Cambio

• You'll run end-to-end retrofit analyses on commercial properties using Cambio's proprietary toolset, contributing directly to the decarbonization plans we deliver to our customers. Day-to-day, this includes: • Executing BSE (Building Science Engine) workflow analyses on assigned properties — reviewing PCA reports, utility data, equipment inventories, and site visit notes to configure and run each analysis • Reviewing ML-generated ECMs (Energy Conservation Measures) for completeness, cost accuracy, and defensibility — correcting scope, energy savings estimates, and customer-facing comments as needed • Integrating PCA-sourced ECMs where applicable and applying cost override workflows with documented rationale • Participating in QA review — responding to flags with inline comments, escalating non-standard assumptions, and ensuring nothing is published without sign-off • Keeping your RABL (Retrofit Analytics Building Log) tickets current — logging overrides, blockers, and status updates as analysis progresses • Reporting BSE bugs and tooling feedback through established channels to help improve platform quality

Title: Enterprise Account Executive Location: San Francisco Department: Sales Job Description: Cambio is a software platform that drives world-class real estate decarbonization. We help commercial real estate owners and tenants bring their real estate portfolios to net-zero using a machine learning-driven, end-to-end real estate sustainability platform. Our mission is to take the real estate industry into the climate action era. The role As a Growth Lead at Cambio, you will play a pivotal role in building our sales pipeline and closing enterprise deals. You will be responsible for identifying and pursuing new business opportunities, engaging with high-value clients, and managing complex sales cycles from lead generation to deal closure. Your strategic thinking and exceptional communication skills will be key to forging strong relationships with enterprise-level customers and driving revenue growth. What you will be doing - Sales Strategy Development: Develop and implement effective sales strategies to engage with large-scale commercial real estate prospective customers and meet sales targets. - Lead Generation and Prospecting: Identify new business opportunities through Cambio’s existing lead pipeline, targeted research, networking, industry conferences, and outbound outreach. - Pipeline Management: Manage the entire sales cycle, from lead generation to closing deals with enterprise, real estate customers. - Client Relationship Management: Build and maintain strong relationships with key decision-makers at enterprise-level accounts. - Negotiation and Closing: Negotiate terms and pricing with clients, ensuring mutually beneficial agreements. - Collaboration: Work closely with internal teams, including marketing, product, and customer success, to build a cohesive sales and piloting process for key customer prospects. - Voice of the Customer: Provide insights from the sales process to Cambio’s product and design teams to iterate on our world-class real estate decarbonization platform. - Reporting: Utilize CRM tools to track and report on sales activities and progress. Impact In this role, you will achieve the following key accomplishments in your first 12-18 months: - Directly drive ARR growth for Cambio’s SaaS real estate sustainability platform by closing deals with major enterprise real estate investors, owners, and other key customer profiles. - Develop and maintain a robust sales pipeline of key customer leads for a high-growth, B2B enterprise software company to drive continuous revenue growth into the future. - Establish a best-in-class sales organization for Cambio that allows the company to continue and expand its track record of growth. - Establish and lead strong relationships with enterprise-level commercial real estate customers, leading to long-term partnerships. - Collaborate effectively with cross-functional internal teams to deliver outstanding prospect and customer experiences. Qualifications - Experience: 5-7+ years of experience in enterprise sales, with a proven track record of exceeding sales targets. - Sales Expertise: Strong background in SaaS sales and a deep understanding of the sales process. - Communication Skills: Excellent communication and presentation skills, with the ability to engage with C-level executives. - Strategic Thinking: Ability to develop and execute strategic sales plans. - Negotiation Skills: Strong negotiation skills and experience closing complex deals. - Technical Proficiency: Familiarity with CRM software (e.g., Salesforce) and MS Office. - Education: Bachelor’s degree in Business Administration or a related field preferred. - Team Player: Commitment to the team's success and collaborative working style. Logistics: - Work Authorization: Authorization to work in the United States or Canada is required. - Location: This is a hybrid role, and can be based out 1 of our 4 hubs: New York, San Francisco, Waterloo or London. What we offer We are a lean, growing, and high-performing team that works hard and is passionate about the climate problems we’re working on. At Cambio we promise: - Fast-growing startup experience: You will be responsible for foundational work that will have a significant impact on decarbonizing the commercial real estate industry. - Competitive compensation and founding startup equity. - Work with the best: Our team members come from top organizations in their sectors, including KKR, Goldman Sachs, Faire, One Medical, Google, OMERS and Bain.