Account Executive – Climate Tech, Consulting, Banking, Waste Management BD Background

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🌵 Arizona, California, +6 more states – Remote

🌵 Arizona – Remote 🏄 California – Remote ⛰️ Colorado – Remote 🥔 Idaho – Remote 🎰 Nevada – Remote 🌲 Oregon – Remote ⛷️ Utah – Remote ☕ Washington – Remote

⏰ Full Time

🟡 Mid-level

🟠 Senior

🧑‍💼 Account Executive

🦅 H1B Visa Sponsor

This company has sponsored H1B visas in the past.

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Glacier

WebsiteLinkedInAll Job Openings

11 - 50 employees

🏭 Manufacturing

📦 Logistics

🤖 Artificial Intelligence

Manufacturing • Logistics • Artificial Intelligence

Glacier is a cutting-edge robotics company specializing in waste management solutions, particularly through advanced recycling technologies. Their innovative sorting robots are designed to efficiently identify and sort over 30 types of materials using proprietary AI technology, making recycling facilities more effective and economically viable. With a mission to reduce landfill waste and promote a circular economy, Glacier aims to decrease greenhouse gas emissions through enhanced recycling processes. Based in San Francisco, Glacier is dedicated to making a significant impact on climate change and waste management.

📋 Description

• Build and nurture client relationships as a trusted advisor • Manage the full sales cycle, including prospecting, presenting, negotiation, and closing • Create presentations, demos, and proposals addressing client objectives and objections • Develop strategic account plans to meet revenue targets • Collaborate with marketing, product, and support teams to ensure client satisfaction and retention • Maintain accurate pipeline data, forecast revenue, and report performance metrics • Work with the VP of Sales to establish sales strategy and growth plans • Provide customer feedback to inform engineering roadmaps • Build Glacier's sales function and go-to-market playbook from the ground up

🎯 Requirements

• 3+ years of direct business development or partnerships experience in management consulting or investment banking, OR 3+ years in business development/partnerships within waste management • Demonstrated ownership of a specific deliverable, deal, or partnership outcome • Demonstrated commitment to climate tech or sustainability through projects, volunteer work, prior roles, or a clear personal thesis • Experience at an early-stage startup with fewer than 50 employees or as a founding/early team member strongly preferred • Knowledge of budgeting, cost estimating, legal reviews, and contractual procedures • CRM tools proficiency, such as Salesforce or HubSpot, and pipeline management is a plus but not required • Strong consultative instincts and ability to uncover needs, handle objections, and guide customers through trade-offs • Ability to sell complex AI-powered products and translate technical features into customer value • Willingness to learn recycling processes and MRF operations • Comfort with ambiguity and building processes from scratch with minimal oversight • Creativity in engaging prospects through grants, conferences, and industry news • Ownership mentality and ability to solve problems proactively with minimal direction • Willingness to travel and work on-site up to 50% of the time; near-term travel is within the United States • Experience selling industrial automation/robotics, manufacturing, or recycling/waste solutions is a bonus • Technical understanding of robotics, manufacturing, and/or automation solutions is a bonus • Must be legally authorized to work in the United States • Visa sponsorship may be required now or in the future

🏖️ Benefits

• Competitive equity compensation • Benefits • OTE cash compensation opportunity of $200,000-$300,000, consisting of 40% base and 60% commission