Sales Manager - U.S. Refining (Fenceline Solutions)ROLE TYPE: Individual Contributor (no direct reports)
Location: Santa Clara, CA or Remote USBACKGROUNDPicarro's entry into the U.S. Refining market through our Fenceline Solution represents a substantial company-level investment and a core growth priority. The Sales Manager plays a critical role in establishing Picarro's 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 end-to-end-from 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.
KEY RESPONSIBILITIES- Own quota attainment through new Fenceline Solution bookings and expansions - focused in on the U.S. Refining market
- Lead complex, end-to-end deal execution, including qualification, solution positioning, pricing, bids, and contract structuring.
- Build and maintain a healthy, forecastable pipeline aligned with Picarro's 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 Picarro's differentiated value in precision emissions measurement, compliance assurance, and risk-informed 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 company's CRM and other reporting tools
- Identify opportunities for improving the company's sales performance and efficiency
- Coordinate closely with Customer Success to ensure disciplined handoff, early adoption success, and expansion readiness.
QUALIFICATIONS- Bachelor's degree in business, engineering, or a related field. Master's 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, multi-stakeholder 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 LINEReports to: Chief Commercial and Product Officer (CCPO)
ROLE TYPEIndividual Contributor (no direct reports)
TRAVELUp to 50% domestic travel.
WORK ARRANGEMENTRemote 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 $150,000 to $200,000. 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.)
