Glacier is looking for an Account Executive to develop strategic customer relationships and drive complex sales deals that have a major positive environmental impact. In this role, reporting directly to the Director of Business Development, you will help founders develop strategy and capacity planning for near-term expansion.
What You'll Do
- Build and nurture client relationships, serving as a trusted advisor.
- Drive growth by managing the full sales cycle: prospecting, presenting, negotiation, and closing.
- Develop compelling presentations, demos, and proposals that address client objectives.
- 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 deliver reports on performance metrics.
- Work with our Director of Business Development to establish our sales strategy and growth plan.
- Provide ongoing customer feedback as a core input to our engineering roadmaps.
What We're Looking For
- 3+ years in complex enterprise B2B sales, especially solutions with a hardware component.
- Demonstrated success managing a full sales cycle: prospecting, discovery, presentations/demos, contract negotiation, and closing.
- Proven track record of meeting or exceeding revenue quotas.
- Knowledge of budgeting, cost estimating, legal reviews, and contractual procedures.
- Proficiency with CRM tools (Salesforce, HubSpot) and pipeline management.
- Excellent communication and presentation skills.
- Strong consultative selling skills to uncover needs, handle objections, and guide customers through trade-offs.
- Resilient through long, complex sales cycles with multiple stakeholders.
- Personable and able to build long-term trust with operators, engineers, and executives.
- Comfortable selling a complex, AI-powered product and translating technical features into customer value.
- Eager to learn the recycling process and how MRFs operate, even without prior industry background.
- Disciplined with CRM, pipeline management, and forecasting.
- Keeps deals moving forward with clear next steps and accountability.
- Thrives in a fast-growing company where playbooks are still being written.
- Willing to wear multiple hats (prospecting, presenting, negotiating, relationship management).
- Creative in finding new ways to engage prospects (grants, conferences, industry news).
- Ownership mentality with a relentless drive to achieve results and proactively solve problems with minimal direction.
- Willingness to travel and work on-site up to 50% of the time. In the near term, travel will be within the United States.
Nice to Have
- Familiarity with capital equipment sales or long-cycle, relationship-driven deals.
- Prior sales experience at early-stage startups (<50 employees).
- Significant professional experience selling solutions in industrial automation / robotics, manufacturing, or recycling / waste.
- Technical understanding of robotics, manufacturing, and/or automation solutions.
Team & Environment
You'll join a small, dynamic team and report directly to the Director of Business Development.
Benefits & Compensation
- OTE cash compensation: $200,000 - $300,000
- Competitive equity compensation
- Competitive benefits
Work Mode
This role is local-country, with locations considered on the West Coast, Midwest, and East Coast.
Glacier is an equal opportunity employer.
