Senior Director Of Sales/business Development
Project Canary
Senior Director Of Sales/Business Development
Project Canary is the industry's leader in turning complex emissions data into actionable, reportable insights, helping energy companies reduce risk and meet evolving reporting requirements. Its software platform simplifies emissions data management, offering an all-in-one solution for regulatory compliance, leak detection and repair, and voluntary programs like OGMP 2.0. By combining deep emissions measurement expertise with a flexible software platform, Project Canary delivers the customized emissions data solutions operators need in today's energy environment.
Five years into our journey, we partner with each customer to meet today's objectives while preparing them for what's next, all with a lean, high‑impact team.
The Impact You'll Make:
As the Senior Director of Business Development, you will self‑source, negotiate, and close six‑ and seven‑figure deals that deliver measurable operational value across the energy value chain. You'll own a personal quota and help shape the go‑to‑market playbook for the future, without inheriting a 30‑person team. Think of yourself as a player/coach: sleeves rolled up, dialed into both the big picture strategy and the nitty gritty details, and documenting what works. We value raw problem‑solving ability and learning velocity over years in seat. If you're sharp, hungry, and resourceful, you'll thrive here. This role will be based out of our headquarters in downtown Denver, Colorado, and will also travel frequently.
Why Join Us:
Mission With Margin: Forge your career in climate tech while scaling a market‑leading business in one shot.
Technologist's Playground: Drive impact with a powerful analytics platform that turns high‑fidelity environmental data into real‑world operational wins.
Small Team, Outsized Influence: Your deals and feedback directly shape product, pricing, and culture.
Growth Runway: Crush quota, then choose your path—stay a top producer or move into leadership as we scale.
What You'll Do:
Own the full cycle.
Self‑source and qualify enterprise opportunities; no SDR queue, your hustle is your pipeline.
Map power and money flows from field engineer to CFO; earn the right to guide the internal business case.
Craft and deliver board‑level value propositions showing how Project Canary slashes the "operations tax" and boosts asset performance.
Run MEDDPICC (or your proven framework) to qualify hard and close fast, spending time only where we can win.
Build the playbook.
Document winning messaging, objection handling, and territory penetration tactics; your playbook is the first draft of our future GTM engine.
Collaborate with the CRO, Product, and Marketing to iterate pricing, packaging, and enablement in real time.
Represent Project Canary in the market.
Establish executive‑sponsor relationships with C‑suite leaders across upstream, midstream, and emerging‑energy segments.
Champion Project Canary at industry conferences and webinars; you're as comfortable on stage as you are updating CRM fields the same afternoon.
Within your first year, you will:
Demonstrate a clear understanding of how operational performance metrics translate to business value
Hit ≥100% of your personal quota by closing 5–8 net‑new logos.
Maintain ≥3× self‑sourced pipeline quarter over quarter.
Deliver a repeatable deal‑process document adopted by the CRO.
Land and expand at least one flagship account into a multi‑year, multi‑product partnership.
Establish strong collaborative relationships across the organization
What You Bring:
High aptitude and learning velocity: whether you've closed enterprise deals for 2 years or 12, you master complex domains fast and deliver results.
Proven track record of exceeding MM+ annual quotas and closing $500 K–$5 MM ACV deals.
Deep familiarity with enterprise sales methodologies (MEDDPICC, Revenue Storm, or Miller Heiman) and the judgment to know when to bend the rules.
Experience selling operational‑performance or environmental‑analytics solutions to oil & gas, power, or adjacent industrial sectors.
Adept at building consensus across technical, commercial, and sustainability stakeholders.
Executive presence: you can whiteboard with engineers at 9 AM and present to the board at noon.
Hands‑on mentality: you build decks, update CRM, and write follow‑up notes yourself, not reliant on a dedicated analyst.
Bachelor's degree or equivalent deal sheet; strong academic achievement preferred
How We Support You:
Base Salary Range: $146,000 - $187,000 based on location & experience
Additional compensation: 50/50 OTE split with uncapped commission
Health, dental, and vision insurance with low deductibles and premiums paid by company 99% for self and 50% for dependents and/or spouse
401K with company match (no vesting period)
Opportunity for equity ownership
Student loan assistance
4 weeks of PTO + 6 days of sick time annually
11 paid holidays
12 weeks of fully paid parental leave (gender neutral) including adoptions
Monthly Wellness Stipend
Hybrid work schedule (3 days per week in office when not traveling)
Dog friendly office environment
About Project Canary:
Project Canary was founded in 2019 with a vision to measure what matters – the greenhouse gases emitted from critical parts of our energy infrastructure. Our team is constantly pushing the envelope to bring more visibility to the emissions problem than ever before – enabling the energy sector to reduce its carbon footprint.