Pacific Market Lead (Business Development)

US Green Building Council • Remote, US,

9h • $125,000 - $145,000 • Remote

About The Position

The Pacific Market Lead is a revenue-generating business development and sales role responsible for meeting or exceeding annual sales and revenue targets within a defined U.S. territory. The role develops and executes territory-specific sales strategies and business development plans to expand adoption of USGBC and GBCI offerings, including membership, sponsorship, education, professional credentials, performance verification, project registrations, certifications, and other approved 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 assigned market, converting relationships with members, customers, prospects, and industry stakeholders into product adoption and revenue growth. It also adapts approved campaigns to local market conditions, represents the organizations at industry events, and contributes market insights and content highlighting sustainability leadership.

The position reports to the Regional Director for United States Market Development and collaborates with sales operations, customer account management, channel partner account management, client solutions, marketing and communications, and product teams. It is remote in the Pacific region, with a preference for candidates in Metro Los Angeles or San Francisco, California. 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. 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 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 business 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 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 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 the real estate, green building, sustainability, or related industries.

Responsibilities

• Develop and execute a go-to-market plan for the Pacific 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, 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.
• 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 sales targets.
• Use consultative selling to understand customer needs, position appropriate offerings, and develop commercially viable solutions.
• Manage commercial 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 customer 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 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 commercial 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 partner and customer relationship ownership.
• Develop and execute growth plans for assigned strategic opportunities, expanding 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 relationship responsibilities.
• 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 to inform commercial strategy, product positioning, and market development.
• Collaborate with Sales Operations, Account Management, Client Solutions, Marketing, Product, and other relevant 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 organizations consistently with approved messaging and priorities.
• Perform other duties and responsibilities as assigned.

Benefits

• Competitive compensation
• 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 the in-network medical deductible.
• 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 to grow your career and take ownership of meaningful work

What This Job Offers

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