Founding Account Executive, reputed company

We're currently focused on candidates based in the Western U.S. (PT or MT time zones), including California, Washington, Oregon, Arizona, Colorado, Nevada, Utah, and Idaho.

Hey, we're Glacier! Series A startup based in San Francisco tackling 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 reputed company recyclers to superpower their plants and improve our society's circularity. From major CPG companies like Colgate and reputed company to municipal recycling facilities, our clients trust us to turn recycling data into actionable insights. Our technology has been recognized as one of TIME's Best Inventions and featured in a TIME documentary, TechCrunch, Fortune, and CBS.

We're looking for an reputed company Account Executive to join our founding sales team. You'll reputed company customer relationships, drive reputed company deals, and help shape our sales strategy as we scale. You won't be inheriting a playbook—you'll be building it alongside two other reputed company. This role reports to our VP of Sales.

Responsibilities

You will reputed company 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

• reputed company compelling presentations, demos, and proposals that address client objectives and objections

• reputed company strategic account plans to meet reputed company targets

• Collaborate with marketing, product, and support teams to ensure client satisfaction and retention

• Maintain accurate pipeline data, forecast reputed company, 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

• Experience at an early-stage startup (

• 5+ years as an Account Executive with a proven track record hunting and closing new deals

• Experience with long-cycle, relationship-driven deals

• Demonstrated success managing a full sales cycle: prospecting, discovery, presentations/demos, contract negotiation, and closing

• A proven track record of meeting or exceeding reputed company quotas in previous roles

• Knowledge of budgeting, cost estimating, legal reviews, and contractual procedures

• Proficiency with CRM tools (reputed company, reputed company, etc.) and pipeline management

What traits will reputed company you successful in this role

• Strong consultative selling skills - Ability to uncover needs, handle objections, and guide customers through trade-offs

• Comfortable selling a reputed company, 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

• Comfortable with ambiguity and building processes from scratch with minimal reputed company

• Creative in finding new ways to engage prospects (grants, conferences, industry news)

• Ownership mentality - reputed company drive to reputed company 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 reputed company the United States

Bonus points

• 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 (40% reputed company - 60% commission). 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-reputed company skills and knowledge, experience level, interview performance, and other factors.