Account Executive (West)

Glacier•San Francisco, CA

3d•$200,000 - $300,000•Hybrid

About The Position

Glacier is a Series A startup based in San Francisco focused on solving the problem of recyclables ending up in landfills. They build custom sorting robots and AI-powered business analytics to help recycling plants improve efficiency and societal circularity. Their technology has been recognized by TIME, TechCrunch, Fortune, and CBS. They are seeking an experienced Account Executive to join their founding sales team, responsible for developing customer relationships, driving complex deals, and contributing to sales strategy as the company scales. This role involves building the sales playbook from the ground up and reports to the VP of Sales. The role is focused on candidates based in the Western U.S. (PT or MT time zones), including California, Washington, Oregon, Arizona, Colorado, Nevada, Utah, and Idaho.

Requirements

Experience at an early-stage startup (<50 employees) or as a founding/early sales team member.
Hardware, capital equipment, or physical product sales experience.
5+ years as an Account Executive with a proven track record of 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.
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, etc.) and pipeline management.
Strong consultative selling skills.
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.
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 and a relentless drive to achieve results and proactively solve problems.
Willingness to travel and work on-site up to 50% of the time, primarily within the United States.

Nice To Haves

Eager to learn the recycling process and how MRFs operate, even without prior industry background.
Experience selling solutions in industrial automation / robotics, manufacturing, or recycling / waste.
Technical understanding of robotics, manufacturing, and/or automation solutions.

Responsibilities

Oversee the full sales cycle, including prospecting, presenting, negotiation, and closing deals.
Build and nurture client relationships, acting as a trusted advisor.
Develop compelling presentations, demos, and proposals tailored to client objectives and objections.
Create strategic account plans to achieve revenue targets.
Collaborate with marketing, product, and support teams to ensure client satisfaction and retention.
Maintain accurate pipeline data, forecast revenue, and report on performance metrics.
Work with the VP of Sales to establish sales strategy and growth plans.
Provide customer feedback to inform engineering roadmaps.