Business Development and Sales Lead

Business Development and Sales Lead

Toolkit B2B Environmental Compliance Software

Phoenix, Arizona | In office | Full-time

Compensation: $90,000–$110,000 base salary plus commission, with target total annual earnings of $175,000–$200,000 upon achieving sales goals.

Travel: Approximately 6–8 conference trips per year

Toolkit is looking for an energetic, resourceful salesperson who knows how to create opportunities and close business. You have results you can point to, enjoy meeting new people, and want the opportunity to help a startup grow. You are comfortable setting your own priorities and turning a promising conversation into a signed agreement.

About Toolkit

Toolkit helps industrial companies manage environmental compliance across their facilities. Developed by environmental attorneys and a professional engineer, our software connects regulatory determinations, permit obligations, compliance tasks, calculations, and reporting. Our team helps customers implement the tools and put them to work, reducing repetitive work and giving environmental teams better visibility across their operations.

Your role

You will own day-to-day business development and sales as an individual contributor, working closely with Toolkit’s founders and technical team. Winning new customers is your primary responsibility. You will also help sharpen our marketing message and decide where to focus our outreach.

You will have access to the people who built the software and understand our customers’ challenges. We need someone who uses that knowledge to work independently, build a repeatable sales approach, and move opportunities forward with limited day-to-day direction.

What you will do

· Generate new business through targeted outreach, referrals, industry relationships, and conferences. Work Toolkit’s existing prospect list while independently identifying new accounts, reaching decision-makers, and building your own pipeline.

· Own the sales process from first contact through signed agreement, including discovery, demonstrations, proposals, negotiation, and persistent follow-through. Bring in Toolkit’s technical team when their expertise will help advance a sale.

· Travel to approximately 6-10 conferences annually. Arrange meetings in advance, start conversations with prospective customers, and turn event contacts into qualified opportunities and sales.

· Build and manage your pipeline in a CRM, maintain clear next steps, and provide realistic sales forecasts. Take responsibility for agreed revenue goals.

· Think strategically about target industries, customer needs, and how Toolkit earns attention. Test creative outreach approaches and use results to improve them.

· Help refine Toolkit’s positioning and sales materials, and support targeted campaigns, website messaging, and conference communications. Share customer feedback that can inform product development.

What you bring

· A demonstrated record of personally closing complex B2B sales, with strong lead-generation skills. You can explain your results, the opportunities you generated yourself, and your role in getting agreements signed.

· The initiative and judgment to run your own work in a startup. You can prioritize, solve problems, and keep sales moving with limited guidance.

· A confident, engaging presence, strong listening skills, and the ability to earn trust with technical professionals and business leaders.

· Strategic thinking, creativity, and disciplined follow-through. You enjoy finding an effective way into an account and staying with a sale through a longer decision process.

· Curiosity and the ability to learn technical software, understand a customer’s operations, and explain the business value clearly.

· Availability to work from our Phoenix office and travel for the conference schedule.

Prior B2B software sales experience is strongly preferred. Experience with marketing, an early-stage company, environmental compliance, EHS, or industrial customers is also valuable.

Why join Toolkit

Help build a business, not just sell a product. You will work directly with Toolkit’s founders, shape how we reach customers, and see your wins drive our growth. This is an opportunity to take real ownership, make your mark on a growing company, and grow with it with a pathway to employee equity.

Toolkit backs that opportunity with a full benefits package, including health insurance, a 401(k), profit sharing, and paid time off. Benefits are subject to applicable plan eligibility requirements.

Location and schedule

This is a full-time position based in our Phoenix office. Working together in person is important to learning our tools, understanding customer needs, and collaborating with the team. We will consider other work arrangements such as ½ time or ¾ time for the right candidate, with compensation, goals, and scope adjusted accordingly. Conference travel remains an important part of the role.

How to apply

Send your resume and a brief note to View email address on click.appcast.io. Include one or two examples of B2B sales you personally sourced and closed, your role in winning them, and the results. Anonymized examples are welcome. Please also confirm your availability to work in Phoenix and travel, and note if you are seeking an arrangement other than full-time.