Job description

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. KEY 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. QUALIFICATIONS 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. HSSE, HSE, regulatory, or compliance experience is beneficial but not required; candidates with the right commercial, technical, and market-development capabilities can quickly learn the industry-specific context. 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: 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.

Requirements

Must-haves

Sales Manager – U.S. Refining (Fenceline Solutions)
ROLE TYPE: I ndividual Contributor (no direct reports)
Location: Santa Clara, CA or Remote US
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.
If that sounds like the challenge you've been looking for, we want to talk.
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.
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.
Ability to operate effectively in a growth environment where market entry, credibility building, and repeatability are critical.
HSSE, HSE, regulatory, or compliance experience is beneficial but not required; candidates with the right commercial, technical, and market-development capabilities can quickly learn the industry-specific context.
Reports to: Chief Commercial and Product Officer (CCPO)
Individual Contributor (no direct reports)

Nice-to-haves

Bachelor’s degree in business, engineering, or a related field. Master’s preferred.
Experience selling into U.S. Refining environments strongly preferred.

Application prep

Use the role’s language and application details while tailoring your materials.

Platform: greenhouse
Effort: quick

Benefits

Benefits detected in the listing.

Dental

Vision

401k

Paid Time Off

Wellness