Regional Director, Market Development

Accountabilities:: Regional Market Development Strategy: Lead the development and execution of the US market development and sales strategy, driving revenue growth, increasing product and service adoption, and strengthening market engagement. Develop multi-year strategic and revenue plans aligned with broader organizational objectives and oversee territory-specific sales strategies. Team Leadership and Development: Directly manage, coach, and develop market leads across assigned US territories. Establish clear performance expectations, sales targets, and individual development objectives while fostering an accountable, collaborative, and results-oriented team culture. Revenue Growth and Performance Management: Take ownership of regional revenue targets, sales KPIs, and commercial performance. Allocate targets across territories, establish effective sales operating rhythms, and oversee regular pipeline reviews, forecasting, performance reporting, and coaching activities. Sales Forecasting and Business Intelligence: Partner with Sales Operations to monitor pipeline health, conversion rates, forecast accuracy, and revenue performance. Provide consolidated regional updates, identify performance gaps, and recommend corrective actions to senior leadership. Strategic Customer and Executive Relationships: Build and maintain senior-level relationships with major customers, sponsors, strategic partners, and industry leaders. Support market leads in developing executive relationships, negotiating complex opportunities, and advancing high-value commercial initiatives. Market Intelligence and Business Development: Monitor customer needs, industry developments, market conditions, and emerging opportunities. Translate market insights into commercial strategies, customer engagement priorities, and recommendations for product development and optimization. Membership, Sponsorship, and Partnerships: Strengthen market presence through strategic relationships with industry associations, policymakers, sponsors, members, peer organizations, and commercial partners. Identify opportunities that support revenue generation, product adoption, and long-term organizational objectives. Industry Representation and Advocacy: Represent the organization at industry conferences, meetings, and events, including Greenbuild and other relevant regional or international gatherings. Collaborate with marketing, communications, advocacy, and policy teams to support market engagement, industry visibility, and initiatives promoting high-performance buildings and sustainable technologies. Cross-Functional Collaboration: Work closely with global market development leadership, Account Management, Client Solutions, Sales Operations, Marketing, Communications, and Product teams to ensure coordinated commercial execution and consistent customer engagement. Sales Enablement and Operational Excellence: Identify barriers to sales performance and implement improvements to commercial processes, training, sales methodologies, and tools. Promote effective CRM adoption, accurate reporting, and consistent performance management practices across the regional team. Organizational Planning and Resource Management: Review team capacity, organizational structure, and resource requirements with global leadership. Recommend adjustments, investments, and initiatives that improve team effectiveness and support sustainable growth. Commercial Governance and Decision-Making: Make commercial decisions within delegated authority, manage team priorities, and maintain accountability for regional performance. Escalate significant commercial risks, resource constraints, pricing or contractual exceptions, and strategic decisions requiring executive approval. Requirements: Bachelor's degree in Business Administration, Marketing, International Business, Finance, Sustainability, Real Estate, or a related discipline required. Master's degree in Business Administration (MBA), Business Leadership, Sustainability Management, or a related field preferred. At least 15 years of progressively responsible professional experience in B2B sales, business development, or market development, preferably within real estate, green building, sustainability, or related industries. Extensive experience leading, managing, motivating, and developing sales teams, particularly across geographically distributed territories or multiple markets. Proven track record of consistently achieving or exceeding revenue targets, pipeline objectives, and commercial growth goals through effective sales leadership. Demonstrated success developing and implementing regional sales strategies, market development plans, and long-term revenue growth initiatives. Strong experience managing strategic customer relationships, renewals, cross-selling, upselling, and complex commercial negotiations. Excellent consultative selling and negotiation skills, including the ability to engage senior executives, influence decision-makers, and coach sales professionals in complex commercial situations. Experience establishing sales targets, managing forecasts, monitoring KPIs, and holding geographically distributed teams accountable for measurable results. Demonstrated ability to lead commercial operations across multiple territories, countries, or geographic markets. Experience collaborating with global or multinational teams to achieve shared business objectives and ensure cross-functional alignment. Strong knowledge of the green building industry, sustainability, real estate, or high-performance building solutions. Previous experience in these sectors is preferred. Experience developing strategic partnerships, sponsorship opportunities, and relationships with industry associations, policymakers, and other influential stakeholders. Proficiency in Salesforce or a comparable CRM platform, including pipeline management, revenue forecasting, sales reporting, and performance tracking. Advanced experience with CRM dashboards, forecasting tools, and commercial performance analytics. Proficiency in Microsoft 365 applications, including Excel, PowerPoint, Word, Outlook, Teams, and SharePoint. Familiarity with business intelligence and reporting platforms such as Microsoft Power BI, Tableau, or comparable analytics tools. Strong leadership and people-management capabilities, with the ability to motivate, empower, develop, and retain high-performing teams. Excellent interpersonal and communication skills, including active listening, empathy, relationship building, and the ability to represent an organization effectively at executive level. Strong strategic planning, financial and commercial acumen, analytical thinking, and decision-making capabilities. Excellent organizational and time-management skills, with the ability to manage multiple strategic initiatives and competing priorities. Ability to collaborate effectively with global stakeholders across different cultures, functions, and time zones. Self-directed, adaptable, and results-oriented, with the ability to lead effectively in a remote and multi-location working environment. A genuine commitment to sustainability and the advancement of environmentally responsible practices in the built environment. LEED Green Associate or LEED AP credentials preferred. Additional professional certifications in sales leadership, strategic account management, business development, or Salesforce are considered an asset. Benefits: Annual salary: $190,000–$210,000 USD, depending on experience, qualifications, internal equity, and employment status. Final compensation will be confirmed at the offer stage. Fully remote working arrangement within the United States. Competitive compensation package. 401(k) retirement plan with employer matching contributions. Professional development reimbursement to support continuous learning and career advancement. Comprehensive healthcare coverage through Cigna, including: Medical, dental, and vision insurance. Prescription drug coverage. 100% employer-paid insurance premiums. Employer-funded Health Reimbursement Arrangement (HRA) to help cover eligible in-network medical expenses after the initial deductible. Initial medical deductible of $300 for individuals and $600 for families. Generous paid time off, including: 12 paid holidays annually. 9 paid personal sick days. 2 to 3 weeks of paid vacation, depending on career level. Full organizational closure for one week between Christmas and New Year's. Additional 6 weeks of paid renewal leave after 7 years of continuous service. Monday-to-Friday working schedule, from 9:00 AM to 5:30 PM based on the employee's local time zone. Flexibility to collaborate with global leadership and international teams across different time zones. Opportunities for domestic and international travel for customer and partner meetings, regional market development activities, and industry events. Opportunity to lead a geographically distributed team and influence regional and global commercial strategies. Purpose-driven and inclusive working environment focused on collaboration, innovation, and professional growth. Opportunity to make a meaningful contribution to global sustainability initiatives and the transformation of the built environment.