Senior Partnerships Executive

• Commercial Team · Europe (Berlin-based or frequent travel to) · Full-time · Start now
• About Cula

Cula builds the digital infrastructure for the global carbon removal industry.

Our software helps facilities run more efficiently, track operations in real time, and generate verifiable certificates.

We are building and operating data infrastructure that empowers a global alliance of solutions by capturing real-time machine and Io T data from on-site operations, automating data collection and reporting, and ensuring that every ton of CO₂ is transparently measured and verifiable.

We're a growing team based in Potsdam/Berlin with remote members across Europe, North America, and the APAC region.

We're makers at heart, focused on building high-quality software, delivering a best-in-class customer experience, and solving the real-world challenges our customers face every day.

Why we need this role

The pipeline is real, the market is moving, and we need people who close.

At Cula, we believe perfectionism kills action and mediocrity kills adoption.

The right pace lives in between, where learning is steep, progress is fast, and quality lasts.

We've built credibility with some of the most demanding operators in carbon removal, biofuels, and industrial decarbonisation, now we need you to turn that into revenue, systematically.

This is an individual contributor role on the commercial team.

There is no team to manage, no hand‑hanging, no one setting your schedule.

You own your pipeline from first contact to signed contract, and you're measured on one thing: closed deals.

Expect to be on the road 40–60% of the time, meeting customers where they operate, at plants, facilities, industry events.

Today, Cula has clients in more than 25 countries across all continents.

What you'll do

As a Senior Partnerships Executive, you will own a pipeline of deals across the world and be the commercial face of Cula to operators in carbon, biofuels, manufacturing, and adjacent industrial sectors.

Our sales cycles range from one to six months and often involve multiple stakeholders across operations, compliance, finance, and the C‑suite.

Core responsibilities include

• Build, manage and close direct deals: Generate new direct deals and own the pipeline from end to end, with internal collaboration when needed.

Negotiate small, medium and large deals across the globe with start‑ups and Forbes 500 companies.

Be present, whether on‑site or at events, be proactive at asking for help from the rest of the team, be honest but ambitious, and provide tangible solutions for our potential clients’ real‑world problems.

• Partnership development: Build and work a disciplined book of business through partner channels, including intermediaries, associations, standards and more.

Become a reference, the number one person our partners in the space call when they hear about a new project or a new deal.

Know what is about to happen the market before others do.

Support marketing to increase the reputation and visibility of Cula across sectors and region.

• Measure and share: Master your metrics and pipeline through Attio and report on them.

Contribute to pipeline reviews, forecasting, and go‑to‑market feedback with the broader commercial team.

Feed structured insight from the field back to Product and Leadership.

• Be a team player: Support your teammates, share your learnings and take initiative to improve Cula on a regular basis. Be open‑minded, provide constructive feedback and have fun.

Requirements: You understand sales psychology and how people make decisions.

You have the reflex to adapt your communication and sales style to every culture and situation to optimize results.

What we expect

We hire for drive, not perfect resumes.

You learn fast, solve problems without hand‑holding, and deliver results that show up in the numbers.

You know when to ask for help and how to pick up new skills on the fly.

You've carried targets and have exceeded before.

You know what a healthy pipeline looks like and what a stalling one looks like.

You don't wait to be told what to do next.

You find the leverage and use it.

You're comfortable talking to a plant manager about SCADA systems in the morning and walking a CFO through a business case in the afternoon.

You enjoy that.

This is not an account manager position, you will be a fit if you thrive under pressure, get a high from closing as much MRR as possible and are constantly on the move.

That has to be clear before you apply.

Specifically

• Minimum 3–5 years of B2B sales experience, ideally in Saa S or technical solutions with medium‑to‑long sales cycles with a proven track record of hitting and exceeding your targets.
• Experience in or direct exposure to one or more of: renewable energy, carbon markets, biofuels, environmental commodities, or heavy industrial operations.
• A technical background (engineering, science, or operations) and/or hands‑on familiarity with industrial environments (PLC, SCADA, production workflows, compliance reporting) is strongly preferred.
• Comfortable with up to 60% travel across the world, and willing to be based in or regularly present in Potsdam/Berlin.

You make your schedule, but we expect you to attend at least 1 event or client visit per month on average.

• Fluent and thorough with modern CRM tools (we use Attio) and actively using AI in your day‑to‑day workflow. Bonus points if you are an automation champion.
• Exceptional written and verbal communication with the ability to navigate different personal and business cultures, know when to push and when to refrain.
• Fluent in English (must) and another language (Spanish or Portuguese preferred).

What we offer

• Work alongside one of the most skilled software engineering teams in climate.
• A team that cares deeply about the mission and each other.
• High ownership from day one: you drive outcomes, not just tasks.
• An execution‑focused culture where speed and quality go hand in hand.
• Direct exposure to customers and facilities shaping the future of climate tech.

We hire for talent and drive, not checkboxes. If this role excites you but you don't meet every single requirement, we still want to hear from you.

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