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Natural Capital Sales Director
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Natural Capital Sales Director
Nattergal are restoring degraded landscapes at scale and developing the commercial models that can help finance that recovery from Biodiversity Net Gain and carbon to biodiversity, water and emerging ecosystem services.
We’re now looking for a Natural Capital Sales Director to turn that opportunity into meaningful, scalable revenue.
This is not a role where the product, customer base and route to market are already neatly defined. It is for someone who is at their best when the opportunity is complex, the customer need is still emerging and the answer has to be shaped rather than simply sold.
That means we need someone who is genuinely brilliant at complex, consultative solution selling. You’ll work with customers to understand what they really need, create propositions that work commercially, open new markets and personally turn opportunities into long-term revenue. And you’ll do it while helping build a commercial function capable of scaling alongside Nattergal.
The role
Reporting to our Chief Commercial Officer, you will take direct responsibility for growing revenue across Nattergal's natural capital portfolio. You will personally originate, develop and close significant opportunities while also leading and developing our Natural Capital sales team. This is deliberately a hands-on player-coach role.
You will spend a significant proportion of your time in the market: building relationships, opening opportunities, developing propositions, negotiating and closing business. At the same time, you will bring greater commercial rigour to the team through strong pipeline management, forecasting, reporting, coaching and sales discipline.
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Our existing BNG business provides an established platform, but much of the opportunity ahead is about creating new demand and developing new markets. You might be helping a corporate customer understand how biodiversity fits into its nature strategy one day, developing a carbon proposition the next, and helping us identify the first commercial customer for a new ecosystem service after that.
We are therefore not looking for someone who simply wants to be handed a product and a target. We want someone who enjoys working out what the customer really needs, what Nattergal can uniquely offer and how to turn that into long-term commercial value.
You might come from…
There is no single perfect background. You may already work in:
- natural capital or biodiversity markets;
- carbon or climate markets;
- sustainability or environmental solutions;
- infrastructure, development or environmental services;
- strategic partnerships or complex B2B business development.
You may even sit on the corporate sustainability side today, provided you have genuine commercial experience and understand what it takes to build a business case, influence decision-makers and get investment over the line. What matters more than your current job title is what you have actually done.
We want to see evidence that you have:
- built meaningful revenue rather than simply managed existing accounts;
- originated and closed complex, high-value opportunities;
- worked through long, multi-stakeholder sales cycles;
- created demand in markets where customers were not simply waiting to buy;
- developed and coached less-experienced commercial colleagues;
- introduced strong forecasting, pipeline and sales-management disciplines;
- operated credibly with senior corporate decision-makers.
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You will also need a genuine understanding of, or strong existing knowledge of, natural capital markets. You do not necessarily need to have spent your career selling natural capital products, we are interested in people with the commercial capability and market understanding to become highly credible quickly.
Why Nattergal?
For someone coming from carbon or another established environmental market, this is an opportunity to broaden significantly. Nattergal is developing a portfolio spanning BNG, carbon, biodiversity, water and emerging ecosystem services. You will not simply be selling one environmental product: you will help shape the propositions and markets that could finance nature recovery over the next decade.
You will join at a point where the business is still small enough for you to materially influence how the commercial function develops, but with real projects, real assets and significant ambition behind it.
If you are excited by the idea of building markets rather than simply competing within them, we would like to hear from you.
Nattergal is remote-first, with travel across the UK as required.
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