Head of Business Development

Sydney, Australia

Job Description

Title: Head of Business Development

Reports to: Head of Climate Strategy and Solutions

People Leader Role: No

Company Background

Founded in 2010, Pangolin Associates is one of Australia’s leading climate advisory firms, assisting organisations navigate the risks and opportunities of the transition to a low-carbon and climate-resilient economy.

Our team combines expertise in financial modelling, energy markets, climate science, economics, policy and strategy to support clients across the full spectrum of climate advisory services. This includes greenhouse gas (GHG) measurement and carbon accounting, climate-related financial disclosures, decarbonisation and energy management services, financial analysis services and life cycle assessments (LCA). We also support organisations to meet evolving other mandatory and voluntary sustainability reporting requirements, including NGER, Safeguard Mechanism and Climate Active.

By combining technical rigour with commercial insight, Pangolin helps organisations move beyond compliance, translating climate science, policy and market developments into practical strategies that manage risk, support decarbonisation and build long-term resilience.

At Pangolin, we are committed to supporting an effective and orderly transition to a low-carbon, climate-resilient economy, helping our clients not only meet today’s obligations but position themselves confidently for the future.

The Opportunity

The Head of Business Development is a critical growth role within our organisation, responsible for expanding our market presence and deepening our relationships with large emitters and complex businesses with significant fleet, logistics and distributed service delivery requirements as they navigate the energy transition.

We do not view business development through the traditional “sales hunter” lens. This role is about building trust through a fundamental understanding of a client’s commercial, fleet, energy, regulatory and decarbonisation challenges. It requires the ability to guide clients towards what they genuinely need, bring in Pangolin’s deep technical expertise at the right moments, and help shape our services so they are relevant, practical and valuable.

This is a role for someone with strong industry credibility and deep networks across mining, resources, transport, logistics, and companies with large fleet, energy and distributed workforce requirements. The successful candidate will be able to engage senior decision-makers, identify where Pangolin can create value, and translate complex climate and energy transition challenges into clear commercial opportunities.

Working closely with the Head of Climate Strategy and Solutions and senior members of the technical team, the Head of Business Development will help develop and execute strategic growth plans, strengthen client relationships, and ensure Pangolin’s services remain aligned with market needs, regulatory developments and emerging opportunities across the climate consulting sector.

Key Responsibilities

Business Development and Client Growth

Build, manage and grow a portfolio of client relationships, with a focus on large emitters and businesses with significant energy, fleet, logistics or distributed service delivery requirements.
Identify, qualify and pursue new opportunities through existing relationships, referrals, partnerships, networking, industry events and direct outreach.
Develop and maintain a strong pipeline, tracking opportunities from lead identification through to proposal, conversion and onboarding.

Strategy and Market Development

Support the Head of Climate Strategy and Solutions to develop and execute business development plans, set goals, monitor progress and adjust strategies to achieve growth targets.
Conduct market research to identify priority sectors, prospective clients, emerging trends, regulatory developments and competitor activity.
Bring market insight, client feedback and commercial perspective into the development of emerging strategic services.

Proposals, Presentations and Client Onboarding

Collaborate with technical teams to shape compelling proposals, tenders and presentations that are commercially relevant, technically credible and aligned with client needs.
Ensure proposals and tender responses are competitive, compliant, well-positioned and consistent with Pangolin’s brand and value proposition.
Ensure clients are onboarded smoothly, with clear expectations and effective handover from business development to delivery.

Market Presence and Industry Engagement

Represent Pangolin at industry conferences, workshops, networking events and client forums.
Stay informed about climate, energy, sustainability and regulatory developments that may affect clients or create new advisory opportunities.
Help strengthen Pangolin’s market presence by building relationships, sharing insights and positioning the business as a trusted adviser through the energy transition.

Qualifications

· 5-10 years’ experience in a Senior Role within the Energy, Climate or Sustainability Sectors – including significant business development

· Bachelor's degree in Business, Marketing, Engineering, or a related field.

· Additional study and or accreditations preferred

Competencies

Consultative Business Development

Builds trust with senior decision-makers through commercial insight, industry credibility and a genuine understanding of client challenges.
Identifies what clients need, not just what they ask for, and connects those needs to the right combination of Pangolin’s strategic and technical expertise.
Develops opportunities, manages a disciplined pipeline, negotiates effectively and converts relationships into meaningful commercial engagements.

Industry Networks and Market Understanding

Brings deep networks across sectors with large energy, fleet or distributed service delivery requirements. Our targets are data centres, mining, resources, transport, logistics, retail, and services requiring fleets.
Understands the environmental and climate consulting market, including key players, regulatory frameworks, market dynamics and competitive positioning.
Anticipates market trends, identifies new business opportunities and actively builds Pangolin’s presence through industry events, partnerships and professional networks.

Climate, Energy and Regulatory Knowledge

Has working knowledge of climate change, decarbonisation, emissions reporting, climate strategy, sustainability advisory and energy transition challenges.
Explains complex climate, energy and regulatory issues in a practical, commercially relevant and accessible way.
Stays current with industry trends, best practice, emerging technologies and evolving client needs, bringing market insight into service development.

Collaboration and Commercial Judgement

Works effectively with technical specialists, senior leaders and delivery teams to shape opportunities and bring the right expertise into client conversations.
Applies strong commercial judgement, balancing growth ambition with service quality, delivery capacity, favourable commercial terms and strategic fit.
Communicates clearly and professionally across proposals, tenders, presentations, internal reporting and client engagement.

Personal Qualities and Team Fit

Low-ego and team-oriented, with a willingness to share credit, listen carefully and prioritise collective success over personal profile.
Self-driven and proactive, with the motivation to take initiative, follow through, seek responsibility and contribute beyond the narrow boundaries of the role.
Emotionally intelligent and constructive under pressure, with the ability to read the room, build trust, navigate different personalities and strengthen team and client relationships.

Why Join Pangolin

· Competitive salary + performance-based incentives + employee shares.

· Flexible and hybrid work options.

· 4 Week Annual Leave Policy plus 5 additional days at Christmas

· Opportunity to work at the forefront of climate finance and environmental impact.

· We live and breathe entrepreneurship. If you have a business idea, let’s hear it, test it, and make it happen.

· A collaborative, mission-driven culture with strong professional development support.

Pangolin Associates is an equal opportunity employer that is committed to diversity and inclusion in the workplace. We prohibit discrimination and harassment of any kind. All qualified applicants will receive consideration for employment without regard to race, colour, religion, gender identity, sexual orientation, age, national origin, disability, or any other factor protected by federal, state, or local laws.