Partnership sales lead

Emmi is one of Australias most important emerging platforms in climate risk and financed-emissions analytics. Built for the institutions that manage the worlds capital emmi translates carbon exposure into financial language giving asset managers super funds banks and asset consultants the tools to understand measure and act on climate risk within their portfolios.

In simple terms:

emmi helps the financial sector see exactly where carbon risk sits in their investments and what it means in dollar terms.

emmis proprietary machine-learning models cover 40000 companies globally and the platform integrates directly into the workflows investors already use including FactSet and Snowflake making adoption seamless.

Why emmi Is Interesting Now

- Climate risk reporting is rapidly moving from voluntary to mandatory across Australian institutional markets

- 40000 companies now covered globally across public and private asset classes

- Partnerships with FactSet and Snowflake embedding emmi into mainstream institutional workflows

- Backed by a strong investor base including Active Super Brighter Super Impact Ventures and Energy Laboratory

- Clients include major super funds (e.g. Spirit Super) proven product-market fit in a rapidly expanding regulatory environment

- Series A company with clear growth trajectory and commercial momentum

This is a business at the intersection of two of the fastest-moving forces in finance: climate regulation and institutional data infrastructure.

The Role

emmi is hiring a Partnership Sales Manager a pivotal role responsible for building and scaling commercial relationships with the institutions that manage Australias capital.

You will:

- Build and develop a pipeline of institutional and channel partnerships

- Identify and close new distribution and integration partners (asset managers super funds consultants platforms)

- Structure commercially creative deals tailored to each partners needs

- Manage relationships through onboarding and activation

- Work directly with emmis leadership team and senior stakeholders on both sides

This is not a transactional role. You will be shaping how emmi reaches and embeds into the institutional market.

What Youre Really Doing

You are not selling software.

You are helping institutions see financial risk they couldnt previously quantify and embedding the tools to act on it.

Each partnership is different. Examples include:

- Platform integrations (e.g. embedding emmi data into a funds existing analytics stack)

- Channel partnerships with asset consultants or wealth platforms

- Distribution agreements with financial data providers

- White-label or co-branded climate risk offerings

The core conversation is:

How does your organisation manage and report on climate risk and what does it cost you not to have a clear answer

Every deal requires commercial intelligence and regulatory context. This is consultative senior selling.

Who Youll Be Selling To

Youll target organisations responsible for managing and advising on institutional capital including:

- Superannuation funds

- Asset managers and fund managers

- Banks and investment banks

- Asset consultants and advisory firms

- Financial data platforms and distributors

- ESG and sustainability teams within large corporates

Stakeholders typically include:

- CIO / Head of Investments

- Head of ESG or Sustainability

- Head of Risk

- Partnerships or Distribution leads

- C-suite (CEO / CFO) in smaller institutions

What Success Looks Like

First 6 Months

- Build a qualified pipeline of 1520 institutional prospects

- Close 23 new partnerships (asset managers super funds or platform integrations)

- Land at least 1 asset consultant or distribution partner to drive downstream reach

- Establish a repeatable outreach and qualification motion

Ongoing

- Drive revenue growth through new partnerships and expanded use cases

- Maintain high partner retention and engagement post-onboarding

- Build a partnerships function that scales beyond you

- Contribute to product and market positioning based on client conversations

Sales Motion

- Outbound-led (LinkedIn direct outreach industry events warm introductions)

- Consultative multi-stakeholder engagement

- 24 solution-led meetings per deal cycle

- Enterprise deals: 36 month cycles

- Platform / consultant partnerships: shorter cycles higher leverage

- Each deal is structured around the partners regulatory reporting and commercial needs

Compensation

- $130K$180K base salary (dependent on experience) exclusive of superannuation

- Annual performance bonus tied to defined targets

- Opportunity to grow with the business as it scales

What Were Looking For

This role suits someone who wants to sit at the intersection of finance climate and commercial partnerships and who thrives in environments where they can build from scratch.

You are likely coming from:

- Partnerships or channel sales roles in financial services or fintech

- Institutional sales (asset management super wealth platforms)

- ESG climate or sustainability data/analytics businesses

- Financial data providers or SaaS platforms serving institutional clients

Must-Have Experience

- 48 years in B2B sales partnerships or business development

- Demonstrated ability to close complex multi-stakeholder deals

- Experience engaging institutional or regulated-industry clients

- Strong outbound pipeline generation capability

- Comfortable selling outcomes and ROI not features

- Experience in startups scale-ups or growth-stage businesses

Nice-to-Have

- Background in ESG climate risk or sustainability

- Familiarity with institutional investment processes and reporting obligations

- Experience with platform or data integrations as a commercial product

- Understanding of TCFD ISSB or other climate disclosure frameworks

- Existing network across asset managers super funds or asset consultants

What This Role Is Not

This is not suited to:

- Candidates reliant on strong brand recognition to open doors

- Transactional or high-volume SMB sales profiles

- Pure account managers with no new business experience

- Those without the patience for complex relationship-driven deal cycles

Why Join emmi

- Build the commercial partnerships function at a mission-driven high-growth company

- Operate in one of the fastest-growing intersections of finance and climate policy

- Work directly with founders and be part of the commercial direction of the business

- Sell something that genuinely matters institutions need this and the regulatory tide is turning

- Competitive base performance upside and real equity in a company on the rise

Final Thought

Climate risk is no longer optional for institutional investors its becoming mandatory. emmi exists to make that transition possible.

This role is best suited to someone who:

- Thinks commercially and communicates complexity simply

- Enjoys working with sophisticated senior clients

- Wants to build something meaningful from the ground up

- Is energised by the intersection of finance data and climate

- Wants to sell a product thats genuinely differentiated and genuinely needed