---
title: 'Senior Business Development Manager - robotics startup at Glacier'
canonical: 'https://feeny.ai/job/senior-business-development-manager-robotics-startup-glacier-mt-or-ct-times-ypg05qejqcw5'
type: 'job'
last_seen: '2026-11-11'
---

# Senior Business Development Manager - robotics startup at Glacier

- **Company:** Glacier
- **Location:** Mt Or Ct Times
- **Employment:** full-time
- **Work type:** remote
- **Posted:** 2026-11-10
- **Last confirmed live:** 2026-11-11
- **Apply:** https://jobs.ashbyhq.com/glacier/0d8170c8-062b-460c-8531-ca2dd434fb06

## Job description

We're currently focused on candidates based in the Midwest, Central, and Southwest regions of the US. 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, TechCrunch, Fortune, and CBS.

We're looking for a relationship-driven, business-minded operator to join our sales team as a Senior Business Development Manager.

## The role

We sell consultatively, not transactionally. Our customers run recycling facilities with real operational constraints, and buying a robot is a technical decision as much as a commercial one. The work is understanding how a plant actually runs, scoping what Glacier can do inside it, and building the case with the people who have to live with the result.

We're looking for someone who has sold that way at a startup, who asks better questions than most, and who moves fast. You'd join two other sellers on a team that's still writing its playbook, reporting to our VP of Sales. Up to 50% travel, currently domestic.

## What you'll do

- Own accounts end-to-end, from first conversation through signed contract
- Run technical discovery with plant operators and engineers, and scope what a deployment actually looks like at their facility
- Build the business case with the customer rather than pitching at them, including the trade-offs
- Develop proposals, presentations, and demos that address real objections, not generic ones
- Bring customer reality back into our engineering roadmap as a core input
- Work with our VP of Sales to shape how we go to market, and leave the process better than you found it
- Find your own way in: grants, conferences, industry news, whoever will take the meeting

## What you bring

- 2+ years selling at an early-stage startup (under 50 people). This is the requirement we’re least flexible on, because the pace and the ambiguity are the job
- A business development orientation. You’ve built relationships and opened doors, not just worked inbound
- Technical inclination. You can hold your own on how a system works, and you’re the kind of person who asks how something is built before you try to sell it
- Demonstrated ownership of an outcome. A deal, a partnership, a territory. Something that was yours to win or lose
- 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
- Comfort with budgeting, cost estimating, legal review, and contracting
- Willingness to travel up to 50%

What traits will make you successful in this role:

- You consult rather than sell. You uncover what someone actually needs and tell them the truth about trade-offs
- You have real urgency. Deals move because you moved them, not because the customer got around to it
- You get curious about the machine. Our product is a robot in a loud, dirty building, and the people who do well here want to understand it
- You’re comfortable with no playbook and build one as you go
- You own the outcome, not the activity

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

- [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
- [System Engineer, Fleet Support - Fully Remote USD - South America](https://feeny.ai/job/system-engineer-fleet-support-fully-remote-usd-south-america-glacier-latin-pgwww57zvn6f) — Latin America
- [Director of Computer Vision](https://feeny.ai/job/director-of-computer-vision-glacier-san-francisco-k817gw93fms7) — San Francisco, CA
- [Director of Hardware Engineering](https://feeny.ai/job/director-of-hardware-engineering-glacier-san-francisco-0c0a3v5qhm86) — San Francisco, CA