Regional Sales Director at OPAL Fuels Inc

Job description

About OPAL Fuels OPAL Fuels (Nasdaq: OPAL) is a leader in the capture and conversion of biogas into low carbon intensity renewable natural gas (RNG) and renewable electricity. We also lead the marketing and distribution of RNG to heavy duty trucking and other hard to decarbonize industrial sectors. To learn more about how OPAL Fuels is accelerating the transition to a clean energy economy by harnessing North America's naturally occurring methane, visit www.opalfuels.com. Position Summary We are hiring for a Regional Sales Director with at least 10 years of experience to drive the commercial adoption of RNG/CNG solutions, targeting the heavy-duty trucking and industrial sectors. This position will report to the VP Sales and will be remote based with frequent travel (60%). Duties and Responsibilities • Generate and cultivate new customer opportunities through strategic prospecting, networking, industry engagement, referrals, and market development activities in the heavy‑duty trucking sector to expand RNG/CNG adoption. • Build and manage trusted relationships with prospective customers that are major trucking fleets and logistics providers, to establish long-term commercial partnerships. • Grow and oversee a portfolio of RNG/CNG fueling and distribution accounts. • Partner with fleet managers, trucking companies, and industrial clients to deliver low‑carbon fuel solutions. • Identify and pursue regional opportunities for RNG/CNG infrastructure and sales. • Maintain strong customer relationships to support long-term, sustainable partnerships. • Create and execute regional sales plans to win new business and retain existing accounts. • Manage the full sales pipeline, from prospecting to closing contracts for RNG/CNG fuel and station infrastructure. • Monitor regional market trends, competitors, and regulatory changes (e.g., LCFS) to refine strategies. • Collaborate with engineering, operations, and leadership teams to design customized fueling solutions. Qualifications and Skills • 10+ years of progressive B2B field sales experience in RNG/CNG, alternative fuels, fleet, transportation, logistics, or related industries, with expertise in solution selling and identifying customer operational and financial needs. • Proven success leading complex sales pursuits from prospecting through contract execution, managing long sales cycles, building consensus among multiple stakeholders, and delivering customized solutions. • Proven experience in sales, preferably within the energy, fuel, or transportation sectors (e.g., RNG/CNG, heavy-duty trucking). • Experience developing new markets, generating leads, and building customer relationships from initial engagement through contract execution. • Demonstrated track record of consistently achieving or exceeding sales quotas, revenue targets, and business development objectives. • Strong CRM (Salesforce) experience • Ability to develop strong understanding of RNG/CNG, alternative fuels, renewable fuel, carbon credits (RINs/LCFS), or sustainability initiatives. • Strong negotiation, relationship-building, and communication skills. • Ability to travel for client meetings with enterprise customers. Work Hours and Arrangements Remote based role, with 60% travel. This is a remote position; however, preference will be given to candidates residing in the following states: AL, FL, GA, IA, IL, IN, KS, KY, LA, MD, MI, MN, MS, NC, NE, NJ, NM, NV, NY, OH, OK, OR, PA, SC, TN, TX, UT, VA, WA, WI, WV . This is to ensure alignment with business needs, time zones, and applicable employment regulations. Physical Requirements The physical demands described are representative of those required by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. Work is performed in an office environment and requires the ability to operate standard office equipment and keyboards. Position requires substantial movements of the wrists, hands, and/or fingers as necessary. Employee is required to perform activities such as preparing and analyzing data and figures; transcribing; viewing a computer terminal, and extensive reading. Must be able to remain in a stationary position for an extended period. Job Type Full time Pay The range for this role is anticipated to be $120,000-$150,000 annually with eligibility for sales incentive program. Where a specific pay range is noted, it is a good faith estimate at the time of this posting. The actual salary offered will be based on experience, skills, qualifications, market / business considerations, and geographic location. Benefits • Health Insurance • Dental Insurance • Vision Insurance • Life Insurance • Short & Long Term Disability • 401(k) plus Matching Contributions • Tuition Assistance • Referral Bonus • Generous Paid Time Off • Ten Paid Holidays OPAL Fuels LLC is an equal opportunity employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, creed, national origin or ancestry, ethnicity, sex (including gender, pregnancy, sexual orientation, and gender identity), age, physical or mental disability, citizenship, past, current, or prospective service in the uniformed services, genetic information, or any other characteristic protected under applicable federal, state, or local law. OPAL Fuels does not accept unsolicited resumes from third-party recruiters or agencies without a current signed agreement and written confirmation specifying the roles for which submissions are authorized. Any resumes submitted without an agreement and authorization will be considered the property of OPAL Fuels.

Requirements

Must-haves

Duties and Responsibilities
Generate and cultivate new customer opportunities through strategic prospecting, networking, industry engagement, referrals, and market development activities in the heavy‑duty trucking sector to expand RNG/CNG adoption.
Build and manage trusted relationships with prospective customers that are major trucking fleets and logistics providers, to establish long-term commercial partnerships.
Grow and oversee a portfolio of RNG/CNG fueling and distribution accounts.
Partner with fleet managers, trucking companies, and industrial clients to deliver low‑carbon fuel solutions.
Identify and pursue regional opportunities for RNG/CNG infrastructure and sales.
Maintain strong customer relationships to support long-term, sustainable partnerships.
Create and execute regional sales plans to win new business and retain existing accounts.
Manage the full sales pipeline, from prospecting to closing contracts for RNG/CNG fuel and station infrastructure.
Monitor regional market trends, competitors, and regulatory changes (e.g., LCFS) to refine strategies.
Collaborate with engineering, operations, and leadership teams to design customized fueling solutions.
Qualifications and Skills
Proven success leading complex sales pursuits from prospecting through contract execution, managing long sales cycles, building consensus among multiple stakeholders, and delivering customized solutions.
Proven experience in sales, preferably within the energy, fuel, or transportation sectors (e.g., RNG/CNG, heavy-duty trucking).
Experience developing new markets, generating leads, and building customer relationships from initial engagement through contract execution.
Demonstrated track record of consistently achieving or exceeding sales quotas, revenue targets, and business development objectives.
Strong CRM (Salesforce) experience
Ability to develop strong understanding of RNG/CNG, alternative fuels, renewable fuel, carbon credits (RINs/LCFS), or sustainability initiatives.
Strong negotiation, relationship-building, and communication skills.
Ability to travel for client meetings with enterprise customers.
Work Hours and Arrangements
Physical Requirements

Nice-to-haves

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Benefits

Benefits detected in the listing.

Health Insurance

Dental

Vision

401(K)

Paid Time Off