[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.

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
• 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
• Additionally, you will:
• Work with our VP of Sales to establish our sales strategy and growth plan
• Provide ongoing customer feedback as a core input to our engineering roadmaps

Skills

• Experience at an early-stage startup (
• 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
• 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

Benefits

• Competitive equity compensation
• Benefits

Company Overview