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

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.

Requirements

• 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 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:
• We offer a comprehensive benefit package including:
• Medical, Dental, and Vision insurance
• Flexible Spending Accoun

Benefits

Additional Information

Sales Manager - U.S. Refining (Fenceline Solutions) ROLE TYPE: I ndividual Contributor (no direct reports) Location: Santa Clara, CA or Remote US BACKGROUND Picarro'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. 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. You're 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. You'll be building Picarro's 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. You're 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 Picarro's position in this space for years. The person in this role won't just execute against that opportunity - they'll shape it. If that sounds like the challenge you've been looking for, we want to talk.

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