Founding Account Executive, West

We're currently focused on candidates based in the Western U.S. (PT or MT time zones), including California, Washington, Oregon, Arizona, Colorado, Nevada, Utah, and Idaho.

Hey, we're Glacier! Series A startup based in San Francisco tackling one of the world's most pressing problems: trash. Did you know that in the US, we send over half of our recyclables to the landfill? We're working to fix that. In doing so, we'll also be reducing carbon emissions, energy consumption, and depletion of natural resources.

Glacier builds custom sorting robots designed to sort apart recyclables as well as AI-powered business analytics that enable recyclers to superpower their plants and improve our society's circularity. From major CPG companies like Colgate and Amazon to municipal recycling facilities, our clients trust us to turn recycling data into actionable insights. Our technology has been recognized as one of TIME's Best Inventions and featured in a TIME documentary, TechCrunch, Fortune, and CBS.

We're looking for an experienced Account Executive to join our founding sales team. You'll develop customer relationships, drive complex deals, and help shape our sales strategy as we scale. You won't be inheriting a playbook—you'll be building it alongside two other AEs. This role reports to our VP of Sales.

Responsibilities:

You will oversee our full sales cycle. Detailed responsibilities include:

• Build and nurture client relationships, serving as a trusted advisor

• Drive growth by managing full-cycle sales: prospecting, presenting, negotiation, and closing

• Develop compelling presentations, demos, and proposals that address client objectives and objections

• Develop strategic account plans to meet revenue targets

• Collaborate with marketing, product, and support teams to ensure client satisfaction and retention

• Maintain accurate pipeline data, forecast revenue, and deliver reports on performance metrics

Additionally, you will:

• Work with our Director of Business Development to establish our sales strategy and growth plan

• Provide ongoing customer feedback as a core input to our engineering roadmaps

Experience requirements:

• Experience at an early-stage startup (<50 employees) or as a founding/early sales team member and/or Hardware, capital equipment, or physical product sales experience

• 5 years as an Account Executive with a proven track record hunting and closing new deals

• Experience with long-cycle, relationship-driven deals

• Demonstrated success managing a full sales cycle: prospecting, discovery, presentations/demos, contract negotiation, and closing

• A proven track record of meeting or exceeding revenue quotas in previous roles

• Knowledge of budgeting, cost estimating, legal reviews, and contractual procedures

• Proficiency with CRM tools (Salesforce, HubSpot, etc.) and pipeline management

What traits will make you successful in this role:

• Strong consultative selling skills - Ability to uncover needs, handle objections, and guide customers through trade-offs

• Comfortable selling a complex, AI-powered product and translating technical features into customer value

• Eager to learn the recycling process and how MRFs operate, even without prior industry background

• Comfortable with ambiguity and building processes from scratch with minimal oversight

• Creative in finding new ways to engage prospects (grants, conferences, industry news)

• Ownership mentality - Relentless drive to achieve results and proactively solve problems with minimal direction or supervision

• Willingness to travel and work on-site up to 50% of the time. In the near term, travel will be within the United States

Bonus points:

• Experience selling solutions in any of the following areas: Industrial automation / robotics, Manufacturing, Recycling / waste

• Technical understanding of robotics, manufacturing, and/or automation solutions

The OTE cash compensation range for this role is $200,000 - $300,000 (40% base - 60% commission). In addition to cash compensation, Glacier also offers competitive equity compensation and benefits. The final compensation for this role will depend on many individualized factors, including job-related skills and knowledge, experience level, interview performance, and other factors.