Regional Account Manager

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.
• 2) 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
• 3) 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.
• 4) “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.
• 5) 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 miti