Mountain/Pacific Northwest Market Lead – Business Development

This is a fully remote position, open to applicants in Arizona, +3 more states.

📋 Description

• Develop and implement a go-to-market strategy for the Mountain/Pacific Northwest region.

• Achieve annual sales and revenue objectives for USGBC/GBCI products and services.

• Identify key customer segments, market prospects, and commercial initiatives.

• Build and oversee a robust sales pipeline.

• Source, qualify, progress, and finalize leads and business opportunities.

• Ensure accurate tracking of pipeline, opportunities, and forecasts in Salesforce.

• Manage assigned new-business opportunities from initial contact to commercial closure.

• Negotiate and finalize memberships, sponsorships, and multi-product agreements.

• Utilize consultative selling methods to comprehend customer requirements and position offerings appropriately.

• Develop and sustain relationships with prospective and existing customers, members, senior executives, and stakeholders.

• Coordinate renewals, retention efforts, cross-selling, lead handoffs, and customer onboarding processes.

• Implement regional or global marketing and sales initiatives within the designated territory.

• Foster connections with industry associations, corporate and community partners, and sustainability experts.

• Represent USGBC and GBCI at industry events, meetings, and conferences.

• Formulate growth strategies for strategic opportunities and enhance product acceptance.

• Monitor and report on pipeline health, conversion rates, forecast accuracy, revenue results, campaign success, and product acceptance.

• Maintain up-to-date Salesforce records and engage in pipeline evaluations with the Regional Director.

• Keep abreast of local market trends, competitive actions, customer priorities, and policy changes.

• Collaborate with Sales Operations, Account Management, Client Solutions, Marketing, Product, and other teams.

• Provide market narratives, customer insights, and content for websites, newsletters, and social media platforms.

• Report to the Regional Director for U.S. Market Development.

• Perform additional duties and responsibilities as assigned.

⛳️ Requirements

• A minimum of 10 years of experience in B2B sales, business development, or market development.

• Ideally, experience within real estate, green building, sustainability, or related sectors.

• Proven record of achieving or surpassing sales and revenue goals.

• Experience in building and managing qualified sales pipelines.

• Proven ability to negotiate and finalize commercial agreements.

• Experience in developing and executing sales strategies, business development plans, and outreach initiatives.

• Proven experience engaging senior executives, decision-makers, corporate stakeholders, and industry partners through consultative selling and relationship-building.

• Experience managing a defined sales territory, market, or customer segment with direct responsibility for pipeline growth and revenue generation.

• Familiarity with CRM data to manage opportunities, maintain accurate sales forecasts, and track commercial performance.

• Experience collaborating with cross-functional teams in sales, account management, marketing, and product development.

• Bachelor's degree in a relevant field preferred.

• Proficiency in Salesforce or a similar CRM platform.

• Proficiency in Microsoft 365 applications, including Excel, PowerPoint, Word, Outlook, and Teams, or equivalent tools.

• Experience utilizing CRM reports, sales dashboards, and pipeline tracking tools.

• Familiarity with virtual meeting, presentation, and digital collaboration platforms.

• Strong consultative selling, negotiation, presentation, and relationship management abilities.

• Excellent written and verbal communication skills.

• Strong analytical, problem-solving, and decision-making capabilities.

• Financial literacy with the ability to interpret sales and revenue performance data.

• Excellent organizational and time-management skills.

• Ability to work independently and manage an assigned territory effectively.

• Ability to establish and maintain relationships across diverse industries, cultures, and professional backgrounds.

• Ability to align territory-specific sales activities with regional priorities and organizational strategies.

• Commitment to the mission of USGBC.

• LEED Green Associate or LEED AP credential preferred but not mandatory.

• Relevant professional certifications are advantageous.

🏝️ Benefits

• Competitive salary.

• 401(k) plan with employer matching.

• Professional development reimbursement.

• Healthcare coverage through Cigna, including medical, dental, vision, and prescription drug plans.

• Employer pays 100% of healthcare premiums.

• Health Reimbursement Arrangement (HRA) to assist with in-network medical deductibles.

• Generous paid time off policy.

• 12 paid holidays each year.

• 9 paid personal sick days.

• 2 to 3 weeks of paid time off based on career level.

• Operations are closed for a full week between Christmas and New Year’s.

• 6 weeks of paid renewal leave after 7 years of continuous service.

• Purpose-driven, inclusive work culture.

• Opportunities for career growth and ownership of meaningful work.

• Approximately 25% travel required within the assigned territory.