[Hiring] Regional Sales Director @Opal Fuels

Role Description

We are hiring for a Regional Sales Director with at least 10 years of experience to drive the commercial adoption of RNG/CNG solutions, targeting the heavy-duty trucking and industrial sectors. This position will report to the VP Sales and will be remote based with frequent travel (60%).

• Generate and cultivate new customer opportunities through strategic prospecting, networking, industry engagement, referrals, and market development activities in the heavy-duty trucking sector to expand RNG adoption.
• Build and manage trusted relationships with prospective customers that are major trucking fleets and logistics providers, to establish long-term commercial partnerships.
• Grow and oversee a portfolio of RNG fueling and distribution accounts.
• Partner with fleet managers, trucking companies, and industrial clients to deliver low-carbon fuel solutions.
• Identify and pursue regional opportunities for RNG infrastructure and sales.
• Maintain strong customer relationships to support long-term, sustainable partnerships.
• Create and execute regional sales plans to win new business and retain existing accounts.
• Manage the full sales pipeline, from prospecting to closing contracts for RNG fuel and station infrastructure.
• Monitor regional market trends, competitors, and regulatory changes (e.g., LCFS) to refine strategies.
• Collaborate with engineering, operations, and leadership teams to design customized fueling solutions.

Qualifications

• 10+ years of progressive B2B field sales experience in CNG/RNG, alternative fuels, fleet, transportation, logistics, or related industries, with expertise in solution selling and identifying customer operational and financial needs.
• Proven success leading complex sales pursuits from prospecting through contract execution, managing long sales cycles, building consensus among multiple stakeholders, and delivering customized solutions.
• Proven experience in sales, preferably within the energy, fuel, or transportation sectors (e.g., CNG/RNG, heavy-duty trucking).
• Experience developing new markets, generating leads, and building customer relationships from initial engagement through contract execution.
• Demonstrated track record of consistently achieving or exceeding sales quotas, revenue targets, and business development objectives.
• Strong CRM (Salesforce) experience.
• Ability to develop strong understanding of RNG/CNG, alternative fuels, renewable fuel, carbon credits (RINs/LCFS), or sustainability initiatives.
• Strong negotiation, relationship-building, and communication skills.
• Ability to travel for client meetings with enterprise customers.

Requirements

• Remote based role, with 60% travel.
• This is a remote position; however, preference will be given to candidates residing in the following states: IA, IL, IN, KS, KY, MI, MN, MS, OH, WI.

Benefits

• Health Insurance
• Dental Insurance
• Vision Insurance
• Life Insurance
• Short & Long Term Disability
• 401(k) plus Matching Contributions
• Tuition Assistance
• Referral Bonus
• Generous Paid Time Off
• Ten Paid Holidays