---
title: 'Account Executive - Climate Tech (Consulting, Banking, or Waste Management BD Background) at Glacier'
canonical: 'https://feeny.ai/job/account-executive-climate-tech-consulting-banking-or-waste-management-bd-jznn76899f5t'
type: 'job'
last_seen: '2026-09-09'
---

# Account Executive - Climate Tech (Consulting, Banking, or Waste Management BD Background) at Glacier

- **Company:** Glacier
- **Location:** East Coast OR Midwest
- **Employment:** full-time
- **Work type:** remote
- **Posted:** 2026-08-14
- **Last confirmed live:** 2026-09-09
- **Apply:** https://jobs.ashbyhq.com/glacier/62b1e142-24d9-4a1b-af06-b3b6cfb645bc

## Job description

We're currently focused on candidates based in the Central or Mountain time zones, including Illinois, Minnesota, Wisconsin, Missouri, Iowa, Kansas, Nebraska, Texas, Oklahoma, Colorado, Arizona, Utah, and Idaho.

Hey, we're Glacier! Series A startup based in San Francisco tackling one of the world's most pressing problems: trash. Did you know that in the US, we send over half of our recyclables to the landfill? We're working to fix that. In doing so, we'll also be reducing carbon emissions, energy consumption, and depletion of natural resources.

Glacier builds custom sorting robots designed to sort apart recyclables as well as AI-powered business analytics that enable recyclers to superpower their plants and improve our society's circularity. From major CPG companies like Colgate and Amazon https://www.packworld.com/sustainable-packaging/recycling/article/22953724/colgatepalmolive-amazon-glacier to municipal recycling facilities, our clients trust us to turn recycling data into actionable insights. Our technology has been recognized as one of TIME's Best Inventions https://time.com/collections/best-inventions-2025/7318523/glacier-recycling-robots/ and featured in a TIME documentary https://www.pmi.org/project-management-for-impact/sustainability-ai, TechCrunch, Fortune, and CBS.

We're looking for a relationship-driven, business-minded operator to join our founding sales team as an Account Executive.

This role is a great fit for someone coming from an intense, high-performance work environment like management consulting or investment banking, where business development or partnerships work was part of that experience, or someone with direct business development/partnerships experience in the waste management industry.

Either path, we're looking for someone genuinely obsessed with climate tech and ready to move from advising or supporting deals into owning outcomes directly. You won't be inheriting a playbook, you'll be building it alongside two other AEs. This role reports to our VP of Sales.

Why this role If you've spent your career advising others on strategy and partnerships, or driving BD relationships inside the waste management industry, and you're ready to own the outcome yourself, this is that opportunity. You'll build Glacier's sales function from the ground up, with real ownership, ambiguity, and the chance to shape how we go to market. We're not expecting you to walk in with a finished sales playbook, we're looking for someone with the judgment, relationship-building instincts, and drive to build one with us.

You will oversee our full sales cycle. Detailed responsibilities include:

- Build and nurture client relationships, serving as a trusted advisor
- Drive growth by managing full-cycle sales: prospecting, presenting, negotiation, and closing
- Develop compelling presentations, demos, and proposals that address client objectives and objections
- Develop strategic account plans to meet revenue targets
- Collaborate with marketing, product, and support teams to ensure client satisfaction and retention
- Maintain accurate pipeline data, forecast revenue, and deliver reports on performance metrics

Additionally, you will:

- Work with our VP of Sales to establish our sales strategy and growth plan
- Provide ongoing customer feedback as a core input to our engineering roadmaps

Experience requirements:

- 3+ years of direct business development or partnerships work in an intense, high-performance work environment like management consulting or investment banking, OR 3+ years in business development/partnerships specifically within the waste management industry
- Demonstrated ownership of a specific deliverable, deal, or partnership outcome, not just advisory or support work, we need to see you've owned a result, not just contributed to one
- Genuine, demonstrated commitment to climate tech or sustainability, evidenced by specific past projects, volunteer work, prior roles, or a clear personal thesis on the space, not general interest
- Experience at an early-stage startup (<50 employees), or as a founding/early team member, strongly preferred
- Knowledge of budgeting, cost estimating, legal reviews, and contractual procedures
- Proficiency with CRM tools (Salesforce, HubSpot, etc.) and pipeline management is a plus, not required

What traits will make you successful in this role:

- Strong consultative instincts, ability to uncover needs, handle objections, and guide customers through trade-offs
- Comfortable selling a complex, AI-powered product and translating technical features into customer value
- Eager to learn the recycling process and how MRFs operate, even without prior industry background
- Comfortable with ambiguity and building processes from scratch with minimal oversight
- Creative in finding new ways to engage prospects (grants, conferences, industry news)
- Ownership mentality, relentless drive to achieve results and proactively solve problems with minimal direction or supervision
- Willingness to travel and work on-site up to 50% of the time. In the near term, travel will be within the United States

Bonus points:

- Experience selling solutions in any of the following areas: Industrial automation/robotics, manufacturing, recycling/waste
- Technical understanding of robotics, manufacturing, and/or automation solutions

The OTE cash compensation range for this role is $200,000-$300,000 (40% base - 60% commission). In addition to cash compensation, Glacier also offers competitive equity compensation and benefits. The final compensation for this role will depend on many individualized factors, including job-related skills and knowledge, experience level, interview performance, and other factors.

## About Glacier

## Company Overview
- **One-liner**: Glacier builds next-generation AI-powered robots that make recycling more efficient, profitable, and circular by recovering high-value materials from waste streams.
- **Entity Type**: Private (Series A; total funding $29M)
- **Headquarters**: San Francisco, California, United States
- **Founded**: Not publicly available (co-founders began working on the concept around 2022)
- **Founders**: Rebecca Hu-Thrams and Areeb Malik

## Core Business
- **Primary industry**: Climate Technology / Recycling Robotics / Waste Management
- **Target customers**: Material Recovery Facilities (MRFs) and consumer product brands (B2B)
- **Mission or purpose**: “End waste by ensuring nothing valuable ends up in a landfill.”

## Products & Services
- **Glacier Robot**: A compact, AI-guided robotic arm that straddles conveyor belts, using a vacuum cup to pick and sort specific recyclables (plastics, film, paper, metals). It is trained on billions of real recycling images and can recognize 30+ material types. The arm can be deployed in hard-to-staff zones and helps MRFs improve yield and safety. [endwaste.io](https://endwaste.io/)
- **AI Brand Intelligence**: A real-time, item-level dashboard that gives brands visibility into exactly what packaging materials are flowing through the recycling stream, enabling them to track recovery rates and improve packaging design. [endwaste.io](https://endwaste.io/)
- **Vision-only system**: Glacier’s AI vision technology can also be deployed without the physical robot, providing material characterization and monitoring for facilities that do not yet need a picker. [geekwire.com](https://www.geekwire.com/2025/recycling-gets-smarter-ai-robots-from-amazon-backed-startup-are-sorting-waste-in-seattle/)

## Market Standing
- **Valuation/Total Funding**: $29M (as of May 2025 Series A; previously raised $4.5M seed in 2022) – [geekwire.com](https://www.geekwire.com/2025/recycling-gets-smarter-ai-robots-from-amazon-backed-startup-are-sorting-waste-in-seattle/)
- **Key Metric**: Annual revenue of approximately $3.3M (LinkedIn estimate) [linkedin.com](https://www.linkedin.com/company/endwaste)
- **Notable Investors/Partners**: Ecosystem Integrity Fund (lead, Series A), Amazon Climate Pledge Fund, New Enterprise Associates (NEA); key partner: Recology (Seattle) [geekwire.com](https://www.geekwire.com/2025/recycling-gets-smarter-ai-robots-from-amazon-backed-startup-are-sorting-waste-in-seattle/)
- **Growth Signals**: 44.4% year-over-year headcount growth (43 employees); robots deployed in California, Michigan, Arizona, Illinois, and Washington; vision-only systems in Indiana, New Jersey, Minnesota, Texas; actively developing technology for biopolyester (plant-based) plastics in partnership with Amazon; Washington State passed recycling legislation (SB 5284) expected to drive further demand. [linkedin.com](https://www.linkedin.com/company/endwaste) [geekwire.com](https://www.geekwire.com/2025/recycling-gets-smarter-ai-robots-from-amazon-backed-startup-are-sorting-waste-in-seattle/)

## Competitive Advantages
- **Proprietary AI**: Trained on billions of real-world recycling images to recognize a wide variety of materials with high accuracy (80-90% capture rate on target plastics).
- **Compact, rugged design**: Robots are smaller and built to retrofit existing conveyor lines without major facility changes.
- **Dual revenue model**: Sells both hardware/robots to MRFs and data/subscriptions (AI Brand Intelligence) to brands, creating sticky relationships on both sides.
- **Mission-driven credibility**: Strong brand alignment with circular economy goals; backed by Amazon and major climate investors.
- **Co-founder domain expertise**: Areeb Malik spent time working on the sorting line to understand real-world challenges; the company emphasizes human-machine collaboration, not replacement.

## Strategic Focus
- **Scale deployments**: Increasing robot installations across the U.S., especially in states with new extended producer responsibility (EPR) laws.
- **Innovate on new materials**: Developing sorting capabilities for plant-based biopolyesters used by Amazon Fresh and Whole Foods.
- **Deepen brand partnerships**: Expanding the AI Brand Intelligence platform to give consumer goods companies real-time circularity metrics.
- **International reach**: Already operating in 7 countries (U.S., Brazil, Argentina, Mexico, Peru, Canada, Singapore) [linkedin.com](https://www.linkedin.com/company/endwaste)

## Why Work Here
- **Impactful mission**: Employees directly contribute to reducing landfill waste and improving recycling rates.
- **Fast-growing team**: 44% headcount growth in the past year, with openings across engineering, operations, field support, and sales. [endwaste.io](https://endwaste.io/about/) [jobs.ashbyhq.com](https://jobs.ashbyhq.com/glacier)
- **Engineering culture**: Co-founders come from tech backgrounds (Malik was a senior software engineer at Facebook); employees work on cutting-edge AI, robotics, and computer vision.
- **Global and diverse team**: Workforce spans 7 countries with a mix of technical, operational, and sales roles.
- **Work location**: Headquarters in San Francisco; remote/hybrid policy not explicitly stated, but roles span multiple geographies. Most employees are in the U.S., with additional hubs in Latin America.

## Sources
1. [endwaste.io](https://endwaste.io/)
2. [endwaste.io/about/](https://endwaste.io/about/)
3. [linkedin.com/company/endwaste](https://www.linkedin.com/company/endwaste)
4. [geekwire.com](https://www.geekwire.com/2025/recycling-gets-smarter-ai-robots-from-amazon-backed-startup-are-sorting-waste-in-seattle/)
5. [jobs.ashbyhq.com/glacier](https://jobs.ashbyhq.com/glacier)

## Other roles at Glacier

- [Lead Installation Technician](https://feeny.ai/job/lead-installation-technician-glacier-san-francisco-d1venqjcjk20) — San Francisco, CA
- [Field Services Technician - Robotics startup](https://feeny.ai/job/field-services-technician-robotics-startup-glacier-east-coast-or-midwest-cyvhgy1p0rxt) — East Coast OR Midwest
- [Computer Vision DATA Engineer - Fully Remote USD - Latin America based](https://feeny.ai/job/computer-vision-data-engineer-fully-remote-usd-latin-america-based-glacier-ev3ztacy7msj) — Latin America Based