better environment for our employees and a better experience for our users and our customers. We are an equal opportunity employer and do not discriminate against protected characteristics. All candidates will be given the same consideration.

*No visa sponsorship is available for this position*