Client Executive Sales, Environmental Solutions Business

Client Executive Sales, Environmental Solutions Business

Picarro is a global leader in environmental and industrial monitoring, delivering trusted, actionable data through cutting-edge technology based on our proprietary Cavity Ring-Down Spectroscopy (CRDS), agile software stack, and advanced analytics powered by AI to provide unparalleled precision and insights. We are at the forefront of leading data-driven network intelligence, creating disruption and transformation in industries worldwide, supported by an industry leading team of experts delivering an all-encompassing services & support offering.

Position Overview:
Picarro is seeking a highly motivated, results-driven Client Executive to drive strategic selling of our environmental systems, with a specific focus on Ethylene Oxide (EtO) monitoring and Industrial Monitoring solutions. This role combines complex sales, account management, business development, and deep technical knowledge to drive growth in the fast-growing and highly regulated EtO market (medical sterilization, warehousing and transport). The Client Executive will also play a key role in expanding Picarro’s broader product portfolio within the Network Intelligence Trusted Data area, which includes environmental monitoring for regulatory compliance (CEMS), workplace safety, and fence-line emissions detection. Experience with Advanced Mobile Leak Detection (AMLD) technologies in the gas utilities sector is desirable.

The ideal candidate will bring a balance of technical sales expertise, relationship building, and a strong understanding of industrial monitoring applications. A proven track record in navigating long sales cycles in highly regulated industries, such as medical or petrochemical, is key to success in this role.

Key Responsibilities:

• Sales Execution: Position Picarro’s unique value proposition to generate customer interest and drive business development in the Americas. Collaborate with program and field technical teams to achieve revenue goals and ensure successful sales execution.
• Prospecting & Proposals: Lead prospecting efforts and engage directly with customers to drive sales success. Work closely with the technical team to prepare proposals and commercial offers, ensuring the solutions are clearly presented and aligned with customer needs.
• Market & Customer Engagement: Focus on high-value customer relationships in the EtO monitoring and industrial sectors. Develop strategies to meet customer needs in compliance with EPA test methods, performance specifications (PS), and Clean Air Act (CAA) regulations.
• Sales Forecasting & Reporting: Deliver detailed, accurate sales forecasts. Monitor market trends, competitor activity, and customer feedback to inform leadership, marketing, and engineering teams.
• Product Strategy & Roadmap: Work closely with product leaders to define and execute the product roadmap, ensuring alignment with customer needs and market trends.
• Customer Satisfaction & Strategic Growth: Manage key customer relationships, lead complex sales cycles, and drive the adoption of Picarro’s hybrid solutions (hardware and software) to meet customer requirements. Ensure a high level of customer satisfaction and long-term partnership growth.
• Travel: Engage in regular travel (50%+), including customer meetings, site visits, trade shows, and conferences to expand the business footprint and foster relationships with strategic partners.

 

Qualifications & Experience:

• Educational Background: Bachelor’s degree (BA/BS) required; MBA preferred.
• Sales: At least 10 years of technical sales experience with a proven ability to position complex solutions in a competitive marketplace. 
• Industry Expertise: Experience in industrial and environmental monitoring, regulatory compliance, and instrumentation. Familiarity with EtO monitoring applications, CEMS, Workplace monitoring, or other regulatory compliance tools is highly desirable.
• Technical Proficiency: Strong technical understanding of environmental and industrial monitoring systems, emissions testing, or similar solutions. Familiarity with cavity ring-down spectroscopy (CRDS) or other optical sensor technologies is a plus.
• Consultative Selling: Exceptional consultative sales skills with the ability to understand complex customer requirements and deliver tailored solutions. Proven track record of success in selling to large enterprise customers with long sales cycles.
• Sales Tools & CRM Expertise: Strong knowled