Business Development Manager – Voluntary Carbon Markets

About TEM

Tasman Environmental Markets (TEM) is a leading Asia‑Pacific carbon solutions provider, partnering with companies to build high‑quality, risk‑managed carbon credit and climate action portfolios. At TEM, we’re building more than carbon solutions, we’re building a team that’s shaping the future of climate action across the region. We work with some of Australia’s most recognisable and high‑impact organisations to turn climate ambition into real, credible outcomes, with integrity at the core of everything we do.

What makes TEM special is how we bring everything together. Our vertically integrated model gives our people hands‑on exposure to the full carbon value chain — from land and project development, to trading, technology and advisory. That means real responsibility, meaningful learning, and the opportunity to work on complex challenges that genuinely matter. We’re known for working with high‑profile, risk-adverse clients, where trust, commerciality and smart risk management are just as important as the carbon units themselves.

Since 2014, TEM has been at the forefront of innovation in carbon markets, climate finance and advisory services. With platforms like BlueHalo, TEM Online and TEMSafe, we’re a technology‑enabled business scaling fast, thinking commercially, and creating space for our people to grow as we grow. With a significant representation of Private Equity ownership, there is a strong drive at TEM to grow, to stay hungry and to expand our impact more broadly across the multiple markets we serve.

Reporting Line

The Business Development Manager – Voluntary Carbon Markets reports to the Head of Sales and Commercial. This is an individual contributor role. You carry your own quota and are backed by our product, advisory, delivery and marketing teams rather than managing a team.

Your business unit 

The TEM Sales team owns and drives origination of new sales in our focus sectors across the business, as well as servicing and retaining our existing client base of 250+ customers.  These customers transact across multiple channels: BlueHalo & TEM Online (online channels), TEM Corporate (account-managed relationships) and TEMSafe (our new consulting arm).  The BDM – Voluntary Carbon Markets focuses on the TEM Corporate vertical, selling carbon credits and environmental products, including Biodiversity Units (BDUs), to voluntary-market buyers primarily headquartered across Australia and New Zealand. The role carries an individual sales quota covering both retention and growth of existing accounts and new business won through prospecting.

What it takes to excel in this role:

TEM is seeking a high-integrity, purpose-driven, energetic and seasoned salesperson who brings disciplined sales habits, drive and grit, and has a proven track record of successful and profitable business development, origination and the closure of win-win deals with customers. You will be equally at home deepening relationships with a long-standing account, where your cross-selling and upselling skills will come to the fore, as you would be opening a new relationship by cold calling, leveraging your suite of well-researched perspectives and insights. You will spend much of your week in front of customers rather than behind a desk. You are a Challenger seller by instinct. You teach, you tailor, you take control of the commercial conversation, and you seize opportunities to represent TEM in customer-facing forums and public speaking engagements.

In addition to the above, the traits below will be viewed favourably: 

Key skills:

·       Brings energy, passion and drive for sales and meeting and exceeding targets

·       Runs a disciplined personal prospecting process, self-generated pipeline, rigorous qualification and accurate forecasting

·       Ability to engage with all levels of the organisation, including the most senior and prominent clients and opportunities, directly and intelligently contributing to the conversion of these accounts

·       Teaches for differentiation, brings a unique commercial perspective, establishes value before price, and respectfully challenges the status quo

·       Maps and multi-threads complex buying groups, sustainability, procurement, finance and legal, and identifies the mobilisers who drive change internally

·       Strong win-win negotiator who closes with commercial discipline and protects margin

·       We rely upon HubSpot as our CRM. Experience here is viewed favourably

Experience required:

·       6+ years in B2B or solution sales

·       A sustained record of meeting or exceeding a challenging individual sales quota

·       Willingness and enthusiasm to travel to customers 2–3 days a week, including interstate and potentially internationally

·       Full, clean Australian or International driver's licence

·       You must have full current work rights in Australia without the need for future visa sponsorship.  

Other advantageous experience:

·       Whilst not essential, a live and active network among ANZ corporate sustainability, procurement and finance decision makers, that you can leverage from day one is certain to be advantageous.

·       Experience in Climate and Carbon industries and markets will be an advantage to consideration for this role

 Key Responsibilities:

1. New Business and Prospecting:

   • Self-generate pipeline through targeted outbound prospecting into priority ANZ sectors and selected offshore markets

   • Open with commercial insight — reframe how the customer understands their carbon exposure and cost of inaction, rather than leading with product

   • Qualify hard, disqualify early, and keep pipeline, activity and forecast data accurate in HubSpot

   • Spend 2–3 days a week in front of customers and prospects, including regular interstate travel. Expectation of at least 12 customer meetings per week, concentrated on the ‘golden days of sales’ (Tue/Wed/Thu)

2. Client Relationship Management:

   • Build durable senior-level relationships across TEM’s customer base, oriented to multi-year partnerships

   • Tailor the message to each stakeholder — translating one insight into procurement’s risk language, finance’s numbers and sustainability’s mandate

   • Multi-thread the buying group, coach mobilisers to build internal consensus, and expand adoption of TEM’s carbon and climate solutions

   • Own client issues end to end and close them out fast

3. Revenue Growth and Retention:

   • Own and deliver an individual quota across carbon credits and environmental products, including BDUs, in TEM Corporate

   • Drive acquisition and retention against target, and be personally accountable for the number

   • Take control of the deal — set the commercial agenda, hold constructive tension through pricing conversations, and protect margin to close

   • Represent TEM at industry forums, conferences and client events, using our point of view to build brand and generate demand

   • Feed frontline customer insight to the Head of Product, Innovation & Partnerships to shape new products

4. Operational Excellence:

   • Run a disciplined sales cadence — clean CRM hygiene, accurate forecasts, no surprises at quarter end

   • Track your own leading indicators — insight-led meetings held, stakeholders engaged per account, conversion — and act on what they tell you

Additional details:

o    Remuneration is competitive and will be subject to experience and value to TEM:

o   Base salary of $160,000 + superannuation

o   30%-50% sales bonus payable subject to achieving a challenging TEM Corporate sales quota

o      This is a permanent, full-time role based in Melbourne or Sydney

o     You will spend approximately 2–3 days a week with clients or in our Melbourne or Sydney office, with flexibility built in around travel

To apply:

Send your resume and a short cover letter to ••••@tem.com.au telling us two things:

1)     The deal you originated and closed that you are most proud of, and

2)    Why voluntary carbon markets interest you.

We review applications as they arrive and aim to respond within five business days.