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

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.

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.

in scoping and closing $10+ million multi-year strategic contracts and engagements in the target verticals Strong negotiation skills, forecasting discipline, and CRM rigor.

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 $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.) About Picarro: We are the world's 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. at disabilityassistance@picarro.com for assistance. No Agencies please, Principals only need to apply.