Business Development Operations & Pipeline Lead (Outbound + Systems)

Business Development Operations & Pipeline Lead (Outbound + Systems)

Core Mission:
Drive Climate Finance Solution’s growth by building a scalable outbound sales function. This person will generate and qualify leads while developing and optimizing the processes, systems, and analytics tools (especially SFDC + AI workflows) that underpin long-term business development success. This role reports directly to the COO.
Key Responsibilities:

1. Lead Generation & Pipeline Building (Execution):
• Outbound Prospecting: Research and identify venture-backed climate companies. Execute multi-channel outreach (email, LinkedIn, calls).
• Lead Qualification: Engage potential clients, assess fit, and transition qualified leads to senior team members.
• Pipeline Management: Ensure a steady flow of new opportunities through consistent prospecting and follow-ups.
  
2. Sales Operations & Systems (Strategic):
• CRM Mastery (Salesforce): Set up, customize, and manage Salesforce as the single source of truth for pipeline and outreach data.
• AI-Powered Workflows: Implement AI tools (e.g., Salesforce AI, HubSpot AI, or GPT-enabled sales assistants) to automate lead scoring, email sequences, and follow-ups.
• Performance Dashboards: Build real-time dashboards tracking outreach activity, pipeline velocity, and conversion rates.
• Process Development: Design scalable outbound processes (MixMax), including playbooks for lead research, outreach templates, and handoff protocols.
  
3. Data & Insights (Analytics):
• Lead Source Analysis: Track which outreach sources and strategies deliver the best-qualified leads.
• Conversion Tracking: Monitor lead progression from outreach to closed deals. Surface bottlenecks and optimize the process.
• Forecasting & Reporting: Provide data-backed insights on pipeline health, expected deal flow, and performance vs. targets.

Why Join Us Now?
We’re transparent about where we are: no formal marketing team, no dedicated sales team (yet), and a tech stack that needs modernization. However, what we do have is a proven track record of delivering exceptional results for clients, a booming referral network, and leadership that’s fully invested in scaling sustainably. If you’re excited by the challenge of building systems from scratch and working closely with leadership to shape the future of our consultancy, this role is perfect for you.
Ideal Candidate Profile:

• Salesforce Power User: Deep hands-on experience customizing and optimizing Salesforce (or similar CRMs) for prospecting, lead tracking, and reporting.
• Process Architect: Proven ability to design outbound sales processes from scratch and iterate based on performance data.
• Tech-Savvy: Comfortable testing and integrating AI-powered sales tools (e.g., Mixmax, Clay, Salesforce Einstein, ChatGPT-based prospecting assistants).
• Hunter DNA: Energized by outbound outreach and building early-stage pipelines. Willing to personally execute while building for scale.
• Analytical Thinker: Skilled at using data to refine outreach strategy and present clear performance insights.

Potential Backgrounds:

• Sales Ops + SDR Hybrid: Someone who started as an SDR but transitioned into sales operations, combining hands-on outreach with process and CRM mastery.
• RevOps Specialist (Early-Stage Startup): A revenue operations professional who’s worked closely with business development, especially in lean, high-growth teams.
• BD Lead with Tech-Driven Approach: A business development professional who naturally leans into automation, tooling, and data to drive efficiency.

Compensation Considerations (Given the Elevated Scope):

• Base Salary: $80-100K depending on experience and Salesforce/RevOps capabilities.
• Performance Bonus: Based on lead volume, pipeline quality, or outreach-driven revenue milestones.
• Potential for Long-Term Growth: If this person builds the foundation well, they could evolve into a Head of BD Operations or Revenue Strategy Lead as CFS scales.

Benefits: 

• PTO - 25 days/year
• Work remotely (Pacific, Mountain, or Central time zones only)
• A portion of health, dental vision insurance paid 

Key Success Indicators (6-12 Months In):

• CFS has a fully functioning outbound pipeline with clear processes and metrics.
• Our CRM is the single source of truth—fully set up, accurate, and used consistently by the team.
• AI tools and automation reduce manual outreach work and improve lead quality.
• Dashboards provide visibility into outreach performance, pipeline health, and revenue forecasts.

Interview Process:

1. Application (including video introduction): Be sure to include a 5-minute (or less) Loom/Zoom/unlisted YouTube video, showcasing one of your most successful Outbound campaigns (audience, messaging, GTM workflows, results) and share why you’re a great fit for the role. 
2. Introductory Call: 20 minute introductory call with a member of the Business Development operations team. 
3. Assignment: You will be invited to complete a take-home assignment to demonstrate your expertise in building GTM workflows and pipeline processes. 
4. Final Interview: The final interview will be a panel discussion with the CEO and COO to assess your fit for the role and alignment with our company’s goals. You’ll also present your completed assignment during this session.
5. Offer!