New York/New Jersey Market Lead

US Green Building Council • Remote, US,

2h • $125,000 - $145,000

About The Position

The Market Lead for New York/New Jersey is a revenue-generating sales role responsible for achieving 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, including membership, sponsorship, education, professional credentials, performance verification, project registration, and certification.

The Market Lead develops and executes territory-specific sales strategies, business development plans, and commercial activities. Working independently, the person builds and manages a qualified pipeline, develops strategic relationships, negotiates and closes new business, and meets assigned revenue and product performance targets. The role represents USGBC and GBCI in the market, develops relationships with customers, members, prospective buyers, and industry stakeholders, and turns those relationships into product adoption and revenue growth.

The position executes approved marketing campaigns in ways suited to local market conditions, develops partnerships, represents the organization at industry events, and shares market insights and content that highlight sustainability leadership. It collaborates with sales operations, customer account management, channel partner account management, client solutions, marketing and communications, and product teams. The role reports to the Regional Director for U.S. Market Development. The position is based in the New York or New Jersey market, with a preference for Metro New York, and includes approximately 25% travel.

Requirements

• A minimum of 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 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, with 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 ability to interpret sales and revenue performance.
• Strong organizational and time-management skills, with 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 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.
• Experience in real estate, green building, sustainability, or related industries.

Responsibilities

• Develop and execute a go-to-market plan for the New York/New Jersey 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.
• Build and manage a qualified sales pipeline by sourcing, qualifying, advancing, and closing leads and commercial opportunities through outreach, 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, following approved sales processes.
• 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 appropriate 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 key stakeholders; identify product adoption, account growth, and engagement opportunities.
• Coordinate renewals, retention, cross-selling, lead handoffs, and onboarding with Customer Account Management, Sales Operations, and Client Solutions, while coordinating existing-account opportunities with the designated account owner.
• Execute approved regional or global marketing and sales campaigns in the territory, adapting outreach to local needs and converting engagement into qualified opportunities and revenue-generating 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 opportunities.
• Represent USGBC and GBCI at approved industry events, meetings, and conferences; support thought leadership and qualified lead generation.
• Coordinate channel partner-originated opportunities with channel partner account management to maintain clear partner and customer relationship ownership.
• Develop and execute growth plans for assigned strategic opportunities, expanding engagement and revenue across relevant products and services.
• Collaborate with customer account management and client solutions when opportunities involve existing customers, technical product questions, or ongoing customer relationship responsibilities.
• Track, monitor, 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 gaps and recommend improvements.
• Monitor local market trends, competitive activity, customer priorities, and relevant policy developments; share insights to inform commercial strategy, product positioning, 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; perform other assigned duties and responsibilities.

Benefits

• 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 based 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.
• Competitive compensation.
• Purpose-driven, inclusive culture and opportunities to grow and take ownership of meaningful work.

What This Job Offers

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