Founding Account Executive, West

About Glacier

Glacier is a Series A startup based in San Francisco revolutionizing the recycling industry. We build custom sorting robots and AI-powered business analytics that enable recyclers to optimize their operations and improve societal circularity. Did you know that over half of recyclables in the US are sent to landfills? We're fixing that while reducing carbon emissions, energy consumption, and natural resource depletion.

Our technology is trusted by major clients including Colgate, Amazon, and municipal recycling facilities. Glacier has been recognized as one of TIME's Best Inventions, featured in a TIME documentary, and covered by TechCrunch, Fortune, and CBS.

The Role

We're hiring an experienced Account Executive to join our founding sales team in the Western U.S. (PT or MT time zones). You'll develop customer relationships, drive complex deals, and help shape our sales strategy as we scale. Working alongside two other Account Executives and reporting to our VP of Sales, you won't inherit a playbook—you'll build it.

Key Responsibilities

• Own the full sales cycle: prospecting, presenting, negotiating, and closing deals
• Build and nurture client relationships, serving as a trusted advisor to enterprise and mid-market customers
• Develop compelling presentations, demos, and proposals addressing client objectives and objections
• Create strategic account plans to achieve revenue targets and expand within accounts
• Collaborate with marketing, product, and support teams to ensure customer satisfaction and retention
• Maintain accurate pipeline data, forecast revenue, and deliver performance metrics and reports
• Partner with our Director of Business Development to establish sales strategy and growth plans
• Provide ongoing customer feedback as critical input to our engineering roadmaps

Ideal Candidate

You're an experienced Account Executive with a proven track record closing enterprise or mid-market deals. You thrive in high-growth, startup environments where you'll shape strategy and wear multiple hats. You excel at relationship-building, complex problem-solving, and communicating value to C-suite executives. Experience in industrial, manufacturing, sustainability, or B2B SaaS is a plus.

Location

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

💰 Compensation not publicly listed. Market estimate for similar roles: from $80K, varying by experience and location.