Associate General Manager

We are Tenacious

We are relentlessly focused on solving important problems for our customers that will help their carbon projects be more successful in improving the health of our climate.

We are Precise

Trust is paramount. At Mangrove we operate with surgical precision because we know that the success of our customers' carbon projects relies on their unwavering trust in our data and our platform's meticulous ability to track CO2 and its respective emissions.

We are Thoughtful

We believe that the right solution requires a deep understanding of our customers' needs and challenges. This understanding is manifested in every design and every solution that we build.

Account Research & Targeting

• Build and maintain a global target account list across RNG, SAF, biochar, and novel CDR project developers.
• Go deep on each account before outreach - understand their value chain, certification exposure, regulatory obligations, and commercial context.
• Map organizations to identify real decision-makers and economic buyers, not just LinkedIn titles.
• Monitor regulatory developments, funding announcements, and market activity to surface warm entry points before they go cold.
• Use AI tools (Apollo, Claude) to accelerate research without sacrificing quality or specificity.

Outreach & Relationship Development

• Craft highly personalized, insight-driven outreach to senior operators, compliance leads, and commercial decision-makers.
• Engage targets across multiple channels - email, LinkedIn, industry events, and warm introductions - with patience, precision, and persistence.
• Nurture early-stage relationships over time; enterprise deals rarely start with a yes on the first touch.
• Align closely with the GM on active deal priorities, strategic account plans, and where your outreach can accelerate existing pipeline.
• Book qualified discovery calls and introductions - not just meetings, but the right meetings with the right people.

Proposal & Deal Support

• Support the GM in building proposals - pulling together pricing inputs, scope narratives, and tailored leave-behinds for active opportunities.
• Draft follow-up materials, one-pagers, and account-specific content post-demo.
• Help manage RFP and RFI responses, coordinating inputs from product, technical, and commercial teams.
• Prepare briefing documents ahead of key meetings - account background, stakeholder map, open questions, objectives.
• Own deal administration: NDAs, proposal version tracking, and commercial documentation.

Market & Competitive Intelligence

• Monitor the competitive landscape across Clean Fuels and CDR - new entrants, feature announcements, pricing signals, customer wins and losses.
• Account for regulatory shifts across ISCC, RTFO, RFS, LCFS, and novel CDR frameworks that affect how prospects think about compliance and commercialization.
• Identify emerging customer segments, new verticals, and partnership opportunities and bring structured recommendations to the GM.

Pipeline & CRM Discipline

• Own the integrity of pipeline data in our CRM - every account, contact, touchpoint, and stage tracked with precision.
• Summarize and log call notes after every conversation, using tools to capture and push context into CRM.
• Provide a weekly view of outbound activity, pipeline coverage, account progression, and market signals to the GM.
• Identify gaps in pipeline coverage by vertical and geography and propose how to close them.

Events & Market Presence

• Prepare for industry conferences - research attendees, set meetings in advance, and make the most out of our attendance.
• Support GMs at events with on-the-ground coordination, lead capture, and post-event sequencing.
• Build Mangrove's presence in the RNG, SAF, and biochar communities over time through consistent, credible engagement.

Skills & Traits We Value

• You think before you send - outreach is sharp, specific, and grounded in the account's actual situation.
• AI is native to how you think and work - you've already built workflows others haven't caught up to yet, and you keep pushing.
• Patient and persistent; you understand that enterprise relationships are built over quarters, not days.
• Intellectually curious - you will get fluent in RNG certification, carbon markets, and project economics fast, and you'll enjoy it.
• Commercially minded; you understand how your accounts make money and what keeps their compliance teams up at night.
• Strong written communication across formats - outreach emails, proposal narratives, briefing docs, and competitive summaries.
• Organized and self-directed; you own your work without being managed hour-to-hour.
• You want to run something - this role is a stepping stone and you know it.

Qualifications & Experience

• 2-4 years of experience in mid-market or enterprise B2B SaaS, management consulting, or a complex technical industry - sales, business development, or commercial operations.
• Demonstrated track record of building pipeline into or supporting deals with mid-market or enterprise accounts with long sales cycles.
• Strong research and analytical skills - you can map an organization, synthesize a regulatory filing, and produce a crisp account brief.
• Experience contributing to proposals, RFP responses, or commercial documentation.
• Disciplined CRM user with genuine commitment to data quality.

Nice to Have

• Background in climate, energy, carbon markets, or regulated industries.
• Experience selling into or supporting deals with energy operators, infrastructure companies, or project developers.
• Familiarity with certification schemes (ISCC, RTFO, RFS, LCFS) or carbon registries (Puro, Isometric, Verra).
• Existing network in RNG, SAF, biochar, or CDR communities.

Culture and Growth

• This is Mangrove's GM feeder track - the explicit goal is to develop you into a vertical General Manager.
• Embedded access to GMs and commercial leadership from day one - you'll see how enterprise climate deals actually get built.
• Work on real, consequential problems in markets that are moving fast and matter.
• Remote, with preference for in-office in Toronto. Semi-annual company on-sites.