Director, Business Development, Global, Corsia & Long Term Offtake agreements

South Pole is an energetic, global company offering comprehensive sustainability solutions and services. With offices spanning all continents across the globe, we strive to create a sustainable society and economy that positively impacts our climate, ecosystems and developing communities. With our solutions, we inspire and enable our customers to create value from sustainability-related activities.

Our team works hand in hand with our clients to help them identify the right products and solutions to address their sustainability challenges. Whether they are corporate clients or public institutions, whether they are looking to offset their carbon emissions or to engage in a comprehensive sustainability journey, we have a solution that will generate a lasting impact and take them a step further in their social ambitions. If you are a smart, ambitious and dynamic sustainability professional with a strong passion to make a real difference in the fight against climate change, the below position may be right for you!

This role owns and drives the global commercial success of South Pole’s Certificates business, with a primary focus on CORSIA and Long-Term Offtake Agreements (LTOAs).

The Director is accountable for originating, structuring, and closing high-value deals, building a strong global pipeline, and converting market opportunities into revenue at pace. This role sits at the center of South Pole’s most strategic carbon market opportunity and is expected to win flagship clients, shape demand, and scale revenue globally.

Operating across a matrix organization, the Director leads the global commercial agenda for CORSIA—setting the pace for regions, unlocking complex deals, and ensuring disciplined execution from pipeline to close. The role combines direct business development, strategic client ownership, and market leadership, positioning South Pole as the partner of choice for leading airlines and corporate buyers.

Main responsibilities:

Own and deliver CORSIA Revenue across the regions:

• Carry full accountability for global CORSIA revenue and market share

• Build and drive an aggressive, high-quality global pipeline with strong conversion discipline

• Personally originate and close complex, high-value deals with top-tier airlines and buyers

• Lead and secure flagship transactions that define market position

• Enforce strict margin discipline and commercial rigor

• Own and expand relationships with top-tier global clients, oversees the relationships with the regional clients (airlines) with direct responsibility for revenue generation across the product line.

• Position South Pole as the preferred partner for carbon procurement through compelling, differentiated propositions

• Convert strategic relationships into repeatable and scalable revenue streams

• A supportive role is expected for Long Term Offtake Agreements

• Actively shape demand, influence buyers, and capture early-stage opportunities ahead of competitors

• Represent South Pole in high-impact client and industry forums, directly generating commercial opportunities

• Ensure clear, differentiated, and commercially compelling messaging

• Own full visibility and control of the global pipeline and deal flow

• Relentlessly drive deal progression, removing blockers and accelerating closure

• Identify and pursue cross-regional and global deal opportunities

• Increase pipeline quality, prioritization, and conversion rates

Team leadership

• Directly manages the team of 1

• Indirectly managing the team of the regional sales representatives involved in Corsia related commercial activities

• Build a high-performance, commercially driven culture

Key outcomes:

• Revenue from CORSIA and LTOA offerings- Global

• Revenue from top-tier CORSIA and LTOA clients- Personal

• Global CORSIA pipeline strength, quality, and conversion rates

• Margin discipline and deal quality

• Strategic deal support and closure success

• Adoption and scaling of LTOA solutions across regions

• Commercial consistency and execution quality

Requirements:

• 10–15 years of experience in commercial, business development, or sales leadership roles

• Proven experience in complex, multi-stakeholder deal environments

• Demonstrated ability to drive revenue growth and pipeline development in global, matrixed organisations

• Strong understanding of carbon markets, climate solutions, or adjacent sectors

• Experience working across regions and functions, influencing without direct authority

• Strong commercial judgement, negotiation, and stakeholder management skills

• Ability to operate at both strategic and execution levels

• Experience with compliance markets (e.g. CORSIA, Article 6) and long-term contracting structures

• Familiarity with aviation sector dynamics and/or carbon procurement strategies

• Experience enabling and scaling commercial capabilities across distributed teams

• Excellent leadership and team management abilities, with a focus on mentoring and developing sales talent. Able to ensure excellence in delivery, through people

• Strong relationship-building skills, with the ability to engage and influence key clients and stakeholders. Excellent negotiation skills

• Data-driven mindset, with the ability to analyze market trends and sales performance metrics.

• Excellent communication and presentation skills, with the ability to represent the company at industry events and meetings.

• Comfortable working in a lean organization and rolling up their sleeves to get the job done

• Global mindset and experience working in diverse cultural environments