Midwest Market Lead

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US MTD Full-Time Remote, US

Salary Range: $ To $ Annually

HOW YOU’LL MAKE AN IMPACT

As the Market Lead for Midwest, you'll have the opportunity to advance USGBC and GBCI's mission by increasing the adoption of green building products, services, and solutions while delivering measurable revenue growth.

The Market Lead is a revenue-generating sales role accountable for meeting or exceeding annual sales and revenue targets within a defined territory. You'll develop and execute territory-specific sales strategies, business development plans, and commercial activities to expand USGBC membership, LEED registrations and certifications, and other USGBC/GBCI products and services.

You'll work independently to build and manage a qualified sales pipeline, develop strategic relationships, negotiate and close new business, and achieve assigned revenue and product performance targets.

This position is responsible for one defined territory or market within the U.S. region. Commercial accountability, customer engagement, and sales execution will focus on that assigned territory, while collaborating with regional and global support teams as needed.

You'll represent USGBC and GBCI within your assigned market, cultivate relationships with members, customers, prospective buyers, and industry stakeholders, and convert those relationships into increased product adoption and revenue growth.

You'll lead business development across priority sectors and geographic areas within your territory, promoting USGBC/GBCI offerings such as membership, sponsorship, education, professional credentials, performance verification, project registration, and certification.

You'll also adapt approved marketing campaigns to local market conditions, strengthen strategic relationships, represent the organization at industry events, and contribute market insights and content that highlight sustainability leadership.

You will report to the regional director for U.S. Market Development and work closely with sales operations, customer account management, channel partner account management, client solutions, marketing and communications, and product teams to support effective commercial execution.

This role is ideal for a self-starter who thrives in an externally facing, growth-oriented environment and is motivated by purpose, performance, and measurable results.

Key Responsibilities

• Territory Sales Strategy and Revenue Growth: Develop and execute a go-to-market plan for the Midwest market aligned with regional commercial priorities and organizational objectives. Drive annual sales and revenue targets for USGBC/GBCI products and services, including membership, sponsorship, professional credentials, project registrations, certifications, and other approved offerings. Identify priority customer segments, market opportunities, and commercial activities that support sustainable revenue growth within the assigned territory.
• Business Development and Pipeline Management: Build and manage a qualified sales pipeline by sourcing, qualifying, advancing, and closing leads, prospects, and commercial opportunities through direct outreach, targeted campaigns, and approved partner channels. Develop prospect lists and activation plans by market and sector. Maintain accurate pipeline, opportunity, and forecast information in Salesforce. Take direct ownership of assigned new-business opportunities from initial engagement through commercial close, in accordance with approved sales processes.
• Sales Execution, Negotiation, and Revenue Attainment: Negotiate and close new business, including memberships, sponsor ships, and multi-product agreements, to meet assigned quarterly and annual sales targets. Apply consultative selling techniques to understand customer needs, position appropriate USGBC/GBCI offerings, and develop commercially viable solutions. Manage commercial opportunities within approved pricing, contracting, and decision-making authority, escalating exceptions to the regional director or other authorized stakeholders.
• Customer Relationships and Account Development: Develop and maintain relationships with prospective customers, existing customers, members, senior executives, and other key stakeholders. Identify opportunities for product adoption, account growth, and continued engagement. Coordinate renewals, retention,…