Lead - Strategy & Growth
Strategy Leader (Founder’s Office)
Location: Noida (Work from Office)
Type: Full-Time
Company: Sustainiam
Experience Level: 7+ years
Reports To: CEO
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 Overview
We are seeking a visionary and analytical Strategy Leader to drive growth and innovation across carbon markets, I-RECs, and renewable energy monetization. This role will shape Sustainiam’s strategic roadmap for EMX and CIP, work directly with management as part of the Founder’s Office, and drive market penetration and high-growth revenue outcomes through strategy.
You will operate at the intersection of climate-tech and fin-tech, combining top-tier consulting rigor with startup execution. The role requires building strategies for 0 to 1 (new offerings, new geographies, new GTM motions) and 1 to 10 (scaling repeatable growth, strengthening moat, and improving unit economics). You will define customer growth and acquisition strategy, allocate and optimize budget spend, and partner cross-functionally with product, tech, marketing, analytics, trade, and BD teams.
Key Responsibilities
Define Customer Growth Strategy Across Domestic And International Markets
Own the strategy for allocating business and growth budgets across channels and initiatives; evaluate ROI with analytics.
Define Measurement Frameworks For Acquisition And Growth
Location: Noida (Work from Office)
Type: Full-Time
Company: Sustainiam
Experience Level: 7+ years
Reports To: CEO
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 Overview
We are seeking a visionary and analytical Strategy Leader to drive growth and innovation across carbon markets, I-RECs, and renewable energy monetization. This role will shape Sustainiam’s strategic roadmap for EMX and CIP, work directly with management as part of the Founder’s Office, and drive market penetration and high-growth revenue outcomes through strategy.
You will operate at the intersection of climate-tech and fin-tech, combining top-tier consulting rigor with startup execution. The role requires building strategies for 0 to 1 (new offerings, new geographies, new GTM motions) and 1 to 10 (scaling repeatable growth, strengthening moat, and improving unit economics). You will define customer growth and acquisition strategy, allocate and optimize budget spend, and partner cross-functionally with product, tech, marketing, analytics, trade, and BD teams.
Key Responsibilities
- Corporate and Business Strategy (Founder’s Office Mandate)
- Own strategic planning for EMX and CIP, translating management priorities into a clear strategy roadmap with measurable outcomes.
- Build and run quarterly and annual strategic cycles (goals, initiatives, metrics, owners, timelines); track execution and course-correct proactively.
- Develop strategic narratives and decision memos for management including market entry, product bets, pricing and packaging, partnership strategy, and investment priorities.
- Identify strategic risks and opportunities across market, regulatory, competitive, and technology dimensions.
- Market Strategy and Intelligence (Carbon Markets, I-RECs, ESG Instruments)
- Lead strategy across carbon credits, I-RECs, and ESG-linked instruments, including market sizing, segmentation, pricing analysis, and scenario planning.
- Track global market dynamics (supply, demand, pricing, liquidity, counterparty behavior, registry dynamics) and translate signals into actionable strategic bets.
- Build competitive intelligence: positioning, feature gaps, pricing benchmarks, routes-to-market, and differentiators.
- Market Penetration and Growth Strategy (Revenue-led Outcomes)
Define Customer Growth Strategy Across Domestic And International Markets
- ICP and persona frameworks (buyers, influencers, users)
- Industry vertical prioritization (e.g., hard-to-abate sectors, energy-intensive manufacturing, large RE project owners)
- Geo prioritization (where to play; why now; operating constraints)
- Translate strategy into execution-ready GTM plans with clear funnel targets: pipeline, win rate, sales cycle, revenue, margin impact.
- Customer Acquisition Strategy and Budget Spend Optimization
Own the strategy for allocating business and growth budgets across channels and initiatives; evaluate ROI with analytics.
Define Measurement Frameworks For Acquisition And Growth
- CAC, payback, conversion, LTV drivers (where applicable)
- Channel performance scorecards
- Funnel velocity, deal quality, and pipeline coverage
- Build an experimentation approach to acquisition (hypothesis, pilot, scale/kill decisions).
- Stakeholder Ecosystem Development (Partnership Strategy)
- RE project owners and developers
- Carbon credit buyers (enterprise and institutional)
- Traders, brokers, aggregators, and intermediaries
- Registries and standards bodies
- Regulators and policy stakeholders
- Design partnership archetypes and commercialization models: referral, distribution, co-selling, liquidity partnerships, onboarding partnerships, data partnerships.
- Position Sustainiam as a trusted platform for both voluntary and compliance markets through credible ecosystem strategy and narratives.
- Regulatory Engagement and Compliance Strategy
- Track, interpret, and summarize global ESG and carbon market regulations and frameworks (e.g., Article 6, CSRD, SEC Climate Rule, Verra, Gold Standard, and relevant domestic market rules).
- Translate regulatory evolution into product and business implications (what changes, what needs to be built, what risks exist, what opportunities open).
- Support management in regulatory-facing narratives, consultations, and compliance strategy alignment.
- Product-led Strategy, Tech Moat, and Platform Differentiation
- onboarding and activation friction reduction
- scalability of issuance/trading/project onboarding workflows
- trust, transparency, and verification workflows as differentiators
- unique data, proprietary scoring/analytics, workflow automation, network effects, marketplace liquidity flywheels (where applicable)
- defensibility roadmap: what we build now vs later, and why
- Provide structured inputs to roadmap prioritization: revenue impact, adoption drivers, regulatory needs, and competitive gaps.
- Cross-functional Alignment (Trade, BD, Marketing, Analytics)
- Partner with marketing to sharpen positioning, messaging, thought leadership themes, and campaign strategy aligned to strategic priorities.
- Partner with analytics to build KPI trees, dashboards, and growth diagnostics that convert into decisions.
- Coordinate with trade and BD leaders to ensure strategy is practical, measurable, and translated into repeatable playbooks.
- Thought Leadership and Research
- Publish insights and internal/external research on carbon market trends, I-REC economics, renewable energy monetization, and ESG innovation.
- Represent Sustainiam in climate finance forums, ecosystem roundtables, regulatory consultations, and industry events.
- Build a research backbone that improves credibility, inbound interest, and partner confidence.
- Management Reporting, Board Updates, and Operating Cadence
- Own strategy updates for management: progress vs goals, blockers, strategic trade-offs, and next priorities.
- Support board-level narratives and updates: market evolution, competitive landscape, strategic bets, growth progress, and risk posture.
- Create operating mechanisms that make strategy execution measurable: weekly/monthly business review inputs, initiative tracking, and decision logs.
- IIT + IIM aligned background (engineering + MBA preferred) with strong analytical rigor.
- Experience in top-tier consulting firms (e.g., MBB, Big 4 strategy arms, top boutique strategy firms) on relevant domains.
- Experience handling large-ticket size clients globally, with strong executive stakeholder management.
- Proven track record in sustainability, energy, and decarbonisation, with minimum 4 years of relevant sustainability experience (mandatory).
- Demonstrated success in 0 to 1 and 1 to 10 scaling environments (startup, new business, or venture-building contexts).
- Strong understanding of product-led strategy and building a tech moat (platform thinking, defensibility, data strategy, automation leverage).
- 7+ years overall experience in carbon markets, renewable energy finance, ESG strategy, climate-tech consulting, or adjacent domains.
- Deep understanding of:
- I-RECs, carbon credits, and voluntary/compliance market mechanisms
- registry standards, issuance workflows, additionality concepts, and market integrity topics
- Experience working with RE developers, carbon brokers, traders, and institutional buyers.
- Familiarity with ESG frameworks (GRI, TCFD, CDP, CSRD) and carbon accounting standards.
- Strategy formulation and execution under ambiguity
- Market sizing, pricing analysis, and scenario planning
- GTM strategy, market penetration, and growth experimentation
- Budget planning, ROI frameworks, and investment prioritization
- Product strategy fluency, platform thinking, and moat building
- Executive communication: decision memos, board narratives, stakeholder influence
- Cross-functional leadership without direct authority
- A clear, management-aligned strategy roadmap for EMX and CIP with measurable goals and initiative owners.
- A validated market penetration plan including ICPs, geographies, sector prioritization, and partnership strategy.
- Acquisition strategy and budget allocation framework implemented, with dashboarded performance tracking and an experimentation pipeline.
- Product strategy inputs translating into roadmap decisions that strengthen differentiation and improve adoption.
- Board-ready strategic narratives that reflect market changes, competitive posture, and Sustainiam’s growth plan.
- Build transformative climate-tech and fintech products from the ground up (0 to 1 and 1 to 10).
- Work closely with management in the Founder’s Office with high ownership and high impact.
- Shape the future of climate finance through strategy, innovation, and measurable outcomes.
- 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.