Sales Manager – U.S. Refining (Fenceline Solutions)

Sales Manager U.S. Refining (Fenceline Solutions)

ROLE TYPE: Individual Contributor (no direct reports)

Location: Santa Clara CA or Remote US

BACKGROUND

Picarros entry into the U.S. Refining market through our Fenceline Solution represents a substantial companylevel investment and a core growth priority. The Sales Manager plays a critical role in establishing Picarros commercial presence in this market by converting strategic customer engagement into scalable repeatable revenue.

This role is responsible for driving bookings building a durable pipeline and ensuring forecast integrity within an assigned region or account set. The Sales Manager owns deal execution endtoendfrom initial engagement through contract signature and structured handoff to Delivery Customer Success and Delivery functions. Success is measured by bookings performance pipeline quality and forecast accuracy.

WHO WE ARE LOOKING FOR:

You thrive in the earliest hardest part of a market before the name recognition before the reference list is long before the motion is repeatable. You build those things.

You will own the commercial cycle in the U.S. Refining market: pipeline development deal execution pricing contract structuring and a disciplined handoff to delivery and customer success. Youre the primary relationship owner with HSSE leaders operations teams and technical stakeholders throughout which means you need genuine fluency in their world not just the ability to present into it. Fenceline monitoring sits at the intersection of regulatory compliance operational risk and capital decision -making. You navigate that complexity naturally.

This role requires more than closing skills. Youll be building Picarros commercial presence in a market where credibility is earned facility by facility and where a single well-executed customer relationship opens the next three. You bring forecast discipline CRM rigor and the instinct to know when a deal is real and the integrity to say so either way.

Youre joining at a moment when the U.S. Refining market is being opened. The account relationships sales motion and market reputation being established right now will define Picarros position in this space for years. The person in this role wont just execute against that opportunity theyll shape it.

If that sounds like the challenge youve been looking for we want to talk.

KEY RESPONSIBILITIES

• Own quota attainment through new Fenceline Solution bookings and expansions focused in on the U.S. Refining market
• Lead complex endtoend deal execution including qualification solution positioning pricing bids and contract structuring.
• Build and maintain a healthy forecastable pipeline aligned with Picarros growth objectives in U.S. Refining.
• Serve as the primary commercial and relationship owner throughout the sales cycle with HSSE practitioners and leaders operations and maintenance staff and other technical stakeholders.
• Articulate Picarros differentiated value in precision emissions measurement compliance assurance and riskinformed operations.
• Capture and communicate customer insights and voice of the customer to Product Engineering and executive leadership to inform roadmap and market strategy.
• Provide quality forecasts and sales projections through the companys CRM and other reporting tools
• Identify opportunities for improving the companys sales performance and efficiency
• Coordinate closely with Customer Success to ensure disciplined handoff early adoption success and expansion readiness.

QUALIFICATIONS

• Bachelors degree in business engineering or a related field. Masters preferred.
• 10 years of B2B sales experience in the oil gas refining and petrochemicals sectors preferably selling complex industrial environmental or technical solutions.
• Demonstrated success in complex multistakeholder solution selling with long sales cycles.
• Experience in scoping and closing $10 million multi-year strategic contracts and engagements in the target verticals
• Strong negotiation skills forecasting discipline and CRM rigor.
• Experience selling into U.S. Refining environments strongly preferred.
• Ability to operate effectively in a growth environment where market entry credibility building and repeatability are critical.

REPORTING LINE

Reports to: Chief Commercial and Product Officer (CCPO)

ROLE TYPE

Individual Contributor (no direct reports)

TRAVEL

Up to 50% domestic travel.

WORK ARRANGEMENT

Remote eligible.

Salary & Benefits:

This role will have a 50/50 split between base salary and an individual commission plan with an expected total compensation of $150000 to $200000. Your salary will be determined by the location experience qualifications skills and level of employees in similar positions as well as the pay of those employees.

We offer a comprehensive benefit package including:

• Medical Dental and Vision insurance
• Flexible Spending Account (FSA) and Health Savings Account (HSA) plans
• Life Short-Term Disability and Long-Term Disability Insurance
• Paid Time Off and Paid Holidays
• Employee Referral Program
• 401K
• Social events (summer picnic holiday party team lunches etc.)
• On-site Health & Wellness programs (fitness challenges outdoor bootcamp flu-shots etc.)

About Picarro:

We are the worlds leader in timely trusted and actionable data using enhanced optical spectroscopy. Our solutions are used in a wide variety of applications including natural gas leak detection ethylene oxide emissions monitoring semiconductor fabrication pharmaceutical petrochemical atmospheric science air quality greenhouse gas measurements food safety hydrology ecology and more. Our software and hardware are designed and manufactured in Santa Clara California and are used in over 90 countries worldwide based on over 65 patents related to cavity ring-down spectroscopy (CRDS) technology and are unparalleled in their precision ease of use and reliability.

At Picarro we are committed to fostering a diverse and inclusive workplace. All qualified applicants will receive consideration for employment without regard to race sex color religion national origin protected veteran status gender identity sexual orientation or disability. Posted positions are not open to third-party recruiters/agencies and unsolicited resume submissions will be considered free referrals.

At Picarro we strive to ensure that all individuals regardless of their abilities have equal opportunities. If you are an individual with a disability and require reasonable accommodation to complete any part of the application process or are limited in the ability or unable to access or use this online application process and need an alternative method for applying please contact Picarro Inc. atfor assistance.

No Agencies please Principals only need to apply.