Account Executive — Climate Tech, Build the Sales Playbook

End Waste; United States; Hybrid; USD 200,000 - 300,000; Full time

Job summary

Glacier is building AI-powered sorting and analytics for the recycling industry. We seek a relationship-driven sales leader to own the full sales cycle and drive growth from a founding team.

Expect collaboration with marketing, product and support, and a fast-paced, high-performance environment that rewards ownership and a pragmatic, results-driven approach. The role reports to the VP of Sales and offers substantial ownership, ambiguity, and the chance to shape how we go to market in a

Qualifications

• 3+ years of direct business development or partnerships work in a high-performance setting.
• Demonstrated ownership of a deliverable, deal, or partnership outcome.
• Genuine commitment to climate tech or sustainability with concrete examples.
• Experience at an early-stage startup or as an early team member preferred.
• Knowledge of budgeting, cost estimating, legal reviews, and contractual procedures.
• CRM tools proficiency (Salesforce/HubSpot) is a plus.

Responsibilities

• Build and nurture client relationships as a trusted advisor.
• Drive full-cycle sales: prospecting, presenting, negotiation, and closing.
• Develop compelling presentations, demos, and proposals addressing client objectives.
• 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 performance reports.
• Work with the VP of Sales to establish sales strategy and growth plan.
• Provide ongoing customer feedback to inform engineering roadmaps.

Skills

Relationship building

Business development

CRM experience

Travel availability

Tools

Salesforce

HubSpot

Job description

Glacier is building AI-powered sorting and analytics for the recycling industry. We seek a relationship-driven sales leader to own the full sales cycle and drive growth from a founding team.

Expect collaboration with marketing, product and support, and a fast-paced, high-performance environment that rewards ownership and a pragmatic, results-driven approach. The role reports to the VP of Sales and offers substantial ownership, ambiguity, and the chance to shape how we go to market in a