glacier - Founding Account Executive, West
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Requirements
• 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 • Experience selling solutions in any of the following areas: Industrial automation / robotics, Manufacturing, Recycling / waste • Technical understanding of robotics, manufacturing, and/or automation solutions
Responsibilities
• 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 • 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
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