Senior Business Development Manager - robotics startup

Glacier•Austin, TX

13h•$200,000 - $300,000

About The Position

Glacier is a Series A startup based in San Francisco that builds custom sorting robots and AI-powered business analytics for recycling facilities. The Senior Business Development Manager will join a small sales team that is still developing its playbook and report to the VP of Sales. The role is consultative: it involves understanding how recycling plants operate, determining how Glacier’s technology could be deployed, and building a business case with the customer and relevant stakeholders. The position owns customer accounts from initial conversations through contract signing. It includes technical discovery with plant operators and engineers, developing tailored proposals and demonstrations, and bringing customer feedback into the engineering roadmap. The Business Development Manager will also help shape Glacier’s go-to-market approach and generate opportunities through channels such as grants, conferences, and industry news. Travel is currently domestic and may reach 50%. Glacier is seeking candidates based in the Midwest, Central, and Southwest regions of the United States.

Requirements

At least 2 years of sales experience at an early-stage startup with fewer than 50 people.
Business development orientation, with experience building relationships and opening doors.
Technical inclination and ability to discuss how systems work.
Demonstrated ownership of an outcome, such as a deal, partnership, or territory.
Genuine, demonstrated commitment to climate tech or sustainability, evidenced by specific past projects, volunteer work, prior roles, or a clear personal thesis.
Comfort with budgeting, cost estimating, legal review, and contracting.
Willingness to travel up to 50%.

Nice To Haves

Experience selling solutions in industrial automation or robotics, manufacturing, or recycling and waste.
Technical understanding of robotics, manufacturing, and/or automation solutions.

Responsibilities

Own accounts end-to-end, from first conversation through signed contract.
Run technical discovery with plant operators and engineers, and scope what a deployment would look like at their facility.
Build the business case with customers, including discussion of trade-offs.
Develop proposals, presentations, and demonstrations that address customer-specific objections.
Bring customer insights into the engineering roadmap.
Work with the VP of Sales to shape the go-to-market approach and improve the sales process.
Generate opportunities through grants, conferences, industry news, and other channels.