Associate, Business Development (Calgary)

About ClearBlue

ClearBlue Markets is a global leader in carbon markets, helping clients navigate carbon pricing and offset strategies to drive real climate impact. With offices in Toronto, Calgary, Amsterdam, and Colombia, our team blends deep policy expertise, trading experience, and technology to support organizations across compliance and voluntary markets. Recognized as Best Advisory by Environmental Finance multiple years in a row, we’re a mission-driven company building a collaborative, fast-growing, and people-first culture that balances performance with purpose. You’ll be joining a company in rapid growth mode. That means cross-functional collaboration, curiosity, ownership and care are just as important as technical skill. We value transparency, a first-principles approach, and impact. We’re ecstatic to welcome teammates who want to grow with us. Application window will close on November 25th 2026.

Job Overview

We are seeking a high-energy, intellectually curious Business Development Associate with a genuine hunter’s instinct to support our Business Development Lead of North America. In this role, you will be the engine behind our sales efforts across ClearBlue’s full suite of carbon compliance services. You are someone who is energized — not deterred — by picking up the phone, starting conversations with people who don’t yet know us, and turning a cold prospect into an engaged client.

This is a foundational role for a strategic thinker who is keen to build sales experience in a growth-stage company. You will hit the ground running with prospecting, cold outreach, and CRM management to drive our daily sales efforts. Just as importantly, you’ll learn our clients’ businesses well enough to pinpoint exactly where ClearBlue’s carbon compliance services create value for them — and articulate that value convincingly, whether across a boardroom table or over a video call. You will work side-by-side with the Business Development Lead to iterate on what works, evaluate new opportunities, and help build the scalable framework that defines how we grow our presence in North America.

This role is focused on the front end of the sales cycle including prospecting, engaging, and qualifying opportunities. That said, it is a launchpad with a clear path to progress into owning the full sales cycle from discovery to close, and to grow with the company as it scales.

The role requires you to work 4 days in our downtown Calgary office (The Ampersand, East Tower, 112 4 Ave SW 5th Floor, Calgary, AB T2P 0H3), with periodic travel for in-person client meetings and industry events.

Key Responsibilities

• Cold Calling & Proactive Prospecting: Own the top of the funnel by picking up the phone daily. Comfortably and confidently initiate cold calls and cold outreach to decision-makers who don’t yet know ClearBlue, handle objections in real time, and stay resilient and persistent through a high-volume activity cadence.
• Lead Generation: Identify and qualify new opportunities within regulated emitters, financial institutions, and the clean-tech sector by researching and pinpointing the right decision-makers to build our North American pipeline.
• Consultative Discovery & Value Identification: Take the time to understand each prospect’s business, exposures, and challenges, and pinpoint exactly where ClearBlue’s carbon compliance services can solve a real problem for them. Translate that insight into a clear, tailored value proposition rather than a generic pitch.
• Client Engagement — In Person & Virtual: Build and maintain strong relationships with prospects, partners, and early customers through meaningful sales conversations. You’re equally effective and personable representing ClearBlue face-to-face — at meetings, conferences, and industry events — as you are over the phone, on video, and by email.
• Meeting Preparation & Materials: Prepare the materials from internal briefing documents that get everyone aligned ahead of a meeting to polished client-facing presentations that clearly convey ClearBlue’s value.
• Outbound Outreach: Structure outreach plans, manage multi-touch email campaigns, and report on key engagement metrics to provide the data-driven insights needed to inform our scaling strategy and impact.
• CRM Management: Work within our CRM, HubSpot, to ensure all prospect data and interactions are tracked, maintaining the high-quality data integrity necessary for cross-functional alignment and reporting across the company.

Skills & Qualifications

• Outbound Sales & Outreach: Proven track record in “hunter” roles, ideally quota-carrying. You have experience building pipelines from scratch through cold calling, cold emailing, and persistent, multi-touch prospecting to reach decision-makers, and you can point to results (quota attainment, meetings booked, pipeline generated).
• Consultative Selling: Ability to diagnose a prospect’s needs through thoughtful questioning and connect our solution to their specific pain points. You sell by understanding the client’s world, not by reciting features.
• Cold Calling Confidence: You are genuinely comfortable — even energized — picking up the phone to call prospects cold. You see rejection as part of the game, not a reason to slow down, and you have a track record of generating meetings and pipeline through outbound calling.
• Client-Facing Presence (In-Person and/or Virtual): 0-3 years in a professional, client-facing role. You are confident and personable managing external relationships and representing the company to corporate stakeholders — comfortable engaging senior, sophisticated decision-makers in-person and/or virtually.
• Critical Thinking: Ability to “figure it out” in a growth-stage environment — identifying gaps in processes and suggesting solutions rather than just following instructions. Bonus points if you’ve built outreach frameworks or prospecting cadences from scratch.
• Communication: Exceptional written and verbal skills; you can articulate complex value propositions clearly and persuasively across any format — call, video, email, or in-person.
• Technical Proficiency: Able to use a variety of tools (HubSpot, GSuite, ZoomInfo, etc).

Application & Selection Process

• 20-Minute Phone Interview: A 20-minute phone call interview with the Business Development Lead to discuss your background, motivation, and fit for the role.
• Final Panel Interview: A 40-minute session with the Business Development Lead and the Chief Operating Officer. You’ll receive a short case in advance to prepare, then present it in the first 20 minutes. The remaining 20 minutes are an interview discussion focused on fit and behavioural questions, exploring how you think, how you engage with clients, and how you approach growth-stage challenges.
• References Check

Why join ClearBlue Markets?

• Opportunity to influence strategy and growth in a key region.
• Work with global experts in carbon markets and climate policy.
• Exposure to a diverse set of industries undergoing rapid transition.
• A mission-driven environment focused on real-world climate impact.
• Room to stretch your skills, take ownership, and grow as the company scales.