Industry Solution Director – Oil, Gas and Chemicals

Picarro, Inc • Santa Clara, CA

6d • $175,000 - $200,000 • Remote

About The Position

You are a senior industry practitioner who thrives at the intersection of customers, product ownership, and commercial execution. You bring decades of credibility from industry, technology, and digital solutions, and you know how to translate real operational needs into product direction that wins in the market.
You are equally comfortable on site with operators, in working sessions with product and engineering teams, and in pre‑sales conversations alongside sales leadership. You naturally act as a sparring partner—challenging assumptions, sharpening roadmaps, and ensuring that what gets built reflects real industry expectations, standards, and use cases.
You are hands‑on by default. You enjoy specifying use cases, shaping requirements, contributing to UI UX concepts, validating releases, and pressure‑testing solutions against operational reality. You also actively leverage AI tooling to improve the speed, quality, and rigor of your work.
You are joining Picarro at a formative stage of market expansion. This role starts as an individual contributor, but it is expected to scale into a broader solution function as the business grows. The person in this role will materially influence how Picarro’s solutions are shaped, positioned, and adopted across oil, gas, and chemicals.
If you are motivated by impact, cross‑functional ownership, and building category‑defining solutions from the inside out, we want to talk.
The Industry Solution Director – Oil, Gas & Chemicals is responsible for embedding industry depth, customer reality, and use‑case rigor into product direction, roadmap articulation, and go‑to‑market execution. This role ensures that Picarro’s solutions exceed industry expectations, support commercial success, and scale with credibility across refining and chemical markets.

Requirements

• Bachelor’s degree in engineering, science, or a related technical or industrial field.
• 20+ years of experience spanning industry operations, technology, and digital solutions, preferably within oil, gas, and chemicals.
• Demonstrated ability to operate effectively across customers, product teams, and sales organizations.
• Strong experience shaping use cases, requirements, and solution concepts for industrial or regulated environments.
• Proven comfort leading workshops, customer engagements, and cross‑functional working sessions.
• Experience participating in product verification, testing, and release validation activities.
• Demonstrated aptitude for incorporating AI tooling into professional workflows.
• Excellent communication, analytical, and stakeholder‑management skills.

Responsibilities

• Operate at the interface between customers, Product Owners, and sales teams to ensure industry requirements are accurately translated into product direction and solution capabilities.
• Collaborate closely with Product Owner(s) to shape requirements, prioritize roadmap items, and articulate forward‑looking product evolution grounded in industry reality.
• Act as a sparring partner to product and solution teams, challenging assumptions and strengthening roadmap coherence and market relevance.
• Inform product development of industry expectations, standards, and priority use cases across oil, gas, and chemical operations.
• Participate in verification, functional testing, and validation of product releases to ensure solutions perform as intended in real operational contexts.
• Support pre‑sales activities in collaboration with sales personnel, including customer discussions, solution positioning, and technical credibility building.
• Provide direct input to product strategy and market strategy based on customer engagement and industry insight.
• Contribute to product marketing storylines, ICP definition, and value articulation to ensure external messaging reflects true industry drivers.
• Hands‑on specification of use cases, user requirements, user stories, epics and workflow concepts, including collaboration with UI / UX teams on user interface design.
• Travel to customer sites—existing and prospective—to collect requirements, validate data collection, analytics, workflows, and ensure solutions align with operational constraints.
• Lead and facilitate customer and internal workshops, articulating how technology requirements translate into scalable product offerings.
• Actively incorporate AI tooling into daily work to improve analysis, specification quality, and execution speed.
• Wear multiple hats as required in a growing organization, contributing wherever industry depth and execution rigor are needed.

Benefits

• Medical, Dental, and Vision insurance
• Flexible Spending Account (FSA) and Health Savings Account (HSA) plans
• Life, Short-Term Disability, and Long-Term Disability Insurance
• Paid Time Off and Paid Holidays
• Employee Referral Program
• 401K
• Social events (summer picnic, holiday party, team lunches, etc.)
• On-site Health & Wellness programs (fitness challenges, outdoor bootcamp, flu-shots, etc.)

What This Job Offers

• Job Type: Full-time
• Career Level: Director
• Number of Employees: 101-250 employees