[Hiring] Senior Business Development Manager @Glacier

Role Description

We're looking for a relationship-driven, business-minded operator to join our sales team as a Senior Business Development Manager.

The role involves:

• Selling consultatively, understanding operational constraints of recycling facilities.
• Joining a team that's still writing its playbook, reporting to our VP of Sales.
• Up to 50% travel, currently domestic.

What you'll do:

• Own accounts end-to-end, from first conversation through signed contract.
• Run technical discovery with plant operators and engineers, scoping deployment at their facility.
• Build the business case with the customer, including trade-offs.
• Develop proposals, presentations, and demos that address real objections.
• Bring customer reality back into our engineering roadmap as a core input.
• Work with our VP of Sales to shape how we go to market.
• Find your own way in: grants, conferences, industry news, whoever will take the meeting.

Qualifications

• 2+ years selling at an early-stage startup (under 50 people).
• A business development orientation with experience in building relationships.
• Technical inclination and ability to understand system workings.
• Demonstrated ownership of an outcome (deal, partnership, territory).
• Genuine commitment to climate tech or sustainability.
• Comfort with budgeting, cost estimating, legal review, and contracting.
• Willingness to travel up to 50%.

Requirements

• You consult rather than sell, uncovering actual needs and trade-offs.
• You have real urgency; deals move because of your actions.
• You get curious about the product and its environment.
• You’re comfortable with no playbook and build one as you go.
• You own the outcome, not just the activity.

Benefits

• OTE cash compensation range of $200,000-$300,000 (40% base - 60% commission).
• Competitive equity compensation and benefits.
• Final compensation depends on individualized factors such as skills, experience, and interview performance.