Head of Sales Development

ey Responsibilities

Strategic Commercial Execution

• Lead offtake strategy for demonstration plant (300 tons/year) and FOAK plant (50,000 tons/year)

• Structure innovative deal terms: milestone-based prepayments, warrant packages, volume commitments tied to plant development phases

• Design tiered pricing strategies for demo output (e.g., declining price structures from €50/kg → market rates as volume scales)

C-Suite Relationship Management

• Elevate partner discussions beyond procurement to executive decision-makers (CEOs, Chief Sustainability Officers, Chief Supply Chain Officers)

• Orchestrate site visits and technical deep-dives to build confidence in technology and team

• Navigate complex stakeholder environments across sustainability, procurement, R&D, and executive teams

Market Development & Lead Generation

• Generate new qualified leads across target segments: textiles, packaging, automotive, and chemical industry partners

• Expand customer base across textiles (fashion, sportswear, home textiles) and packaging (food & beverage, beauty, consumer goods)

• Target industrial customers with stronger track records on offtake commitments (Walmart, Amazon, Microsoft) vs. traditional fashion brands

• Identify and engage strategic partners for co-development, joint ventures, or equity participation

• Build relationships with scale-up specialists of the chemical indsutry (Johnson Matthey, Honeywell, Eastman…) for potential partnership models

• Develop and execute outbound strategies to build pipeline beyond inbound and warm introductions

Deal Structuring & Negotiation

• Design creative commercial structures that share risk between Fairbrics and customers

• Negotiate complex terms: prepayments, volume commitments, pricing mechanisms (indexed to fossil prices, carbon credits), quality specifications, delivery timelines

• Balance demo plant economics (non-commercial pricing) with FOAK value proposition (cost parity)

• Work with finance/legal to structure warrant packages and customer equity participation where appropriate

Cross-Functional Leadership

• Collaborate with CTO and technical team to translate customer requirements into product specifications and testing protocols

• Work with CEO on fundraising narrative: commercial traction is key to Series A success

• Build sales infrastructure: CRM, pipeline management, sample fulfilment processes, customer onboarding

Ideal Candidate Profile

Essential Experience

• 10+ years in B2B industrial sales or business development, with at least 5 years selling capital-intensive solutions, chemicals, materials, or industrial technology

• Proven track record closing complex, multi-million Euro deals with Fortune 500 or equivalent global industrial customers

• Direct experience with offtake agreements, long-term supply contracts, or project finance in chemicals, materials, energy, or cleantech sectors

• C-suite selling experience: comfortable presenting to and negotiating with CEOs, CFOs, and Board-level decision-makers

Highly Valuable Background

• Chemical or materials industry experience: polyester/PET, polymers, specialty chemicals, or industrial feedstocks (MEG, TPA, CO₂ utilization)

• Cleantech or sustainability sales: experience selling \"first-of-a-kind\" technologies where customer education and risk mitigation are critical

• Dual-market exposure: both textiles (apparel brands, textile mills, converters), packaging (CPG brands, converters) and chemical industries

• Market expertise with strong networks in Europe and/or Asia (Taiwan, China, Vietnam) where polymerization and yarn spinning partners are concentrated

• Scale-up or commercialization experience: taking technologies from pilot → demo → commercial scale; understands TRL progression and customer adoption curves

• Strategic partnerships or joint ventures: experience structuring co-development deals, TopCo/ProjectCo models, or customer equity participation

Skills & Capabilities

• Technical fluency: ability to understand and articulate complex technical value propositions; comfortable discussing electrochemistry, polymerization, lifecycle assessments, techno-economic analyses

• Commercial creativity: skilled at designing innovative deal structures that create win-wins in challenging circumstances

• Executive presence: confident, articulate, credible at C-suite level; can represent the company to investors and board members

• Consultative selling approach: focused on understanding customer needs and co-creating solutions, not transactional selling

• Resilience and persistence: comfortable with long sales cycles months), complex stakeholder management, and delayed gratification

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• Entrepreneurial mindset: thrives in ambiguity, willing to build processes from scratch, comfortable with \"zero to one\" challenges