Account Executive - Climate Tech (Consulting, Banking, or Waste Management BD Background)

Glacier•San Francisco, CA

1d•$200,000 - $300,000•Hybrid

About The Position

Glacier is a Series A startup based in San Francisco focused on solving the problem of recyclable waste. They build custom sorting robots and AI-powered business analytics to help recyclers improve their operations and contribute to a more circular economy. Their technology has received recognition from TIME, TechCrunch, Fortune, and CBS. Glacier is seeking a relationship-driven, business-minded operator to join their founding sales team as an Account Executive. This role is ideal for individuals with a background in intense, high-performance environments like management consulting or investment banking with business development experience, or those with direct business development/partnerships experience in the waste management industry. The ideal candidate is passionate about climate tech and ready to take ownership of sales outcomes, building the sales playbook from the ground up. This position reports to the VP of Sales.

Requirements

3+ years of direct business development or partnerships work in an intense, high-performance work environment like management consulting or investment banking, OR 3+ years in business development/partnerships specifically within the waste management industry
Demonstrated ownership of a specific deliverable, deal, or partnership outcome, not just advisory or support work
Genuine, demonstrated commitment to climate tech or sustainability, evidenced by specific past projects, volunteer work, prior roles, or a clear personal thesis on the space
Knowledge of budgeting, cost estimating, legal reviews, and contractual procedures
Strong consultative instincts, ability to uncover needs, handle objections, and guide customers through trade-offs
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
Comfortable with ambiguity and building processes from scratch with minimal oversight
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

Nice To Haves

Experience at an early-stage startup (<50 employees), or as a founding/early team member, strongly preferred
Proficiency with CRM tools (Salesforce, HubSpot, etc.) and pipeline management is a plus, not required
Experience selling solutions in any of the following areas: Industrial automation/robotics, manufacturing, recycling/waste
Technical understanding of robotics, manufacturing, and/or automation solutions

Responsibilities

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
Work with our VP of Sales to establish our sales strategy and growth plan
Provide ongoing customer feedback as a core input to our engineering roadmaps