- Job type
- Full-time
- Work mode
- Remote
- Level
- Not listed
- Department
- Sales
- Experience
- 3+ years experience
- Posted
- Aug 14, 2026
About the role
Experience requirements:
- 3+ years of direct business development or partnerships work in an intense, high-performance work environment like management consulting or investment banking, OR 3+ years in business development/partnerships specifically within the waste management industry
- Demonstrated ownership of a specific deliverable, deal, or partnership outcome, not just advisory or support work, we need to see you've owned a result, not just contributed to one
- Genuine, demonstrated commitment to climate tech or sustainability, evidenced by specific past projects, volunteer work, prior roles, or a clear personal thesis on the space, not general interest
- Experience at an early-stage startup (<50 employees), or as a founding/early team member, strongly preferred
- Knowledge of budgeting, cost estimating, legal reviews, and contractual procedures
- Proficiency with CRM tools (Salesforce, HubSpot, etc.) and pipeline management is a plus, not required
What traits will make you successful in this role:
- Strong consultative instincts, 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
Bonus points:
- Experience selling solutions in any of the following areas: Industrial automation/robotics, manufacturing, recycling/waste
- Technical understanding of robotics, manufacturing, and/or automation solutions
The OTE cash compensation range for this role is $200,000-$300,000 (40% base - 60% commission). In addition to cash compensation, Glacier also offers competitive equity compensation and benefits. The final compensation for this role will depend on many individualized factors, including job-related skills and knowledge, experience level, interview performance, and other factors.