Mid-Atlantic Market Lead

US Green Building Council• Remote, US,

5h•$125,000 - $145,000

About The Position

The Market Lead for the Mid-Atlantic is a revenue-generating sales role responsible for meeting or exceeding annual sales and revenue targets within an assigned U.S. territory. The role advances USGBC and GBCI’s mission by growing adoption of their green building products, services, and solutions. It develops and executes territory-specific sales strategies, business development plans, and commercial activities to expand membership, LEED registrations and certifications, and other offerings. The Market Lead independently 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 in the territory, engaging members, customers, prospective buyers, and industry stakeholders. It promotes offerings including membership, sponsorship, education, professional credentials, performance verification, project registration, and certification; adapts approved campaigns to local conditions; represents the organization at industry events; and contributes market insights and content. The position reports to the Regional Director for U.S. Market Development and works with sales operations, customer account management, channel partner account management, client solutions, marketing and communications, and product teams. The preferred location is the Metro Washington, D.C. area. The schedule is Monday through Friday, 9:00 a.m. to 5:30 p.m. in the candidate’s time zone, with flexibility potentially required to collaborate across time zones. Approximately 25% travel is expected.

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 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 business productivity and collaboration tools.
Experience using CRM reports, sales dashboards, and pipeline tracking tools to monitor sales activity, 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 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 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 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 Mid-Atlantic territory 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 territory revenue growth.
Source, qualify, advance, and close leads and commercial opportunities through direct outreach, targeted campaigns, and approved partner channels; develop prospect lists and market- and sector-specific activation plans.
Maintain accurate pipeline, opportunity, and forecast information in Salesforce and own assigned new-business opportunities through commercial close in accordance with approved sales processes.
Negotiate and close memberships, sponsorships, and multi-product agreements; use consultative selling to understand customer needs and position appropriate offerings.
Manage opportunities within approved pricing, contracting, and decision-making authority, escalating exceptions to the Regional Director or other authorized stakeholders.
Develop 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; coordinate existing-account opportunities with the designated account owner.
Execute approved regional or global marketing and sales campaigns in the territory, adapting outreach to local customer needs, market conditions, and priority sectors; provide market feedback to marketing, sales enablement, and product teams.
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; coordinate channel-partner-originated opportunities with channel partner account management.
Develop growth plans for assigned strategic opportunities and expand engagement and revenue across relevant products and services; collaborate with account management and client solutions where appropriate.
Track and report sales performance, pipeline health, conversion rates, forecast accuracy, revenue outcomes, campaign effectiveness, and product adoption; maintain timely Salesforce records and participate in pipeline reviews and performance discussions.
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 communications channels, highlighting local sustainability leadership, successful projects, and market opportunities.
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.
Health reimbursement arrangement to assist employees and dependents with the in-network medical deductible.
Paid holidays: 12 per year.
Paid personal sick days: 9 per year.
PTO of 2 to 3 weeks 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.