GTM @ Positive Carbon

1/3 of all food we make ends up in the bin, leading to 10% of greenhouse gas emissions. 5 times more than the entire aviation industry. At Positive Carbon, we are tackling this problem at its source.

We have developed an AI-powered sensor that sits next to commercial kitchen bins, automatically tracks everything that gets thrown away, and informs our clients how to buy less food that goes in the bin. Our customers are cutting food waste by up to 75% and saving tens of thousands a year. We're already working with Aramark, Levy, BaxterStorey, and others. Now we need someone to help build the growth engine.

This is a full-stack GTM hire at an early-stage company. You'll own a pipeline from first touch to closed deals across the food service industry. Hotels, QSRs, catering companies, healthcare, education, stadiums. One day you're writing outbound sequences to head chefs and sustainability leads. The next you're demoing the Scrappy sensor on a call with a contract caterer running 50 sites. The day after that you're using first-site data to build the business case for a company-wide rollout.

There's no playbook. You're writing it.

• Own the land-and-expand motion. Get the first sensor into a single site, then use the waste data and savings to build the case for multi-site rollout. Most of our revenue growth comes from expansion. This is as important as new logo acquisitions
• Work with the team to sharpen ICP, test new verticals and channels, and nail positioning for different buyer personas (the chef cares about cost, the sustainability lead cares about Scope 3, the CFO cares about both)
• Build outbound pipeline from scratch. Source leads, write cold email and LinkedIn sequences, test messaging, iterate constantly
• Take meetings with prospects. Qualify, demo, handle objections, close. Or figure out who should
• Set up and maintain CRM, automation, and tooling so a small team can cover a big market
• Represent Positive Carbon at industry events, trade shows, and in hospitality communities
• Track pipeline metrics obsessively. Know what's working before anyone asks

• You've been in early-stage environments before. As a founder, first GTM hire, or someone who built a growth function from nothing.
• Comfortable with ambiguity. You make decisions with imperfect information, move fast, and adjust.
• Happy to do your own BDR work. No task is beneath you
• Technically fluent enough to set up your own tooling. CRM, email automation, enrichment, analytics
• Strong communicator. Your emails get opened, your follow-ups get replies, and you can hold a room on a demo call.
• Nice to Have: Experience selling into hospitality, food service, or facilities management is a strong plus. So is any background in sustainability or food waste.