Overview · Position title: Client Engagement Lead · Location: Calgary, AB or Remote · Salary range: Competitive salary plus benefits, incentives, and stock options · Position type: Full-time & permanent · Schedule: Flexible, with expected availability during regular office hours unless calendar blocked off · Reports to: CEO To apply and see other opportunities at Highwood please copy and paste this link into your browser to visit our careers page - https://highwoodemissions.com/about-highwood/#careers. About Highwood Highwood Emissions Management is the oil and gas industry’s independent partner on methane. Our customers include O&G companies representing 10% of global production, governments, industry and trade associations, environmental NGOs, and academic institutions. We are building the trust infrastructure for progress on methane by convening a team of world-class experts, listening closely to our customers, and growing the world’s most widely used software platform for methane reporting and analytics. We are small, agile, and brimming with innovation. Joining Highwood means working alongside the brightest and most ambitious people in methane. These new colleagues will hold you to a high standard. We value mission, curiosity, ownership, hard work, and health. We are solving novel problems at a brisk pace, and it’s not for everyone. Highwood is a strong fit for those hungry for professional growth, making an impact, and owning equity in our success. Highwood Emissions Management (Highwood) is an equal opportunity employer. We welcome all applicants regardless of race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status. Your Mission The commercial owner of Highwood’s existing accounts, you turn the value we deliver into the next project, the next product, and the next partnership. You build and maintain multi-threaded relationships across sustainability, operations, legal, procurement, and executives, and you partner with our consultants who create technical trust and identify needs while you convert those needs into budget, roadmap, renewal, expansion, and partnership structure. What you’ll do (high-level): · Account planning & expansion: Build and maintain a written account plan for each account (stakeholder map, value delivered, expansion hypotheses, budget triggers, and 12-month roadmap); support business review in collaboration with consulting; translate delivered value into deeper relationships and new areas of business and leadership; create and qualify expansion opportunities; coordinate Highwood executive sponsorship and reactivation moments. · Commercial process & procurement: Own the commercial process from opportunity through contract, including scoping support, proposal, pricing, redlines, MSA, SOW, security review, and renewals; navigate complex B2B procurement organizations and keep deals moving; coordinate Highwood’s response across Consulting, Product, and Legal. · Relationship management: Maintain multi-threaded relationships across each account and know the buyers, users, champions, and detractors by name; track champion strength and identify single-thread risk early; consistently develop new relationships in existing accounts and show them value; activate Highwood executive sponsors at the right moments. · Margin & scope discipline: Work with delivery leads to avoid overservicing; quantify value delivered to the customer in dollars, time, or risk reduction; push back on unfunded scope creep and ensure scope changes are documented and priced. · CRM, forecasting & reporting: Maintain account, contact, and opportunity data in HubSpot; provide accurate forecasts on owned accounts; contribute to weekly pipeline reviews and QBR materials. About You Background & experience · 5+ years in B2B account management, customer success, or commercial roles (ideally software or services in a complex enterprise context). · Experience with complex procurement, MSAs, security reviews, and renewals. · Demonstrated ability to expand accounts and quantify value to executive buyers. · Enough technical fluency to be credible in the oil and gas industry and emissions topics. · Strong CRM and account-plan discipline (HubSpot or equivalent). · Discipline to say “no” to unfunded scope creep while keeping the customer relationship warm. Skills & traits · Expansion & value quantification (identifies budget triggers and converts delivered value into the next engagement; comfortable building business cases with the customer, not just for them). · Stakeholder management (multi-threads accounts across sustainability, operations, legal, procurement, and executives; reads the room and adjusts style across boardroom, asset team, and procurement). · Commercial process & procurement (owns proposal, contract, and renewal motions end-to-end without losing momentum; calm in the face of procurement, legal, and security reviews). · Communication (clear, concise, and professional in writing and on calls; a strong listener who surfaces and articulates customer problems crisply to internal teams). · Technical fluency (enough domain understanding to be credible in methane conversations and to challenge scope; knows when to bring in the SMEs for technical depth). · Highwood process (disciplined in HubSpot, account planning, and Highwood’s SOPs; solid working understanding of Highwood’s offerings, and customer success motion). · Cross-functional collaboration (partners with peers across Consulting, Product, Marketing, and Legal; owns workstreams and surfaces patterns to leadership). Benefits At Highwood, we are committed to the health of our employees and their families: · Our Canadian health and dental benefits package includes - coverage for dental visits, prescription drugs, vision, massage, physiotherapy, and psychotherapy - we pay the premiums, and the package includes your partner and dependents. · We offer $5,000/year to help cover non-essential educational pursuits of your choice. · For our Canadian employees, we provide RRSP matching after one year. · We have an Employee Stock Ownership Plan (ESOP). · We offer similar benefits to our employees outside of Canada. Highwood’s promise to staff and contractors is to: · Treat you with respect, fairness, and honesty. · Give you a voice. We will encourage you to question the way we do things, and empower you to speak your mind. · Understand your goals, insomuch as you are willing to share, and work to help you achieve them. · Support your growth, promote you, and provide opportunities to expand your network and foster your professional identity. · Appreciate, recognize, and reward your contributions and wins. · Make time to have fun and celebrate success. · Foster an environment that encourages you to share your concerns, no matter how small they might seem. Your promise to Highwood is to: · Treat others with respect, value their contributions, and lift them up, even when they fail. You never know how others might be struggling. · Be patient with yourself. We work on unsolved challenges. We expect mistakes and see them as learning opportunities. · Strive to continually learn and grow professionally and personally, regardless of where you started and where you might end up. · Embrace innovation and change – there is no destination. · Do your best – only you know what that means. Set boundaries and respect them. Take a break when you need it. APPLY NOW To apply and see other opportunities at Highwood please copy and paste this link into your browser to visit our careers page - https://highwoodemissions.com/about-highwood/#careers. Only applicants selected for an interview will be contacted. Thank you for your interest.