Mountain/Pacific Northwest Market Lead

US Green Building Council • Remote, US,

9h • $125,000 - $145,000

About The Position

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

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 market, engages members, customers, prospective buyers, and industry stakeholders, and converts those relationships into product adoption and revenue growth. It promotes offerings such as membership, sponsorship, education, professional credentials, performance verification, project registration, and certification; adapts approved campaigns to local market conditions; and represents the organizations at industry events.

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 locations are Metro Denver, Colorado; Phoenix, Arizona; Seattle, Washington; or Portland, Oregon. The schedule is Monday through Friday, 9:00 a.m. to 5:30 p.m. in the candidate’s time zone, with flexibility potentially needed to collaborate across time zones. Travel is approximately 25% and may include customer and partner meetings, industry events, and other market development activities within the territory.

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 responsibility for pipeline development and revenue generation.
• Experience using CRM data to manage opportunities, maintain accurate forecasts, and monitor commercial performance.
• Experience collaborating with 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 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 preparing materials and presenting to diverse audiences.
• Strong analytical, problem-solving, and decision-making skills and 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 and 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 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.

Responsibilities

• Develop and execute a territory go-to-market plan 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 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 new business, including memberships, sponsorships, and multi-product agreements, to meet quarterly and annual 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 product adoption, account growth, and continued engagement opportunities; coordinate renewals, retention, cross-selling, lead handoffs, and onboarding with relevant teams.
• Execute approved regional or global sales and marketing campaigns in the territory, adapting outreach to local customer needs and market conditions and converting engagement into qualified opportunities and revenue.
• 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 and collaborate on strategic opportunities involving existing customers or technical product questions.
• Track and report pipeline health, conversion rates, forecast accuracy, revenue outcomes, campaign effectiveness, and product adoption metrics; maintain timely Salesforce records and participate in pipeline reviews.
• 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, and share insights with the Regional Director and appropriate teams.
• Collaborate with Sales Operations, Account Management, Client Solutions, Marketing, Product, and other teams to coordinate commercial activity and improve customer engagement.
• Contribute market stories, customer insights, and content for approved communication 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 as assigned.

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.
• Employer-funded HRA to assist employees and dependents with the in-network medical deductible, after the stated upfront deductible.
• 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.
• Competitive compensation.
• Purpose-driven, inclusive culture and opportunities for career growth and meaningful work.

What This Job Offers

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