About NatureServe

For 50 years, NatureServe has been the authoritative source for biodiversity data throughout North America. With a Network of over 60 Natural Heritage Programs and Conservation Data Centers across the United States and Canada (“the Network”), NatureServe is the leading source of information on rare and endangered species and the ecosystems on which North American species depend. To protect threatened biodiversity, NatureServe works with over 1,000 conservation scientists to collect, aggregate, and standardize biodiversity statistics, providing comprehensive data to the public for strategic conservation efforts. NatureServe and its network programs develop and manage the most comprehensive data for over 100,000 species and ecosystems, answering fundamental questions about what the critical elements of biodiversity are, where they are found, and how they are doing.

About the role

NatureServe is entering an exciting new chapter that includes building out a dedicated function to professionalize sales, business development, and product strategy across the organization. As the Director of Biodiversity Data Sales, reporting to the Vice President of Strategic Partnerships, you will play a key role in supporting this evolution by heling to expand NatureServe’s data-driven products and contributing to the development of a sustainable earned-revenue model that advances both our mission and our financial future. 

Your first major focus will be serving as the product and sales lead for InSite by NatureServe, a site-based early assessment tool launching in November 2025 that helps corporations and conservation partners assess biodiversity risk and value. You’ll work closely with the Vice President of Strategic Partnerships to define and meet ambitious, but realistic, revenue targets, lead client engagement and sales campaigns, and inform future product design based on market insights. 

This role isn’t just about sales; it’s about building something new. You’ll help establish NatureServe’s first formal sales framework, shaping processes, tools, and strategies that others will follow. You’ll collaborate deeply across the organization to include our Science and Technology Teams to refine product offerings, with Marketing & Communications (MarCom) and Product Leads to ensure effective go-to-market support, and with Philanthropy colleagues to coordinate opportunities that blend earned and contributed revenue. 

As the first professional salesperson on the team, you’ll be a bridge between NatureServe’s scientific expertise and the organizations that depend on our data to make better land-use and sustainability decisions. Initially, you will build on existing NatureServe relationships and leads in the forestry and energy sectors, while also helping to identify areas for growth and strategically expand our reach into one or more new target markets. 

This is a rare opportunity for a seasoned, entrepreneurial sales leader to join a mission-driven nonprofit with an extraordinary scientific foundation and global impact. You’ll thrive here if you’re motivated by the challenge of building a function from the ground up, working collaboratively across disciplines, and translating data into decisions that drive both revenue and real-world conservation outcomes. 

What you'll do

The key responsibilities for the Director of Biodiversity Data Sales position include, but are not limited to: 

1. Sales & Revenue Generation 

• Take ownership of individual revenue goals and client pipeline, focusing on new earned revenue growth. 
• Balance learning and execution. 
• The first year begins with a period of immersion, relationship building, and "learning by doing”, while Year 2+ emphasizes new business generation and market expansion. 
• Lead sales strategy and execution for InSite and future data products. 
• Develop and manage a healthy sales pipeline, cultivating relationships with corporate and Non-Governmental Organization (NGO) partners in sectors such as forestry, energy, and land management. 
• Achieve or exceed annual and quarterly revenue targets (benchmarks to be finalized collaboratively with the VP of Strategic Partnerships and Executive Team). 
• Oversee both new client acquisition and account renewals/expansions, with compensation structure tied to individual or organizational revenue goals once finalized. 

2. Market Intelligence & Product Feedback 

• Serve as the “voice of the customer,” translating client insights into product improvements and new product ideas. 
• Partner with Science, Data and Technology teams to inform future development of NatureServe’s data products and tools. 
• Support pricing and value positioning in collaboration with Finance and Product teams to ensure offerings align with market value and mission sustainability. 

3. Collaboration & Partnership Integration 

• Work closely with MarCom, Programs, and Operations to tailor proposals, modify templates, and ensure smooth client onboarding. 
• Maintain active collaboration with MarCom on go-to-market efforts and brand consistency. 
• Coordinate with Philanthropy to hand off leads that evolve into contributed revenue opportunities, ensuring seamless client experiences across earned and philanthropic revenue streams. 

4. Sales Infrastructure & Team Development 

• Collaborate across internal teams to align data offerings with partner needs and ensure a smooth customer journey from outreach to renewal. 
• Support the VP, Strategic Partnerships in building foundational sales systems, metrics, and reporting tools that can scale across the organization. 
• Contribute to the development of incentive-based compensation models that may be applied to this role and other roles at NatureServe over the next 1-2 years. 
• Lead with transparency and collaboration by coaching peers and fostering a culture of mission-aligned, relationship-based sales. Prepare to learn about NatureServe and biodiversity conservation in return. 

Qualifications

• Bachelor’s degree required; advanced degree preferred. 
• 5+ years of experience in professional sales, business development, or strategic partnerships, preferably within environmental data, or ESG-related industries. 
• Proven record of meeting or exceeding revenue goals and driving organizational growth. 
• Demonstrated success in consultative or mission-driven sales, where long-term relationships are valued over transactional wins. 
• Strong strategic planning, analytical, and relationship-management skills. 
• Proficiency with Salesforce or similar CRM tools; ability to build and manage sales pipelines. 
• Excellent communication, presentation, and negotiation skills. 
• Ability to thrive in a lean, start-up-style nonprofit environment, working cross-functionally with limited administrative support. 
• Ability to say “no” to opportunities that do not align with NatureServe’s mission. 
• Experience in or understanding of forestry, energy, or conservation sectors. 
• Knowledge of pricing and contracting processes for data or technology products. 
• Passion for biodiversity conservation and NatureServe’s mission. 

Physical Demands and Work Environment

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this position. Reasonable accommodations may be made to enable individuals with disabilities to perform the functions. 

• Travel: Position is primarily remote, with occasional travel (approximately 15–20%) for client meetings, conferences, and internal retreats. 
• Physical Requirements: Sitting, standing, typing/computer use, repetitive motion 

Compensation

In year 1, this position includes a base salary plus an uncapped commission structure tied to individual revenue performance. The plan is designed to provide stability during the first year while rewarding growth and higher performance over time. 

Year 1 (Including Ramp-Up Phase) 

• Base Salary: $90,000 – $100,000 
• Commission: 3–5% of new earned revenue (capped at $45,000–$50,000) 
• Purpose: Provides income stability during the initial learning period while creating some incentive for aggressive sales. 

Year 2 and Beyond  

• Depending on performance and demonstrated readiness, candidates may either continue under the Year 1 compensation model or transition to a lower base salary with a higher, uncapped commission structure.