New England Market Lead

US Green Building Council • Remote, US,

2h • $125,000 - $145,000

About The Position

The Market Lead for New England is a revenue-generating sales role responsible for meeting or exceeding annual sales and revenue targets within an assigned U.S. territory. The position develops and executes territory-specific sales strategies, business development plans, and commercial activities to expand adoption of USGBC and GBCI membership, LEED registrations and certifications, and other products and services.

Working independently, the Market Lead builds and manages a qualified sales pipeline, develops strategic relationships, negotiates and closes new business, and delivers assigned revenue and product performance targets. The role represents USGBC and GBCI in the New England market, cultivating relationships with members, customers, prospects, and industry stakeholders and converting those relationships into product adoption and revenue growth. It leads business development across priority sectors and geographic areas, promotes offerings including membership, sponsorship, education, professional credentials, performance verification, project registration, and certification, adapts approved marketing campaigns to local conditions, represents the organizations at industry events, and contributes market insights and sustainability-related content.

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. It is intended for a self-starter who thrives in an externally facing, growth-oriented environment and is motivated by purpose, performance, and measurable results. The territory is New England; the preferred location is Metro Boston, Massachusetts. The work schedule is Monday through Friday, 9:00 a.m. to 5:30 p.m. in the candidate’s time zone, with approximately 25% travel.

Requirements

• At least 10 years of experience in B2B sales, business development, or market development; experience in real estate, green building, sustainability, or related industries is preferred.
• Demonstrated record of consistently meeting or exceeding sales and revenue targets, building and managing qualified sales 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 sales 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, 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 is 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.
• Experience in real estate, green building, sustainability, or related industries.

Responsibilities

• Develop and execute a go-to-market plan for the New England market aligned with regional commercial priorities and organizational objectives.
• Drive annual sales and revenue targets for USGBC/GBCI products and services, including membership, sponsorship, professional credentials, project registrations, certifications, and other approved offerings.
• Identify priority customer segments, market opportunities, and commercial activities that support sustainable revenue growth in the assigned territory.
• Source, qualify, advance, and close leads, prospects, 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 and take ownership of assigned new-business opportunities from initial engagement through commercial close.
• Negotiate and close new business, including memberships, sponsorships, and multi-product agreements, to meet quarterly and annual sales targets.
• Use consultative selling to understand customer needs, position suitable offerings, and develop commercially viable solutions; manage opportunities within approved pricing, contracting, and decision-making authority and escalate exceptions as needed.
• 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 customer onboarding with Customer Account Management, Sales Operations, and Client Solutions while maintaining clear ownership of assigned new-business opportunities.
• Execute approved regional or global marketing and sales campaigns in the territory, adapting engagement to local needs, market conditions, and priority sectors; convert engagement into qualified opportunities and product adoption.
• 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 commercial opportunities.
• Represent USGBC and GBCI at approved industry events, meetings, and conferences; coordinate channel partner-originated opportunities with channel partner account management.
• Develop and execute growth plans for assigned strategic opportunities, expanding engagement and revenue across relevant USGBC/GBCI offerings; collaborate with account management and client solutions on existing customer, technical, or ongoing relationship needs.
• Track and report on pipeline health, conversion rates, forecast accuracy, revenue outcomes, campaign effectiveness, and product adoption metrics; maintain timely 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 policy developments; share insights with the Regional Director and relevant teams to inform commercial strategy and market development.
• 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; highlight local sustainability leadership, successful projects, and market opportunities.
• Represent the organization professionally and consistently with approved messaging and organizational priorities, and perform other duties and responsibilities as assigned.

Benefits

• 401(k) with employer matching
• Professional development reimbursement
• Healthcare plan through Cigna including medical, dental, vision, and prescription drug coverage; USGBC covers 100% of premiums and provides an HRA to assist with in-network medical deductible costs.
• 12 paid holidays, 9 paid personal sick days, and 2 to 3 weeks of PTO based on career level; operations close for a full week between Christmas and New Year’s.
• Six weeks of paid renewal leave after seven years of continuous service.
• Competitive compensation

What This Job Offers

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