Overview
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
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
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
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
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
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
Requirements
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
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
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*
#J-18808-Ljbffr
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
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
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
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
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
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
Requirements
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
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
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*
#J-18808-Ljbffr