Sales Manager

Sales Manager – Industrial Solutions – Sterilizers Americas
Location: US – Flexible, with ~75% Travel (Explore, Connect, Deliver!)
Term: Full-time – Drive growth and make an impact!

Role Overview

Are you ready to drive growth and deliver impactful solutions in environmental compliance? As a Sales Manager for Industrial Solutions – Sterilizers Americas, you will operate as a high-performing individual contributor, owning your territory and revenue goals while collaborating closely with a cross-functional team.

You’ll combine technical expertise with commercial execution to expand the adoption of advanced emissions monitoring solutions that help customers meet EPA standards and navigate Clean Air Act requirements. This role is especially focused on the growing Ethylene Oxide sterilization market across medical, spice, packaging, transport, and warehousing sectors.

You’ll act as a trusted advisor to customers - leading complex, consultative sales cycles - while partnering internally with business development, product, and field teams to deliver tailored, high-impact solutions.

Role Impact & Opportunity

This role is ideal for a self-driven sales professional who thrives on ownership and accountability but understands that winning requires strong teamwork. You’ll take the lead on opportunities from prospecting through close, while leveraging internal expertise to strengthen your approach and outcomes.

Your success will come from balancing independent execution with collaborative problem-solving, ensuring customers receive both technical depth and commercial value.

Key Responsibilities

• Own and execute territory sales strategy, driving revenue growth within the sterilizer and industrial solutions market.
• Manage the full sales cycle from lead generation and technical discovery to proposal development, negotiation, and closing.
• Develop and grow key accounts while identifying new opportunities and expanding your network across the Americas.
• Lead consultative, solution-based sales engagements, translating complex technical offerings into clear customer value.
• Collaborate cross-functionally with business development, product and field teams, to deliver tailored solutions and proposals.
• Create compelling proposals and system quotes, aligning customer requirements with the PICARRO solution portfolio.
• Maintain accurate CRM records and forecasts, ensuring strong pipeline visibility and planning.
• Engage customers across multiple channels (in-person, virtual, phone) and travel extensively to build relationships and close deals.
• Meet and exceed sales targets, demonstrating consistent performance and accountability.
• Share market insights and customer feedback to support product development and strategic direction.
• Represent the company at industry events, trade shows, and conferences to generate leads and strengthen brand presence.

Requirements

• Bachelor’s degree in engineering, environmental science, chemistry, business, or related field (or equivalent experience).
• 5+ years of experience in technical industrial sales, preferably in environmental monitoring, analytical instrumentation, or regulated industries.
• Proven track record of independently managing and closing complex sales opportunities.
• Experience with sterilization, emissions monitoring, or compliance-driven markets strongly preferred.
• Familiarity with EPA, Clean Air Act, FIFRA, or NESHAP regulations is a plus.
• Willingness to travel up to 75% across the Americas, including visits to our Santa Clara, CA HQ.
• Strong ability to communicate technical concepts to diverse stakeholders.
• Demonstrated collaboration skills - ability to work effectively across teams to win business.
• CRM experience (Salesforce, HubSpot, NetSuite preferred).
• Excellent communication, presentation, and negotiation skills.
• Valid driver’s license; Spanish is a plus.

Desired Competencies

• Independent Drive: Takes full ownership of territory, pipeline, and results.
• Collaborative Mindset: Works seamlessly with internal teams to strengthen outcomes and deliver customer value.
• Technical Consultative Selling: Assess customers’ operational workflows and regulatory requirements within the sterilization industry - especially related to emissions monitoring - and deliver tailored solutions that ensure compliance while enhancing efficiency and overall performance.
• Strategic Execution: Balances long-term opportunity development with near-term results.
• Relationship Building: Establishes trust with both technical and business stakeholders.
• Adaptability & Resilience: Navigates evolving markets, long sales cycles, and shifting priorities.
• Continuous Learning: Maintains curiosity about industry trends and emerging technologies.

Benefits:

We offer a comprehensive benefits 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:

Picarro is pioneering a unique confluence of hardware, software and cloud-based computing unlike anything being done today. By manufacturing the precision instruments at the core of this technology as well as developing the algorithms that enable cogent information to be derived from the data, we are transforming how world-class scientific, industrial and regulatory compliance measurements are made, and more importantly, who makes them.

Infrared optical spectroscopy is a proven technology for delivering precise, real-time measurement of the constituents in a gas stream with high sensitivity and selectivity. Recent developments in laser technology allow for a very significant increase in the number of species that can be measured simultaneously, leading to an unprecedented increase in the amount of information that can be collected and to corresponding challenges in extracting information from the results.

All qualified applicants will receive consideration for employment without regard to race, sex, color, religion, national origin, protected veteran status, gender identity, social orientation, or disability. Posted positions are not open to third-party recruiters/agencies, and unsolicited resume submissions will be considered free referrals.

If you are an individual with a disability and require a 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, you may contact Picarro, Inc. at [email protected] for assistance.