Sales · Fully Remote (Spain) · Full-time · Posted 17 July 2026

About the Role We're looking for a driven, entrepreneurial Business Development Manager to own our go-to-market efforts and grow our footprint across Spain and the EU. This is a founding commercial role — you'll work hand-in-hand with the founders, shape how we sell, and build relationships with the companies that need our solution most. There's no big team behind you, no established playbook to follow. If you thrive in ambiguous environments, love owning a pipeline end-to-end, and want your work to matter beyond the quota, this might be the right seat for you. This is a fully remote position, open to candidates based in Spain and with the right to work in Spain.

Responsibilities

Own the full sales cycle from prospecting to close, targeting CBAM-obligated companies across Spain and the EU

Identify and qualify leads through outbound outreach, inbound follow-up, industry events, and your own network

Run product demos and discovery calls, translating complex regulatory requirements into clear value propositions

Identify and develop partnership opportunities that can accelerate our reach and pipeline

Build and maintain a healthy pipeline using a CRM system, keeping data clean and reporting accurate

Collaborate with the rest of the team and our product engineer to relay market feedback and ensure smooth onboarding for new clients

Develop a deep understanding of the CBAM regulatory landscape to position Carbon Glance credibly with compliance, finance, and sustainability stakeholders

Contribute to refining our sales playbook, messaging, and go-to-market strategy as we scale

Requirements

1–3 years of experience in B2B SaaS sales, owning the full sales cycle ideally in a startup or scale-up environment. Previous experience in ESG or climate compliance SaaS is a plus

Proficiency with CRM and lead generation tools. Experience with HubSpot and Apollo is a strong plus





Strong command of AI tools and the habit of using them daily — for prospecting, outreach, research, and beyond

Excellent communication skills in Spanish and English (written and spoken); additional EU languages are a big bonus

A self-starter mentality — you don't wait to be told what to do, you identify the opportunity and go after it

Comfort operating in fast-moving, resource-constrained environments where the playbook is still being written

What We Offer

€30,000 annual base salary + 12–15% commission on closed ARR (uncapped)

Equity package — you'll have real skin in the game and share in the upside as the company grows

Fully remote work — work from anywhere in Spain. Our CEO is based in Tenerife, so being located there would be a nice bonus — but it's absolutely not a requirement

Co-working space covered if needed — work from a professional space wherever you are in Spain

Direct access to founders and meaningful input into company direction

The chance to be an early commercial hire at a company tackling a genuinely important problem

A lean, low-bureaucracy environment where your contributions are visible and valued

About the Process We keep our hiring process straightforward, transparent, and respectful of your time. After reviewing all applications, selected candidates will move through the following stages:

1

Introductory Call

A focused conversation about your sales experience and track record. We'll discuss your professional background, including the industries, markets,



and customer profiles you've sold into; the sales cycles you've owned — from prospecting and qualification through negotiation and closing; and your sales toolkit, including CRMs, prospecting platforms, and outreach tools, and how you use them day to day. Please be prepared to discuss concrete performance metrics from previous roles, such as quota attainment, pipeline generated, average deal size, win rate, sales cycle length, or other relevant KPIs. We place significant weight on measurable sales performance, so candidates should be able to speak confidently about their results.

2

Sales Case Study

If you progress to the next stage, we'll share Carbon Glance's Sales Playbook along with background material about our product, customers, and market. We'll then hold a short briefing session where you can ask questions, clarify expectations, and ensure you have everything needed before starting the exercise. The case study simulates managing a B2B sales opportunity in the EU market from start to finish: identifying and qualifying a target prospect, designing an outreach strategy, managing stakeholder conversations and objections, and driving the opportunity toward a successful close.

3

Case Presentation

You'll present your approach as if we were your sales leadership team. We'll discuss your target account selection, your prospecting and outreach strategy, your sales process and qualification approach, how you handled objections and navigated the buying process, and your proposed path to closing the opportunity. More than the "right answer", we're looking at how you structure your thinking, communicate your ideas, and approach complex B2B sales situations.

4

Final Conversation

If you've made it to this stage, congratulations — you've been selected for the role. The final conversation is an opportunity to meet the broader team, get to know how we work, and ask us anything about Carbon Glance, the role, or any other matters. For final stage candidates, we will request a professional reference from a previous employer or customer.

#J-18808-Ljbffr

📌 Business Development Manager — Spain (Zaragoza)
🏢 Carbon Glance
📍 Zaragoza