Biochar Market Development Manager

About Charm

Our mission is to return the atmosphere to 280 ppm CO₂. We convert excess inedible biomass into carbon-rich bio-oil and inject it into underground storage for permanent carbon removal. At scale, we can use bio-oil to make fossil-free iron.

Our carbon removal efforts began in 2020 with initial purchases from customers like Stripe, Shopify, and Microsoft. Since then, we’ve scaled to thousands of tons of carbon removal, grown to over a hundred employees, and established three locations in San Francisco, Colorado, and Louisiana.

We're expanding our team of ambitious, creative, and hands-on problem solvers. We value psychological safety, collaboration, and continuous learning. We take calculated risks and treat mistakes as opportunities to improve. If you're excited about tackling big challenges, we encourage you to explore our company values.

Come help us reverse climate change. Gigatons or bust!

About the Role

Alongside bio-oil, our pyrolyzers produce biochar. Applied to farmland with the right evidence, that char is a carbon removal product in its own right. It generates verified biochar credits, and early trials show promising results on soil moisture and nutrients. Every tonne that reaches a field with proper documentation is carbon removal revenue delivered.

As Biochar Market Development Manager, you'll be Charm's biochar seller on the ground in Colorado, and the first dedicated owner of moving char. This role is onsite in Fort Lupton, with regular travel around Colorado, as well as Kansas, Texas, and Louisiana, where Charm operates. You'll build a book of growers, ranchers, co-ops, composters, soil blenders, and other large agriculturally adjacent offtakes. You'll get char applied and documented to carbon-registry standards, and help farmers tap USDA cost-share programs that pay for application. You'll service live offtakes with regular farmer touchpoints and collaborate on field trials with customers and Charm's Materials Science & Engineering team that turn early customers into references. You'll translate our char specs for buyers and bring their needs back to our materials team; you explain the science, you don't have to lead it.

This role reports to Harris Cohn, Chief Revenue Officer.

Own char offtake: place 100% of available Fort Lupton biochar into applications on schedule, and build forward demand that stays ahead of our production ramp

Generate demand across our primary channels: growers and ranchers, co-ops, NRCS-funded projects, anaerobic digestion facilities, compost and soil-amendment blenders, and small-volume specialty buyers

Plan and source biochar offtakes in new Charm geographies in collaboration with the Charm Development team.

Service live offtakes on a steady cadence : regular buyer touchpoints from signed agreement through application and results

Ensure every tonne converts to verified carbon removal: purchase agreements, application affidavits, and evidence collection meeting carbon-registry requirements (Isometric Biochar Storage in Soil Environments). A tonne delivered without documentation is a tonne we can't credit

Help buyers fund adoption: guide farmers through NRCS EQIP cost-share (practice codes 336/590) and state or water-district grant programs, and coordinate with Technical Service Providers and county extension

Translate char specs for customers using our product data sheets and field guides, and carry customer needs back to the materials science team

Be the voice of our Biochar customers

Coordinate farmer-led field trials and demonstrations, show up at application, work with Charm Materials Science and Engineering to capture agronomic results (soil moisture, yield, soil carbon)

Convert early adopters into references and repeat buyers

Educate buyers on safe handling (moisture management, dust control, etc.), and work with plant operations on delivery scheduling and load logistics

Feed pricing, demand, channel, and objection data back to the biochar, sales, and MRV teams, and document the regional playbook so we can hire the next reps from it

2–5 years of field or territory sales experience, ideally selling to farmers, ranchers, or agricultural businesses (inputs, amendments, equipment, feed, or services)

Credibility with ag buyers: you're comfortable on a farm, at a co-op counter, and at a county extension meeting

Discipline with CRM, documentation, and follow-through: application evidence and affidavits are part of every sale here, not an afterthought

Ability to explain a technical product simply and honestly, and judgment about when to pull in your technical team

Commercial judgment: you can work a flexible price toward a goal without giving the market away

Ability to prioritize responsibilities and comfort with multi-tasking in a fast-paced, ever-changing, ambiguous environment

Valid driver's license and expectation of 50% travel

Working knowledge of NRCS/EQIP cost-share programs, conservation practice standards, or experience as/with a Technical Service Provider

Agronomy background or hands-on farming/ranching experience

Experience selling soil amendments, compost, fertilizer, or other bulk agricultural products.

Familiarity with carbon markets, MRV, or sustainability reporting

Experience with bulk material logistics (trucking, spreading, storage) or handling of combustible bulk materials

Spanish proficiency

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