Account Manager

At Glacier, we are taking on one of the world’s most pressing problems: trash. Did you know that in the US, we send over half of our recyclables to the landfill? We're working to fix that. In doing so, we’ll also be reducing carbon emissions, energy consumption, and depletion of natural resources.

Glacier builds custom sorting robots designed to sort apart recyclables as well as AI-powered business analytics that enable recyclers to superpower their plants and improve our society’s circularity. These two products together are helping to divert tons of recyclables (literally!) from landfills every day.

We’re looking for an experienced Account Manager to develop and maintain relationships with customers, ensure their ongoing satisfaction, and support our growth efforts through effective account management and upselling. This role works closely with our Director of Business Development.

About us:

• We’re a small dynamic team based in San Francisco. Our founders come from Facebook engineering and Bain consulting. As an early member of the Glacier team, you’ll have a significant role in shaping our company’s future.
• We started Glacier to have a major positive environmental impact and we are searching for teammates who share in that mission.
• We’re backed by top-tier VCs and angels with extensive technical and industry expertise.
• Our work has been featured in leading forums and publications, including TechCrunch, Fortune, and CBS.
• We have several robots in production at customer sites and a robust pipeline of upcoming deployments.

Responsibilities:
You will oversee our full sales cycle. Detailed responsibilities include:

• Manage a portfolio of existing customer accounts, ensuring customer satisfaction and fostering long-term relationships.
• Identify opportunities to upsell additional Glacier products and services to existing customers.
• Act as the primary point of contact for customer inquiries, addressing any issues or concerns in a timely and effective manner.
• Collaborate with the Project Engineering team to scope and manage ongoing projects, ensuring they meet customer expectations and are delivered on time.
• Provide regular updates to the Director of Business Development on account status, customer feedback, and potential opportunities for growth.
• Assist in the development and implementation of account management strategies to drive customer retention and expansion.
• Maintain accurate records of customer interactions, sales activities, and contract terms in our CRM system.

Experience requirements:
(If you don't think you meet all of the criteria but are excited about this role, please reach out anyway!)

• Significant professional experience (3+ years) in account management, particularly in enterprise B2B settings with a hardware component.
• Proven track record of managing customer relationships and driving account growth.
• Strong understanding of budgeting, cost estimating, and contractual procedures.

*What traits will make you successful in this role: *

• Strategic thinking - Ability to devise creative solutions to complex deal challenges, including balancing deployment capacity, engineering capabilities, and the demands of the customer
• Customer empathy - Ability to understand customers’ priorities, pain points, and decision-making criteria, and tailor interactions accordingly to build meaningful customer relationships
• Effective communication and stakeholder management - Ability to communicate and work with a variety of stakeholders, including prospective customers (corporate and front-line), Engineering, and Operations
• 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 40% of the time. In the near term, travel will be within the United States.

Bonus points:

• Prior sales experience at early-stage startups (<50 employees)
• Significant professional 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 $100,000 - $160,000. 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.