Inside Account Manager

Job Description

Grassroots Carbon Public Benefit LLC, is building the #1 grasslands soil carbon storage company. We are a fast-growing start-up and Soilworks Natural Capital portfolio company based in San Antonio, TX. Our rapidly expanding land steward network covers over 6 million acres of grasslands across the US, and we have built a foundation of scientific rigor, quality, and trust. Leading companies like Microsoft, Marathon Oil, HEB, Shopify, and Nestle have selected Grassroots Carbon to reach their carbon reduction goals.

Grassroots Carbon offers ranchers additional revenue opportunities via our carbon credit program. We support farmers and ranchers to manage their land for healthy soils, which store more carbon and improve water quality and biodiversity. We are on a mission to convert millions of acres of degraded grazing lands into healthy, thriving grassland ecosystems that capture and store increased amounts of carbon. 

The Role:

The Inside Account Manager (IAM) is an office-based, quota-influencing and quota-carrying sales professional responsible for enrolling ranches under 1,000 acres and equity ranches into Grassroots Carbon’s program. The IAM works out of the San Antonio office and serves as a high-velocity enrollment and coordination hub—owning rapid follow-up, qualification, application progression, and contracting support to drive acres under signed contract.

This role operates within the Rancher Sales Pod structure and is expected to maintain disciplined pipeline management in Salesforce and tight cross-functional coordination to ensure a high-quality, scalable rancher enrollment experience.

Reporting & Team Structure

• Reports to: Chief Growth Officer
• Works closely with: Senior Sales Leader, Inside Account Manager (IAM), Communication & Rancher Advocate, Partnerships/Alliances, Rancher Success/Onboarding, Measurement/Science, Legal/Contracts, Marketing/Comms

Primary Objectives

• Deliver new acres under signed contract within assigned region
• Build a repeatable, metric-driven territory engine that increases:
• Qualified rancher pipeline
• Application submissions and eligibility progression
• Contract velocity and close rates
• Rancher experience and referral generation

 Key Responsibilities:

• Primary Objectives
• Deliver acres under signed contract for the IAM segment (<1,000 acres + equity ranches)
• Increase sales velocity and conversion by accelerating application → eligibility → contracting progression
• Support Field RAMs and SSLs by removing friction, tightening next-step discipline, and improving data quality
• Act as a liaison between corporate (in-house teams) and the field—ensuring internal teams have what they need and sales teams provide complete, decision-ready information
• 1) Inbound Lead Response & Qualification (Small Acreage + Equity)
• Serve as the first-response owner for inbound requests and centrally routed leads within the IAM segment.
• Conduct fast, structured qualification conversations (decision-maker, acreage, ranch profile, program fit, timeline, and next step).
• Schedule and coordinate next steps (intro calls, verification kickoffs, contracting reviews), either owned by IAM or handed off to the appropriate Field RAM/SSL based on routing rules.
• 2) Enrollment Ownership for <1,000-Acre Ranches and Equity Ranches
• Run a consultative enrollment process for smaller ranches and equity ranch opportunities, including:
• Education on program value, requirements, timelines, and rancher expectations
• Application support and completion coaching
• Eligibility progression coordination (as defined by stage criteria)
• Contracting support and execution assistance
• Ensure high-quality documentation and a clean handoff to Rancher Success/Onboarding post-signature.
• 3) Field RAM & SSL Support (Deal Desk / Sales Enablement)
• Support Field RAMs and SSLs by managing the “inside” components of the sales motion, such as:
• Call preparation, follow-up sequencing, meeting scheduling, and recap distribution
• Document collection and packaging for internal review (science/measurement, contracts, operations)
• Coordinating internal stakeholder responses to unblock deals quickly
• Maintain a “no dropped handoffs” standard—ensuring prospects always have an active next step.
• 4) Corporate Liaison & Information Flow (In-House ↔ Field)
• Translate corporate requests into clear action items for the field (and vice versa).
• Ensure required deal information is captured from sales teams in a timely, usable format (acreage details, property context, status updates, decision-maker confirmation, and timelines).
• Surface recurring friction points (objections, process bottlenecks, data gaps) and propose workflow improvements to Sales Ops / leadership.
• 5) CRM Discipline & Forecasting (Salesforce)
• Operate with exceptional Salesforce hygiene, ensuring opportunities are forecastable and execution-ready, including:
• Accurate stage progression
• Complete activity logging
• Clean account/contact data
• Up-to-date next steps, close dates, and acreage projections
• Provide weekly visibility into pipeline health for the IAM segment and supported Field territories (risks, blockers, and mitigation paths).
• 6) Enrollment Clinics & Centralized Campaigns (Office-Based Activation)
• Partner with Marketing/Comms and the Communication & Rancher Advocate to run virtual and on-site enrollment clinics, webinars, and targeted outreach campaigns designed to accelerate applications, eligibility progression, and contracting.
• Build repeatable scripts, call guides, and follow-up sequences for the IAM segment and for supporting Field conversion pushes.

Requirements

• Required Qualifications
• 3+ years of inside sales, account management, customer success, or sales support experience in a quota-driven environment
• Demonstrated ability to manage pipeline activity and move opportunities through defined stages with urgency and accuracy
• High proficiency with CRM systems (Salesforce strongly preferred) and comfort operating in a metric-driven cadence
• Strong communication skills (phone, email, video) and high attention to detail in documentation
• Preferred Qualifications
• Experience in agriculture, ranching, conservation, ag-tech, sustainability, or carbon markets
• Experience supporting contracting workflows or coordinating cross-functional deal execution (legal/ops/science)
• Comfort working with operational/process stakeholders and acting as a “hub” role
• Core Competencies (What “Great” Looks Like)
• Rancher-first approach (credible, respectful of operations, clear communicator)
• Pipeline rigor + speed (fast follow-up, tight stage discipline, predictable conversion)
• Operational follow-through (no dropped balls; clean documentation; proactive stakeholder management)
• Cross-functional coordination (gets answers quickly; unblocks deals; improves internal flow)
• Performance Metrics (Typical IAM Scorecard) (Exact targets to be set by leadership.)
• Acres closed-won (signed contract) for IAM segment
• Applications submitted and eligibility progression rate
• Stage velocity (application → eligibility → contracting → close)
• Qualified opportunities created and/or accepted handoffs to Field RAMs
• Pipeline coverage, forecast accuracy, and CRM compliance/data quality
• SLA-style responsiveness: lead response time, next-step compliance, and stale-opportunity rate (IAM segment + supported Field segment)
• Work Environment & Travel
• Primary location: San Antonio office (in-person collaboration with cross-functional teams).
• Travel: Limited; occasional travel for key events, team offsites, or select enrollment activations as needed (not a field role).

Benefits

• Health, dental, and vision insurance plans, including a flexible spending account option. 
• Open Paid Time Off Policy
• 9 paid holidays per year as listed in our Company Handbook. 
• Participation in our 401(k) savings plan
• Company-paid Life and AD&D coverage
• Educational materials and expenses

About Soilworks 

Soilworks Natural Capital is on a mission to prove Regenerative grazing is the most profitable way to ranch. We are a private equity fund that invests in, incubates, and acquires companies to help accelerate the Regenerative Agriculture movement. Our principles include better and healthier food, restoring plant and animal diversity, regenerating soil to store water and carbon, and creating more profitable family farms. Soilworks was launched by the co-founders of Scaleworks, a technology venture equity fund based in San Antonio, TX.

We are proud to foster a workplace free from discrimination. We strongly believe that diversity of experience, perspectives, and background leads to a better environment for our employees and a better experience for our users and our customers. We are an equal opportunity employer and do not discriminate against protected characteristics. All candidates will be given the same consideration.

*No visa sponsorship is available for this position*