Glacier
Recycling
AccountExecutive(West)
Neural analysis suggests this role is
optimal for Senior candidates.
“Account Executive (West) at Glacier. Skills: Full cycle sales, Client relationships, Revenue generation. Oversee full sales cycle. Build client relationships”
What You'll Achieve.
Meet revenue targets
Industry & Context.
Solve problems
Travel up to 50%
What They're Looking For.
Must Have
5+ years as Account Executive, Experience at early-stage startup, Founding/early sales team member experience, Hardware sales experience, Capital equipment sales experience, Physical product sales experience, Experience with long-cycle deals, Experience with relationship-driven deals, Proven track record hunting deals, Proven track record closing deals, Demonstrated success managing full sales cycle, Proven track record meeting quotas, Knowledge of budgeting, Knowledge of cost estimating, Knowledge of legal reviews, Knowledge of contractual procedures, Proficiency with CRM tools, Proficiency with pipeline management
Nice to Have
Experience selling industrial automation, Experience selling robotics, Experience selling manufacturing solutions, Experience selling recycling solutions, Experience selling waste solutions, Technical understanding of robotics, Technical understanding of manufacturing, Technical understanding of automation solutions
What You'll Do.
Oversee full sales cycle
Build client relationships
Nurture client relationships
Serve as trusted advisor
Manage full-cycle sales
Develop compelling presentations
Develop compelling demos
Develop compelling proposals
Address client objectives
Address client objections
Develop strategic account plans
Collaborate with marketing
Collaborate with product
Collaborate with support
Ensure client satisfaction
Ensure client retention
Maintain accurate pipeline data
Deliver reports on performance
Establish sales strategy
Establish growth plan
Provide customer feedback
How You'll Work.
Team & Collaboration
Marketing team; Product team; Support team; VP of Sales
Communication Scope
Compelling presentations; Customer feedback
Full Job Description
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 https://www.packworld.com/sustainable-packaging/recycling/article/22953724/colgatepalmolive-amazon-glacier 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 https://time.com/collections/best-inventions-2025/7318523/glacier-recycling-robots/ and featured in a TIME documentary https://www.pmi.org/project-management-for-impact/sustainability-ai, 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 -
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