Application Guide

How to Apply for Enterprise Account Executive, APAC - Sydney

at Patch

🏢 About Patch

Patch is a leading carbon credit platform that combines technology with deep carbon market expertise, enabling companies to build and execute effective climate strategies. Working here means being at the intersection of climate impact and high-growth tech, with a mission-driven team that values innovation and market leadership.

About This Role

This role is pivotal for expanding Patch's presence in APAC, focusing on closing large, complex deals with Japanese trading houses and multinational enterprises. You'll be building a territory from scratch, shaping the go-to-market strategy, and directly contributing to global climate action by connecting companies with high-quality carbon credits.

💡 A Day in the Life

A typical day might start with a morning call to a Japanese trading house executive, followed by internal syncs with the Supply team to discuss credit availability. Afternoon could involve crafting a tailored proposal for a multinational client or preparing for a regional climate event where you'll network and gather market intelligence.

🚀 Application Tools

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Interview Prep

Practice questions for this role

🎯 Who Patch Is Looking For

  • Has 5-10+ years of enterprise B2B sales experience with a track record of exceeding 100% quota in a closing role, ideally in climate tech or environmental markets.
  • Possesses direct experience selling to Japanese trading houses (sōgō shōsha), understanding their decision-making processes, relationship dynamics, and long sales cycles.
  • Brings deep domain knowledge of carbon markets (voluntary and compliance), including familiarity with carbon credits, offsets, and corporate climate claims.
  • Demonstrates a builder mindset, comfortable with ambiguity and capable of creating a sales process from scratch in a new or emerging category.

📝 Tips for Applying to Patch

1

Highlight specific deals closed with Japanese trading houses, including deal size, stakeholders involved, and how you navigated cultural nuances.

2

Showcase your carbon market expertise by mentioning relevant frameworks (e.g., Verra, Gold Standard) or experience with corporate net-zero commitments.

3

Quantify your 0-to-1 sales achievements, such as building a pipeline from zero to $X in revenue in a new region or product line.

4

Tailor your resume to emphasize full-cycle sales ownership (prospecting to close) and collaboration with cross-functional teams like product or marketing.

5

Include a brief note in your cover letter explaining why you're passionate about climate tech and how your skills align with Patch's mission.

✉️ What to Emphasize in Your Cover Letter

['Emphasize your proven ability to close deals with Japanese trading houses and navigate complex multi-stakeholder sales.', 'Demonstrate your understanding of the voluntary carbon market and how you can help Patch become a trusted partner in APAC.', 'Highlight your experience building a territory from scratch, including specific metrics and outcomes.', "Express enthusiasm for Patch's technology-driven approach and your desire to contribute to scaling climate solutions in the region."]

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🔍 Research Before Applying

To stand out, make sure you've researched:

  • → Study Patch's current carbon credit portfolio and understand their supply partners and credit types (e.g., nature-based, technology-based).
  • → Review recent news about Japan's carbon market policies, including the J-Credit scheme and GX League, to understand the regulatory landscape.
  • → Familiarize yourself with Patch's competitors in APAC (e.g., South Pole, Climeworks) and their market positioning.
  • → Read about the sōgō shōsha structure and their role in Japan's sustainability initiatives, such as Mitsubishi Corporation's net-zero plans.

💬 Prepare for These Interview Topics

Based on this role, you may be asked about:

1 Walk me through a complex deal with a Japanese trading house: how did you manage relationships and overcome cultural barriers?
2 How do you stay updated on carbon market regulations and trends? Give an example of how you used market intelligence to close a deal.
3 Describe a time you built a sales process from scratch. What steps did you take and what were the results?
4 How would you prioritize target accounts in APAC given Patch's focus on Japanese enterprises and trading houses?
5 Tell us about a time you collaborated with product or marketing teams to shape go-to-market strategy. What was your contribution?
Practice Interview Questions →

⚠️ Common Mistakes to Avoid

  • Avoid generic sales language like 'hunter mentality' without specific examples tied to Japanese enterprise sales.
  • Don't underestimate the importance of cultural nuance; failing to mention relationship-building or long sales cycles can signal lack of fit.
  • Never claim carbon market expertise without concrete knowledge of key terms (additionality, permanence, etc.) or recent market developments.

📅 Application Timeline

This position is open until filled. However, we recommend applying as soon as possible as roles at mission-driven organizations tend to fill quickly.

Typical hiring timeline:

1

Application Review

1-2 weeks

2

Initial Screening

Phone call or written assessment

3

Interviews

1-2 rounds, usually virtual

✓

Offer

Congratulations!

Ready to Apply?

Good luck with your application to Patch!

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