Pacific Market Lead – Business Development

U.S. Green Building Council

. Develop and execute a go-to-market plan for the Pacific market .

Posted 11/11/2026full-timeRemote • California • United StatesSenior💰 $125,000 - $145,000 per yearWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in B2B sales and business development, with a strong focus on developing and executing go-to-market strategies and managing sales pipelines. Proficient in consultative selling, negotiation, and relationship management within the real estate and sustainability sectors.

Highest-signal resume keywords

B2B Sales ExperienceSalesforce ProficiencyConsultative SellingNegotiation SkillsPipeline Management

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Sales Strategy DevelopmentCommercial Agreement NegotiationSales ForecastingMarket DevelopmentRevenue GenerationCustomer Relationship ManagementSales Pipeline ManagementData AnalysisFinancial LiteracyBudgeting Skills

Soft Skills

Strong Communication SkillsAnalytical SkillsProblem-Solving SkillsOrganizational SkillsTime-Management Skills

Tools & Technologies

SalesforceMicrosoft 365CRM PlatformsVirtual Meeting ToolsDigital Collaboration Platforms

Certifications & Qualifications

LEED Green AssociateLEED AP Credential

Industry Keywords

Real EstateGreen BuildingSustainabilityMarket OpportunitiesCommercial Activities

About the role

Key responsibilities & impact

Develop and execute a go-to-market plan for the Pacific market
Drive annual sales and revenue targets for USGBC/GBCI products and services
Identify priority customer segments, market opportunities, and commercial activities
Build and manage a qualified sales pipeline from prospecting through close
Maintain accurate pipeline, opportunity, and forecast information in Salesforce
Own assigned new-business opportunities from initial engagement through commercial close
Negotiate and close memberships, sponsorships, and multi-product agreements
Apply consultative selling to understand customer needs and develop viable solutions
Develop relationships with prospective customers, existing customers, members, executives, and stakeholders
Coordinate renewals, retention, cross-selling, lead handoffs, and customer onboarding
Execute regional or global marketing and sales campaigns within the territory
Cultivate strategic partnerships and represent USGBC/GBCI at industry events
Develop growth plans for strategic opportunities and expand product adoption
Track and report pipeline health, conversion rates, forecast accuracy, revenue, and campaign effectiveness
Participate in pipeline reviews and performance discussions with the Regional Director
Monitor market trends, competitive activity, customer priorities, and policy developments
Collaborate with Sales Operations, Account Management, Client Solutions, Marketing, Product, and other teams
Contribute market stories, customer insights, and content for websites, newsletters, and social media
Report to the Regional Director for United States Market Development
Perform other duties and responsibilities as assigned

Requirements

What you’ll need

Minimum of 10 years of experience in B2B sales, business development, or market development
Preferably experience within real estate, green building, sustainability, or related industries
Demonstrated track record of meeting or exceeding sales and revenue targets
Experience building and managing qualified sales pipelines
Experience negotiating and closing commercial agreements
Experience developing and executing sales strategies, business development plans, and commercial outreach activities
Experience engaging senior executives, decision-makers, corporate stakeholders, and industry partners
Experience managing a defined sales territory, market, or customer segment with accountability for pipeline development and revenue generation
Experience using CRM data to manage opportunities, maintain accurate sales forecasts, and monitor commercial performance
Experience collaborating with cross-functional sales, account management, marketing, and product teams
Bachelor's degree in a relevant field preferred
Proficiency with Salesforce or a comparable CRM platform
Proficiency with Microsoft 365 applications, including Excel, PowerPoint, Word, Outlook, and Teams, or comparable tools
Experience using CRM reports, sales dashboards, and pipeline tracking tools
Experience using virtual meeting, presentation, and digital collaboration platforms
Strong consultative selling, negotiation, presentation, and relationship management skills
Excellent written and verbal communication skills
Strong analytical, problem-solving, and decision-making skills
Financial literacy and budgeting skills
Strong organizational and time-management skills
Ability to work independently and manage an assigned territory
Ability to develop and maintain relationships across different industries, cultures, and professional backgrounds
Ability to align territory-specific sales activities with regional priorities
Commitment to USGBC's mission
LEED Green Associate or LEED AP credential preferred but not required
Relevant professional certifications are a plus

Benefits

Comp & perks

Competitive compensation
401(k) with employer matching
Professional development reimbursement
Healthcare plan through Cigna including medical, dental, vision, and prescription drugs
USGBC covers 100% of healthcare premiums
HRA to assist with in-network medical deductible
Generous paid time off, including 12 paid holidays, 9 paid personal sick days, and 2 to 3 weeks PTO based on career level
Operations closed for a full week between Christmas and New Year’s
6 weeks paid renewal leave after 7 years of continuous service
Purpose-driven, inclusive culture
Opportunities to grow your career and take ownership of meaningful work
Approximately 25% travel within the assigned territory