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.