Pacific Market Lead – Business Development

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🏄 California – Remote

🏄 California – Remote

💵 $125k - $145k / year

⏰ Full Time

🟠 Senior

💰 Business Development (BDR)

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📋 Description

• Develop and execute a go-to-market plan for the Pacific market • Drive annual sales and revenue targets for USGBC/GBCI products and services • Identify priority customer segments, market opportunities, and commercial activities • Build and manage a qualified sales pipeline from prospecting through close • Maintain accurate pipeline, opportunity, and forecast information in Salesforce • Own assigned new-business opportunities from initial engagement through commercial close • Negotiate and close memberships, sponsorships, and multi-product agreements • Apply consultative selling to understand customer needs and develop viable solutions • Develop relationships with prospective customers, existing customers, members, executives, and stakeholders • Coordinate renewals, retention, cross-selling, lead handoffs, and customer onboarding • Execute regional or global marketing and sales campaigns within the territory • Cultivate strategic partnerships and represent USGBC/GBCI at industry events • Develop growth plans for strategic opportunities and expand product adoption • Track and report pipeline health, conversion rates, forecast accuracy, revenue, and campaign effectiveness • Participate in pipeline reviews and performance discussions with the Regional Director • Monitor market trends, competitive activity, customer priorities, and policy developments • Collaborate with Sales Operations, Account Management, Client Solutions, Marketing, Product, and other teams • Contribute market stories, customer insights, and content for websites, newsletters, and social media • Report to the Regional Director for United States Market Development • Perform other duties and responsibilities as assigned

🎯 Requirements

• Minimum of 10 years of experience in B2B sales, business development, or market development • Preferably experience within real estate, green building, sustainability, or related industries • Demonstrated track record of meeting or exceeding sales and revenue targets • Experience building and managing qualified sales pipelines • Experience negotiating and closing commercial agreements • Experience developing and executing sales strategies, business development plans, and commercial outreach activities • Experience engaging senior executives, decision-makers, corporate stakeholders, and industry partners • Experience managing a defined sales territory, market, or customer segment with accountability for pipeline development and revenue generation • Experience using CRM data to manage opportunities, maintain accurate sales forecasts, and monitor commercial performance • Experience collaborating with cross-functional sales, account management, marketing, and product teams • Bachelor's degree in a relevant field preferred • Proficiency with Salesforce or a comparable CRM platform • Proficiency with Microsoft 365 applications, including Excel, PowerPoint, Word, Outlook, and Teams, or comparable tools • Experience using CRM reports, sales dashboards, and pipeline tracking tools • Experience using virtual meeting, presentation, and digital collaboration platforms • Strong consultative selling, negotiation, presentation, and relationship management skills • Excellent written and verbal communication skills • Strong analytical, problem-solving, and decision-making skills • Financial literacy and budgeting skills • Strong organizational and time-management skills • Ability to work independently and manage an assigned territory • Ability to develop and maintain relationships across different industries, cultures, and professional backgrounds • Ability to align territory-specific sales activities with regional priorities • Commitment to USGBC's mission • LEED Green Associate or LEED AP credential preferred but not required • Relevant professional certifications are a plus

🏖️ Benefits

• Competitive compensation • 401(k) with employer matching • Professional development reimbursement • Healthcare plan through Cigna including medical, dental, vision, and prescription drugs • USGBC covers 100% of healthcare premiums • HRA to assist with in-network medical deductible • Generous paid time off, including 12 paid holidays, 9 paid personal sick days, and 2 to 3 weeks PTO based on career level • Operations closed for a full week between Christmas and New Year’s • 6 weeks paid renewal leave after 7 years of continuous service • Purpose-driven, inclusive culture • Opportunities to grow your career and take ownership of meaningful work • Approximately 25% travel within the assigned territory

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