South Central Market Lead

US Green Building Council • Remote, US,

6h • $125,000 - $145,000

About The Position

The Market Lead for the South Central Market is a revenue-generating sales role responsible for meeting or exceeding annual sales and revenue targets in an assigned U.S. territory. The role advances USGBC and GBCI’s mission by growing adoption of green building products, services, and solutions while delivering measurable revenue growth. The Market Lead develops and executes territory-specific sales strategies, business development plans, and commercial activities to expand membership, LEED registrations and certifications, and other USGBC/GBCI offerings.

Working independently, the Market Lead builds and manages a qualified sales pipeline, develops strategic relationships, negotiates and closes new business, and achieves assigned revenue and product performance targets. The role represents USGBC and GBCI within the territory and engages customers, members, prospective buyers, partners, and industry stakeholders. It leads business development across priority sectors and geographic areas, promoting offerings such as membership, sponsorship, education, professional credentials, performance verification, project registration, and certification. The Market Lead also adapts approved campaigns to local conditions, represents the organization at industry events, and provides market insights and content that highlight sustainability leadership.

The position reports to the Regional Director for U.S. Market Development and collaborates with sales operations, customer account management, channel partner account management, client solutions, marketing and communications, and product teams. The preferred hiring locations are Metro Orlando, Tampa, or Miami, Florida; Atlanta, Georgia; or Charlotte, North Carolina. The schedule is Monday to Friday, 9:00 AM to 5:30 PM in the candidate’s time zone, with flexibility potentially needed to collaborate across time zones. Travel is approximately 25%, including customer and partner meetings, industry events, and other territory market-development activities.

Requirements

• At least 10 years of experience in B2B sales, business development, or market development; real estate, green building, sustainability, or related industry experience is preferred.
• Demonstrated record of meeting or exceeding sales and revenue targets, building and managing qualified pipelines, and negotiating and closing commercial agreements.
• Experience developing and executing sales strategies, business development plans, and commercial outreach activities.
• Experience engaging senior executives, decision-makers, corporate stakeholders, and industry partners through consultative selling and relationship development.
• Experience managing a defined sales territory, market, or customer segment with direct accountability for pipeline development and revenue generation.
• Experience using CRM data to manage opportunities, maintain accurate forecasts, and monitor commercial performance.
• Experience collaborating with cross-functional sales, account management, marketing, and product teams to support customer engagement and business development.
• Proficiency with Salesforce or a comparable CRM platform, including using CRM data to manage pipeline and forecast revenue.
• Proficiency with Microsoft 365 applications, including Excel, PowerPoint, Word, Outlook, and Teams, or comparable productivity and collaboration tools.
• Experience using CRM reports, sales dashboards, and pipeline-tracking tools to monitor sales activities, conversion rates, and revenue performance.
• Experience using virtual meeting, presentation, and digital collaboration platforms to engage customers and coordinate with regional and global teams.
• Strong consultative selling, negotiation, presentation, and relationship-management skills, including the ability to engage senior executives and decision-makers.
• Excellent written and verbal communication skills, including the ability to prepare materials and present to diverse audiences.
• Strong analytical, problem-solving, and decision-making skills, with a data-driven approach to commercial performance.
• Financial literacy, budgeting skills, and the ability to interpret sales and revenue performance.
• Strong organizational and time-management skills, including the ability to manage multiple opportunities, priorities, and deadlines.
• Ability to thrive in a dynamic environment, adapt to change, and maintain a results-oriented approach.
• Strong interpersonal skills and ability to collaborate effectively across organizational functions.
• Ability to work independently, manage an assigned territory, and remain accountable for individual sales and revenue targets.
• Ability to develop and maintain relationships with customers and stakeholders across different industries, cultures, and professional backgrounds.
• Ability to align territory-specific sales activities with regional market-development priorities and approved organizational strategies.
• Commitment to USGBC’s mission and desire for continuous professional growth and improvement.

Nice To Haves

• Bachelor’s degree in business administration, marketing, international business, communications, real estate, sustainability, or a related field preferred.
• Familiarity with sales prospecting, lead-generation, or business-intelligence tools.
• LEED Green Associate or LEED AP credential; preferred but not required.
• Relevant professional certifications in sales, business development, or account management.

Responsibilities

• Develop and execute a South Central territory go-to-market plan aligned with regional commercial priorities and organizational objectives.
• Drive annual sales and revenue targets for USGBC/GBCI offerings, including membership, sponsorship, professional credentials, project registrations, certifications, and other approved products and services.
• Identify priority customer segments, market opportunities, and activities that support sustainable revenue growth in the territory.
• Source, qualify, advance, and close leads and commercial opportunities through direct outreach, targeted campaigns, and approved partner channels.
• Develop prospect lists and activation plans by market and sector; maintain accurate pipeline, opportunity, and forecast information in Salesforce.
• Own assigned new-business opportunities from initial engagement through commercial close in accordance with approved sales processes.
• Negotiate and close memberships, sponsorships, and multi-product agreements to meet quarterly and annual sales targets.
• Use consultative selling to understand customer needs, position appropriate offerings, and develop commercially viable solutions.
• Manage opportunities within approved pricing, contracting, and decision-making authority, escalating exceptions to authorized stakeholders.
• Develop and maintain relationships with prospective and existing customers, members, senior executives, and other stakeholders.
• Identify opportunities for product adoption, account growth, and continued engagement; coordinate renewals, retention, cross-selling, lead handoffs, and onboarding with relevant teams.
• Execute approved regional or global marketing and sales campaigns, adapting outreach to local customer needs, market conditions, and priority sectors.
• Provide market feedback to marketing, sales enablement, and product teams to support campaign positioning and commercial outreach.
• Cultivate relationships with industry associations, corporate and community partners, sustainability professionals, and other stakeholders to strengthen market presence and generate opportunities.
• Represent USGBC and GBCI at approved industry events, meetings, and conferences, supporting thought leadership and qualified lead generation.
• Coordinate channel partner-originated opportunities with channel partner account management to maintain clear relationship ownership.
• Develop and execute growth plans for assigned strategic opportunities, expanding customer engagement and revenue across relevant offerings.
• Collaborate with customer account management and client solutions on opportunities involving existing customers, technical product questions, or ongoing customer relationships.
• Track and report sales performance, including pipeline health, conversion rates, forecast accuracy, revenue outcomes, campaign effectiveness, and product adoption metrics.
• Maintain timely and accurate Salesforce records and participate in pipeline reviews and performance discussions with the Regional Director.
• Use sales data and market insights to identify performance gaps, prioritize opportunities, and recommend actions to improve territory results.
• Monitor local market trends, competitive activity, customer priorities, and relevant policy developments; share insights with the Regional Director and relevant teams.
• Collaborate with Sales Operations, Account Management, Client Solutions, Marketing, Product, and other teams to coordinate commercial activities and improve customer engagement.
• Contribute market stories, customer insights, and content for approved communication channels, including websites, newsletters, and social media.
• Represent the organization professionally and consistently with approved messaging and organizational priorities.
• Perform other duties and responsibilities as assigned.

Benefits

• Competitive compensation.
• 401(k) with employer matching.
• Professional development reimbursement.
• Healthcare plan through Cigna covering medical, dental, vision, and prescription drugs; USGBC covers 100% of premiums and provides an HRA to help with in-network medical deductible costs.
• Paid time off, including 12 paid holidays, 9 paid personal sick days, and 2 to 3 weeks of PTO depending on career level; operations close for a full week between Christmas and New Year’s.
• Six weeks of paid renewal leave after 7 years of continuous service.
• Purpose-driven, inclusive culture.
• Opportunities for career growth and ownership of meaningful work.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior