Upstream Tech

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Business Development Manager, Lens

  • Sales & Marketing
  • Full-time
  • US
  • Remote


Upstream Tech builds software for making decisions about the planet. We are looking for a talented team member to expand the reach and impact of Lens, a remote monitoring platform used by hundreds of organizations to oversee and analyze projects on 70+ million acres around the world. Our customers include The Nature Conservancy, the US Forest Service, and many more. 

We are seeking a sales team member to help us grow into new markets and expand our footprint in existing markets (such as conservation, forestry/forest carbon, and government). This team member will also help scope and execute our go-to-market strategy to reach new types of customers, including assessing product market fit, determining our positioning, engaging with the product team, and setting us up for high-volume sales over time. 

The right candidate is driven by our mission, has sales experience, has an understanding of environmental and/or geospatial issues, and demonstrates excellent independent work ethic and a desire to work closely with a driven, remote team. We expect this to be a Manager or Senior Manager-level position. This person will report to the Lens Director of Growth & Partnerships.



  • Lead sales opportunities and relationship development with customers in existing and new markets, to ensure our team meets or exceeds our annual and quarterly sales targets

  • Build strong customer relationships to support retention and expansion in larger enterprise deals

  • Coordinate with our marketing team to set marketing and content development strategy in order to support outbound sales processes and increase quality inbound leads

  • Together with the Director of Sales, plan and lead execution of go-to-market strategy in new markets or with new product offerings

  • Engage with customers in new markets and track industry trends; and provide regular feedback and input to both the product and commercial teams to inform product development and financial forecasts

  • Some travel to conferences and sales meetings. Most presentations will be remote video presentations and phone meetings.

Preferred Qualifications

  • Undergraduate degree in a relevant field (e.g., business, environmental management, data science, engineering, energy); master’s degree preferred

  • 3-7 years experience, ideally in sales or an external-facing role

  • Industry knowledge, connections and experience in geospatial and/or environmental issues

  • Experience with and comfort working with technology applications

  • Located in the United States 

You’d be a good fit if

  • You want to work at a growing, impact-focused company. We measure our success with a triple bottom line and put our principles before profits.

  • You're pragmatic and want to get things done without sacrificing quality.

  • You're humble, empathetic, and understand that giving and receiving honest direct feedback helps everyone to grow.

  • You’re a great communicator, and can stay organized and manage your own time.

  • You’re excited to work in a remote-first environment.

If you’re passionate about climate and environmental issues, we encourage you to apply if you don’t meet every qualification.

Compensation & Benefits

Starting pay for the successful applicant will depend on a variety of job-related factors, which may include job-related knowledge, skills, and experience, market location, business needs, other compensation components, and/or market demands. This range may be modified in the future. The starting base salary range for this role is expected to be in the range of $75,000 - $100,000.

In addition to competitive salaries, we offer equity to new employees and incentive compensation  based on team and commercial performance. 

We are proud to offer great benefits like 4 weeks of paid vacation and trans-inclusive health insurance plans (along with dental, vision and life insurance). We want our team to live full lives outside of work.


Remote. We conduct business using technologies like Slack and video conferencing. We do an annual in-person trip to work, bond, and celebrate our successes.

Travel. We are looking for someone with flexibility to travel for meetings and conferences on an as-needed basis.

US work authorization is required.

How to Apply

If interested, please provide your resume detailing your experience as well as a cover letter at Applications will be reviewed on a rolling basis.

Upstream Tech is committed to building, supporting, and growing a diverse team. We have a standardized interview process designed to reduce individual bias, and have structured pay scales to prevent inequity. We don’t discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.

Remote restrictions

  • Workday must overlap by at least 5 hours with Denver, CO, USA
  • Must be a resident of United States