[Remote] Account Executive (West)

Note: The job is a remote job and is open to candidates in USA. Glacier is a Series A startup based in San Francisco focused on tackling the recycling problem through innovative technology. They are seeking an experienced Account Executive to develop customer relationships, drive complex deals, and help shape the sales strategy as the company scales.ResponsibilitiesYou will oversee our full sales cycle. Detailed responsibilities include:Build and nurture client relationships, serving as a trusted advisorDrive growth by managing full-cycle sales: prospecting, presenting, negotiation, and closingDevelop compelling presentations, demos, and proposals that address client objectives and objectionsDevelop strategic account plans to meet revenue targetsCollaborate with marketing, product, and support teams to ensure client satisfaction and retentionMaintain accurate pipeline data, forecast revenue, and deliver reports on performance metricsAdditionally, you will:Work with our VP of Sales to establish our sales strategy and growth planProvide ongoing customer feedback as a core input to our engineering roadmapsSkillsExperience at an early-stage startup (5+ years as an Account Executive with a proven track record hunting and closing new dealsExperience with long-cycle, relationship-driven dealsDemonstrated success managing a full sales cycle: prospecting, discovery, presentations/demos, contract negotiation, and closingA proven track record of meeting or exceeding revenue quotas in previous rolesKnowledge of budgeting, cost estimating, legal reviews, and contractual proceduresProficiency with CRM tools (Salesforce, HubSpot, etc.) and pipeline managementStrong consultative selling skills - Ability to uncover needs, handle objections, and guide customers through trade-offsComfortable selling a complex, AI-powered product and translating technical features into customer valueEager to learn the recycling process and how MRFs operate, even without prior industry backgroundComfortable with ambiguity and building processes from scratch with minimal oversightCreative 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 supervisionWillingness to travel and work on-site up to 50% of the time. In the near term, travel will be within the United StatesExperience selling solutions in any of the following areas: Industrial automation / robotics, Manufacturing, Recycling / wasteTechnical understanding of robotics, manufacturing, and/or automation solutionsBenefitsCompetitive equity compensationBenefitsCompany OverviewGlacier develops AI-powered robotic systems to automate the sorting of recyclable materials in waste management facilities. It was founded in 2019, and is headquartered in San Francisco, California, USA, with a workforce of 11-50 employees. Its website is https://endwaste.io.