Director of Sales – Oil, Gas & Chemicals (Fenceline Solutions

Director of Sales – Oil, Gas & Chemicals (Fenceline Solutions)

Santa Clara

Director of Sales – Oil, Gas & Chemicals (Fenceline Solutions)

Location:

Houston, TX (Preferred) | Remote – Gulf Coast Region

Reports To:

Chief Commercial Officer

About Picarro

Picarro is a global leader in precision measurement technology, helping organizations transform how they detect, measure, and manage emissions. Our advanced analytics, laser-based sensing technology, and cloud platform enable industrial operators to identify emissions earlier, reduce operational risk, improve compliance, and achieve sustainability goals. We're expanding our commercial team to accelerate growth in the oil, gas, and chemicals market.

The Opportunity

This is a rare opportunity to help build a new market category. As Director of Sales, you will lead business development efforts for Picarro's Fenceline Solutions across North America's refining and chemical sectors. You'll be responsible for developing new customer relationships, building pipeline, and closing strategic enterprise opportunities with some of the industry's largest operators. This is a true hunter role.

Success requires someone who enjoys creating opportunities, navigating complex organizations, and partnering with customers to solve operational and environmental challenges.

What You'll Do

Develop and execute a territory strategy targeting major refining and chemical companies. Identify, qualify, and close new enterprise opportunities from prospecting through contract execution. Build trusted relationships with HSSE, Operations, Environmental, Engineering, Reliability, and executive leadership. Drive complex, consultative sales cycles involving multiple stakeholders. Deliver accurate pipeline forecasting and maintain CRM discipline. Partner closely with Product, Marketing, Technical Solutions, and Customer Success to deliver exceptional customer outcomes.

Represent Picarro at industry conferences, customer sites, and technical events. Provide market intelligence and customer feedback to influence product strategy and go-to-market initiatives.

What We're Looking For

Required Qualifications

10+ years of successful enterprise B2B sales experience. Proven track record selling complex technical solutions into the refining, petrochemical, or chemical industries. Demonstrated success in developing new business and opening strategic accounts. Experience managing long, consultative sales cycles involving multiple decision makers. Ability to engage executive leadership while maintaining credibility with plant and operational teams. Strong territory planning, forecasting, and pipeline management skills.

Willingness to travel throughout North America (approximately 40–50%).

Preferred Qualifications

Experience selling one or more of the following:
Industrial software or SaaS Environmental monitoring solutions Continuous emissions monitoring systems (CEMS) LDAR technologies Industrial automation or process controls Industrial IoT platforms Asset performance management solutions Environmental compliance technologies Knowledge of EPA environmental regulations, refinery operations, or chemical manufacturing is highly desirable but not required.

Who Will Thrive

You are: A self-starter who enjoys building something new. Comfortable creating opportunities rather than relying on inbound leads. Curious, consultative, and skilled at uncovering customer business challenges. Equally comfortable speaking with plant personnel and executive leadership. Motivated by winning strategic enterprise accounts. Collaborative and energized by working across technical and commercial teams.

Why Picarro

Joining Picarro means helping customers solve some of the industry's most important environmental and operational challenges through innovative technology. You'll be part of a collaborative, high-growth organization where your work directly influences product adoption, customer success, and company growth.

Location

This is a remote position with a strong preference for candidates based in Houston or the Gulf Coast region, where proximity to key refining and chemical customers provides a strategic advantage. Candidates located elsewhere in the U.S. with exceptional industry relationships will also be considered.

Compensation

Picarro offers a competitive compensation package that includes:
Competitive base salary Performance-based incentive compensation Equity opportunity

Salary & Benefits:

Your salary will be determined by the location, experience, qualifications, skills, knowledge, level, and pay of employees in similar positions.

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,…