Business Head
Location: Noida (Work from Office)
Type: Full-Time
Experience Level: 10+ years
Reports To: CEO
Company: Sustainiam
About Sustainiam
At Sustainiam, we’re enabling the climate transition through data-backed, tech-enabled sustainability solutions. We work with enterprises to help them measure, reduce, and offset their carbon emissions with real-world impact. As a fast-growing climate tech company, we combine environmental expertise with sharp execution to drive results that matter.
Role Summary
We are hiring a senior Business Head to lead Business Development and the Trade team for EMX and CIP, with end-to-end ownership of growth, customer acquisition, revenue predictability, and P&L. This role will work closely with management to scale the business across 0 to 1 (build and validate product-market fit and GTM) and 1 to 10 (scale repeatable revenue and expansion).
The ideal candidate brings deep expertise in energy and sustainability, has driven business growth across domestic and international markets, and can build high-performing commercial systems in a climate-tech plus fin-tech environment.
Key Responsibilities
Define and refine ICP, segmentation, positioning inputs, and targeting, and translate them into execution plans by geography (domestic and international).
Establish a Measurable Acquisition Engine
Implement Execution Cadence
Build And Monitor Budgets For
Own And Deliver Reporting Rhythms Including
Partner With Analytics To Implement Dashboards And Measurement For
Collaborate with Analytics to define KPI trees, attribution, and experimentation measurement.
Provide Structured Market Insights For Product Development
Preferred Qualifications (Good To Have)
Type: Full-Time
Experience Level: 10+ years
Reports To: CEO
Company: Sustainiam
About Sustainiam
At Sustainiam, we’re enabling the climate transition through data-backed, tech-enabled sustainability solutions. We work with enterprises to help them measure, reduce, and offset their carbon emissions with real-world impact. As a fast-growing climate tech company, we combine environmental expertise with sharp execution to drive results that matter.
Role Summary
We are hiring a senior Business Head to lead Business Development and the Trade team for EMX and CIP, with end-to-end ownership of growth, customer acquisition, revenue predictability, and P&L. This role will work closely with management to scale the business across 0 to 1 (build and validate product-market fit and GTM) and 1 to 10 (scale repeatable revenue and expansion).
The ideal candidate brings deep expertise in energy and sustainability, has driven business growth across domestic and international markets, and can build high-performing commercial systems in a climate-tech plus fin-tech environment.
Key Responsibilities
- Business Leadership and P&L Ownership
- Own the P&L for EMX and CIP, including revenue targets, margins, contribution profitability, and cost discipline.
- Build annual and quarterly operating plans aligned to management priorities, including headcount, acquisition spends, and partnerships.
- Drive improvements in unit economics (CAC efficiency, margin expansion, pipeline productivity, retention and expansion levers where applicable).
- Customer Acquisition Strategy (Demand + Revenue Engine)
Define and refine ICP, segmentation, positioning inputs, and targeting, and translate them into execution plans by geography (domestic and international).
Establish a Measurable Acquisition Engine
- Pipeline generation targets by channel and trade team capacity
- Funnel diagnostics (conversion rates, sales cycle, velocity) and continuous optimization
- CAC tracking and channel ROI measurement (with marketing and analytics)
- Campaign strategy and calendars aligned to the funnel
- Lead quality frameworks (scoring, qualification, nurturing)
- Content and thought-leadership strategy to support acquisition and credibility
- Growth Strategy (0 to 1 and 1 to 10 Scale)
- 0 to 1: validate target segments, close lighthouse customers, iterate pricing and packaging, define GTM motion, build playbooks.
- 1 to 10: scale pipeline, standardize selling motion, improve win rates, expand to new segments and geographies, build predictable revenue.
- Drive structured growth experimentation, measure outcomes, and scale successful channels and plays.
- Business Development (Domestic and International)
- Lead end-to-end BD across India and international markets, including discovery, solutioning, proposals, negotiation, closure, and relationship management.
- Build strategic partnerships and distribution alliances that accelerate growth and create durable access to customers.
- Develop executive relationships with enterprise and institutional stakeholders in energy, sustainability, climate, and finance ecosystems.
- Trade Team Leadership and Sales Execution
Implement Execution Cadence
- Weekly pipeline reviews and forecasting calls
- Deal reviews and negotiation support
- Performance scorecards and conversion improvement initiatives
- Build playbooks for segment-led selling, enterprise deal management, and partner-led growth.
- Business Budget Management (Commercial Budget + Financial Rigor)
Build And Monitor Budgets For
- Team and hiring (trade/BD and related commercial roles)
- Marketing and acquisition spends (campaigns, events, partnerships)
- Travel and BD operating costs
- Channel/partner costs and performance-linked spends
- Track budget vs actuals and drive corrective actions; ensure spend efficiency by linking investments to pipeline and revenue outcomes.
- Management Collaboration, Board Updates, Growth Updates, and Reporting
Own And Deliver Reporting Rhythms Including
- Business MIS (pipeline, revenue, segment performance, channel performance, funnel metrics)
- Growth updates (weekly/monthly)
- Board updates (monthly/quarterly), with clear narratives on progress, risks, and next bets
- Present crisp insights: what happened, why, learnings, corrective actions, and upcoming priorities.
- MIS, Forecasting, and Analytics-Driven Execution
Partner With Analytics To Implement Dashboards And Measurement For
- Funnel conversion and velocity.
- Forecast accuracy and revenue realization.
- Segment and cohort performance.
- Partner/channel scorecards.
- Translate analysis into action plans across messaging, targeting, sales process, and pricing/packaging inputs.
- Cross-Functional Collaboration (Marketing, Analytics, Product)
Collaborate with Analytics to define KPI trees, attribution, and experimentation measurement.
Provide Structured Market Insights For Product Development
- Voice of Customer, deal feedback, churn and loss analysis, competitive intelligence
- Prioritized product asks tied to revenue impact and adoption friction
- GTM readiness for launches (enablement, packaging, release narratives)
- Product Commercialization and Scaling in Climate-Tech + Fin-Tech
- Drive adoption in complex enterprise and institutional environments with multi-stakeholder buying and high trust requirements.
- Understand and navigate industry nuances such as sustainability value chains, energy market structures, compliance expectations, and financial workflows.
- Build credibility and repeatability in selling outcomes-focused solutions.
- MBA from IIM (mandatory)
- Minimum 10 years of experience(mandatory) in business growth, revenue leadership, business development, or commercial leadership roles.
- Energy and sustainability experience (mandatory) with demonstrated work in relevant ecosystems (energy, climate, sustainability, ESG, carbon, or adjacent sectors).
- Proven experience in domestic and international business development.
Preferred Qualifications (Good To Have)
- Experience scaling B2B products 0 to 1 and 1 to 10 (SaaS, fintech platforms, climate-tech products, data products).
- Experience owning board-level reporting and driving operating cadence across teams.
- Strong experience with pricing, packaging, partnerships, and enterprise negotiations.
- Existing network across climate-tech, energy, sustainability, finance, and institutional ecosystems.
- P&L ownership, budgeting, and operating rigor
- Customer acquisition strategy and pipeline building
- Domestic and international BD execution
- Trade/sales leadership, hiring, coaching, and performance management
- Structured reporting: MIS, forecasting, board-ready narratives
- Data-driven decision-making and KPI ownership
- Cross-functional leadership with marketing, analytics, and product teams
- Executive communication and stakeholder management
- Acquisition strategy and GTM motion clearly defined for EMX and CIP, with validated ICPs and messaging inputs.
- Trade team cadence and playbooks operational, with improved pipeline coverage and forecast clarity.
- First set of lighthouse customers and/or strategic partnerships secured or advanced significantly.
- Business MIS and board-ready reporting established with clear growth drivers, risks, and corrective actions.
- Product feedback loop established with structured insights influencing roadmap priorities.
- Culture & Celebrations:
- Fun Fridays, monthly team parties, and festival celebrations.
- Recognition for contributions and milestones.
- Financial & Lifestyle Benefits:
- Medical insurance for self and family.
- Meal pass and daycare facilities.
- ESOPs to own a stake in our mission.
- Upskilling budget and flexible benefits plan.
- Air travel accident coverage, personal accident insurance.
- Office & Facilities:
- On-site gym and game zones.
- Access to cricket, tennis, and badminton courts.
- Creche and food outlets on campus.