We're looking for 3 Account Executives: West Coast, Midwest, and East Coast based.
At Glacier, we are taking on one of the world’s most pressing problems: trash. Did you know that in the US, we send over half of our recyclables to the landfill? We're working to fix that. In doing so, we’ll also be reducing carbon emissions, energy consumption, and depletion of natural resources.
Glacier builds custom sorting robots designed to sort apart recyclables as well as AI-powered business analytics that enable recyclers to superpower their plants and improve our society’s circularity. These two products together are helping to divert tons of recyclables (literally!) from landfills every day.
We’re looking for an experienced Account Executive to develop relationships with customers, drive complex sales deals, and help our founders develop the strategy and capacity planning for our near-term expansion. This role reports directly to our Director of Business Development.
About us:
We’re a small, dynamic team headquartered in the San Francisco Bay Area. Our founders are experienced leaders who come from Bain consulting and Facebook engineering. By getting in on the ground floor, you’ll have a major role in shaping Glacier’s future.
We started Glacier to have a major positive environmental impact and we are searching for teammates who share in that mission.
We’re backed by top-tier VCs and investors with extensive technical and industry expertise.
Our work has been featured in leading forums and publications, including TechCrunch, Fortune, and CBS.
We have several robots in production at customer sites and a robust pipeline of upcoming deployments.
Responsibilities:
You will oversee our full sales cycle. Detailed responsibilities include:
Build and nurture client relationships, serving as a trusted advisor
Drive growth by managing full-cycle sales: prospecting, presenting, negotiation, and closing
Develop compelling presentations, demos, and proposals that address 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 deliver reports on performance metrics
Additionally, you will:
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
Experience requirements:
Significant professional experience (3+ years) in complex enterprise B2B sales, especially solutions with a hardware component
Familiarity with capital equipment sales or long-cycle, relationship-driven deals is highly valuable
Demonstrated success managing a full sales cycle: prospecting, discovery, presentations/demos, contract negotiation, and closing
A proven track record of meeting or exceeding revenue quotas in previous roles
Knowledge of budgeting, cost estimating, legal reviews, and contractual procedures
Proficiency with CRM tools (Salesforce, HubSpot, etc.) and pipeline management
What traits will make you successful in this role:
Excellent communication and presentation skills
Strong consultative selling skills - Ability 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 alike
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 - Relentless drive to achieve results and proactively solve problems with minimal direction or supervision
Willingness to travel and work on-site up to 50% of the time. In the near term, travel will be within the United States
Bonus points:
Prior sales experience at early-stage startups (<50 employees)
Significant professional experience selling solutions in any of the following areas: Industrial automation / robotics, Manufacturing, Recycling / waste
Technical understanding of robotics, manufacturing, and/or automation solutions
The OTE cash compensation range for this role is $200,000 - $300,000. In addition to cash compensation, Glacier also offers competitive equity compensation and benefits. The final compensation for this role will depend on many individualized factors, including job-related skills and knowledge, experience level, interview performance, and other factors.
Top Skills
What We Do
Glacier's mission is to end waste. Sound ambitious? We agree. But the UN estimates that we only have until 2030 to change our consumption patterns before we do irreversible damage to the environment, so we’re of the opinion that now is the time for big bets.
We’re starting in the world of recycling, which has a huge opportunity for impact. Americans send 1.4 million tons of waste to recycling facilities every week (that’s about 4 Empire State Buildings, or 1.5 Golden Gate Bridges). We’re also really bad at it: 25% of what we put in our recycling bins isn’t even recyclable. These recycling facilities make a living by sorting our jumbled-up waste and they need to do it cheaply and accurately. Otherwise they go out of business and our recycling goes straight to the landfill. Even so, recycling facilities today use processes that are highly manual, expensive, and error prone. We plan to revolutionize the way these facilities use technology, to make them more streamlined, accurate, and profitable - which means more recyclables avoid the landfill, and more of our natural resources are protected.
Our growing team draws from the brightest and most passionate professionals across robotics, manufacturing, software, AI, and market strategy. We’re united by our deep-rooted passion to make a big environmental impact, and we’re looking for other mission-driven, creative thinkers to help us right the ship on this truly global issue.
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