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 disabilityassistance@picarro.com for assistance.

Director, Product Marketing – Industrial Solutions

Location: Santa Clara, CA or US-Remote

About Picarro

Picarro is a global leader in high-precision gas analyzers and monitoring solutions that help organizations measure, monitor, and mitigate emissions with unmatched accuracy. Our solutions serve critical applications including Continuous Emissions Monitoring Systems (CEMS), workplace environmental safety, fenceline monitoring, and leak detection—empowering industries to meet regulatory requirements, improve operational performance, and protect the environment.

Position Summary

We are seeking a Director, Product Marketing  – Industrial Solutions to lead the go-to-market strategy, positioning, and sales enablement for our industrial product portfolio. This is a highly visible, cross-functional role that bridges product management, engineering, marketing, and sales to ensure successful launches and market adoption.

Key Responsibilities

• Develop Go-to-Market Strategies for CEMS, workplace monitoring, fenceline monitoring, and leak detection solutions.
• Create positioning and messaging that clearly communicate value and differentiate Picarro in the market.
• Lead Product Launches, including planning, collateral creation, training, and execution.
• Enable Sales Teams with competitive insights, product guides, presentations, and objection-handling tools.
• Gather Market Intelligence through research, competitive analysis, and customer engagement to influence product roadmaps.
• Collaborate Cross-Functionally with product management, engineering, regulatory, and marketing teams.
• Track Performance Metrics to measure adoption, refine campaigns, and report on business impact.

Qualifications

• 6-9 years in product marketing, product management, or a related field with a focus on industrial technologies or environmental solutions.
• Strong domain knowledge of CEMS, fenceline monitoring, leak detection, and workplace environmental compliance (or adjacent markets).
• Familiarity with emissions monitoring standards and global regulatory requirements.
• Proven ability to translate technical concepts into compelling messaging and content.
• Excellent communication, presentation, and collaboration skills.
• Experience launching products and driving measurable market adoption in regulated industries.

Why Join Us

• Opportunity to impact the future of industrial emissions monitoring and workplace safety.
• Collaborative, mission-driven culture that values innovation and results.
• Competitive salary, bonus, equity, and comprehensive benefits.
• Flexible hybrid work environment with HQ in Santa Clara, CA.

Salary & Benefits:

The base salary range for this full-time position is $150k-$190k,  plus bonus and equity.  All salaries are commensurate with experience, qualifications, and location.

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
• Flexible Vacation Policy 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:

We are the global leader in delivering timely, trusted, and actionable data through enhanced optical spectroscopy. Our solutions serve diverse applications, including natural gas leak detection, ethylene oxide emissions monitoring, semiconductor fabrication, pharmaceutical, petrochemical, atmospheric science, air quality, greenhouse gas measurements, food safety, hydrology, and ecology. Headquartered in Santa Clara, California, our products are trusted in over 90 countries and supported by over 65 patents related to cavity ring-down spectroscopy (CRDS) technology.

Picarro, Inc. is an Equal Opportunity Employer committed to creating a diverse workforce.

TITLE: Technical Solution Lead – Oil, Gas and Chemicals

LOCATION: In-Office (Santa Clara, CA)

WHO WE ARE LOOKING FOR:

You are an outside-the-box thinker who thrives on executing and developing playbooks for market engagement in continuous emissions monitoring, compliance, and prevention at an industrial scale. You are writing the next chapter of emissions digitalization with us.

You will carry end-to-end technical solution accountability: requirements articulation, use case development, testing, and release. You'll be the connective tissue between what customers need, what our development teams build, and what gets validated and deployed in the field. When design assumptions meet operational reality, you resolve it. When a customer workflow exposes a gap, you define what comes next.

This requires genuine fluency across hardware, software, and cloud, because holding the full solution together demands it. You are passionate about acquiring and developing contextual business understanding, and you naturally go beyond technical requirements. You are also keenly interested in and demonstrating capability in accelerating productivity and quality by using AI tooling – this is a natural intuition for you, and it energizes you.

 You're joining Picarro at a defining moment. We are taking the architecture, workflows, and data standards that will shape emissions operations for the next decade to market right now. The person in this role won't just grow with that journey — they'll be critical in determining where it goes.

 If that sounds like the work you've been looking for, we want to talk.

DUTIES:

The Technical Solution Lead – Oil, Gas & Chemicals is responsible for ensuring that Picarro’s solutions are built right—end‑to‑end—across hardware, software, data, and workflows. This role owns execution quality and technical integrity of product releases, translating product intent into reliable, scalable, and deployable solutions. Success is measured by on‑time releases, solution quality, and commercial readiness.

DUTIES INCLUDE:

• Responsible for feature development, feature release, schedule adherence, and commercial readiness for end‑to‑end assigned solutions in the market segment – starting with the solution, spanning hardware, firmware, cloud, analytics, and user-facing applications.
• Coordinate with engineering team counterparts and manage sprint execution to ensure delivery aligns with roadmap priorities and release commitments.
• Own end-to-end technical and functional solution development, testing, and release to specification, meeting or exceeding quality standard expectations whilst ensuring alignment with real-world refinery and chemical plant workflows.
• Define, maintain, and validate end‑to‑end testing frameworks, including ownership of “golden datasets” and validation protocols.
• Execute sprint reviews, internal acceptance testing in coordination with engineering counterparts,
• Serve as technical authority during release readiness reviews, escalation management, and quality gating.
• Partner closely with the Product Owner to translate customer outcomes into executable technical requirements.
• Provide technical support to sales and customer-facing teams during complex deal cycles and deployments.
• Drive continuous improvement in solution robustness, scalability, and deployment efficiency.

QUALIFICATIONS:

• Bachelor’s degree in engineering, computer science, or related technical discipline.
• 7+ years of experience in technical product delivery, systems engineering, or solution architecture.
• Experience delivering integrated hardware–software solutions in industrial or regulated environments.
• Experience in AI-assisted design and development activities is a must.
• Strong understanding of Agile development and cross-functional delivery.
• Familiarity with oil & gas, refining, or chemical industry workflows strongly preferred.
• Excellent problem-solving, communication, and stakeholder coordination skills.

# EMPLOYEES SUPERVISED: None

TRAVEL REQUIREMENTS: 15% of company-paid travel, both internationally and domestically. Domestic travel is all across the nation. International travel is primarily to Canada, South America, and Europe, with future travel in the Asia Pac.

Salary & Benefits:

The base salary range for this full-time position is $165,000-$185,000. Your base salary range and title will be determined based on the location, experience, qualification, 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, flu-shots, etc.)

About Picarro:

We are the world's leader in timely, trusted, and actionable data using enhanced optical spectroscopy. Our solutions are used in a wide variety of applications, including natural gas leak detection, ethylene oxide emissions monitoring, semiconductor fabrication, pharmaceutical, petrochemical, atmospheric science, air quality, greenhouse gas measurements, food safety, hydrology, ecology, and more. Our software and hardware are designed and manufactured in Santa Clara, California, and are used in over 90 countries worldwide based on over 65 patents related to cavity ring-down spectroscopy (CRDS) technology and are unparalleled in their precision, ease of use, and reliability.

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

At Picarro, we strive to ensure that all individuals, regardless of their abilities, have equal opportunities. If you are an individual with a disability and require 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, please contact Picarro, Inc. at disabilityassistance@picarro.com for assistance. 

NO AGENCIES, Principals only.  

TITLE: UI/UX Lead – Oil, Gas, & Chemicals

TITLE OF SUPERVISOR: Product Owner, Oil, Gas & Chemicals

LOCATION: Remote or In-Office (Santa Clara, CA)

WHO WE ARE LOOKING FOR:

You are an outside‑the‑box thinker who is energized by developing and deploying the next-generation UX for continuous emissions monitoring, compliance, and prevention at an industrial scale. You help bring emissions digitalization to life in an intuitive way, which makes operational reality intuitive, whilst ensuring measurement and plant representations are trustworthy, usable, and decision‑ready.

You will carry end‑to‑end UX accountability across the solution: workflow definition, interaction models, user validation, and release‑ready design. You are the connective tissue between how customers work, how product intent is expressed, and how the Picarro engineering team implements systems at scale. When UX assumptions meet operational reality, you resolve them. When a real‑world workflow exposes ambiguity, friction, or risk, you define what clarity looks like—and drive it into the product.

This role demands systems thinking, not screen decoration. You design workflows, not pages. You translate complex data, analytics, and uncertainty into interfaces that support decisions under pressure. You embed accessibility, explainability, and trust by default, recognizing that in regulated, high‑consequence environments, UX quality is operational quality.

You operate fluently across software, data, and cloud‑based systems, understanding how UX choices reflect data models, rules engines, and integrations beneath the surface. You are deeply invested in developing a contextual understanding of business and operations, and you naturally go beyond visual or functional requirements to protect coherence, usability, and scale. You are also keenly interested in accelerating productivity and quality by using AI tooling – this is a natural intuition for you, and it energizes you.

You’re joining Picarro at a defining moment. We are taking a production‑ready set of workflows, interaction patterns, and design systems to market right now—foundations that will shape emissions operations for the next decade. The person in this role won’t just grow with that journey; they will be critical in refining, scaling, and shaping how customers experience it.

DUTIES:

The UI / UX Lead is responsible for defining and delivering user experiences that translate complex industrial data into clear, actionable operational decisions. This role ensures that workflows, visualizations, and interaction models align with refinery and chemical plant realities while intentionally challenging legacy practices. Success is measured by usability, adoption, and contribution to commercial outcomes.

DUTIES INCLUDE:

• Aligning the assigned product to leading UI/UX practices, adopting a “workflows first” principle, including mapping end‑to‑end user journeys across roles, handoffs, and exceptions.
• Build an integrated UI that reflects data models, rules engines, analytics, and integrations.
• Own end‑to‑end UX strategy and execution for assigned product lines – starting with the Fenceline Solution.
• Design operational workflows that align with real-world industrial processes and decision timelines.
• Designing for decisions, not interactions (e.g., “What action does this enable?”).
• Designing time‑series, event‑driven, and analytical interfaces (filters, thresholds, confidence, traceability)
• Translate functionality and workflows such as emissions event detection, back trajectory and root-cause analysis, and alerts into intuitive, actionable interfaces.
• Ensure seamless experiences across various modalities, e.g., desktop, mobile.
• Partner with Product Owner and Technical Solution Lead to ensure designs are feasible, scalable, and release-ready.
• Incorporate direct input from strategy and market-facing teams into UX direction.
• Define UX standards, design systems, and usability benchmarks.
• Participate in customer feedback loops and usability testing to continuously improve experience quality.

QUALIFICATIONS:

• Bachelor’s degree in design, human-computer interaction, engineering, or related field.
• 6+ years of UX/UI experience, preferably in complex B2B or industrial software.
• Experience with rapid prototyping, AI-driven design and tools like Figma is a must.
• Proven ability to design for data-heavy, operational environments.
• Experience working closely with engineering teams in Agile environments.
• Strong portfolio, demonstrating workflow design and system-level thinking.
• Motivation to challenge and modernize legacy industrial interfaces.
• Strong understanding of Agile development and cross-functional delivery.
• Familiarity with oil & gas, refining, or chemical industry workflows strongly preferred.
• Excellent problem-solving, communication, and stakeholder coordination skills.

# EMPLOYEES SUPERVISED: None

TRAVEL REQUIREMENTS: 15% of company-paid travel, both internationally and domestically. Domestic travel is all across the nation. International travel is primarily to Canada, South America, and Europe, with future travel in the Asia Pac.

Salary & Benefits:

The base salary range for this full-time position is $155,000- $170,000.  Your base salary range and title will be determined based on the location, experience, qualification, 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, flu-shots, etc.)

About Picarro:

We are the world's leader in timely, trusted, and actionable data using enhanced optical spectroscopy. Our solutions are used in a wide variety of applications, including natural gas leak detection, ethylene oxide emissions monitoring, semiconductor fabrication, pharmaceutical, petrochemical, atmospheric science, air quality, greenhouse gas measurements, food safety, hydrology, ecology, and more. Our software and hardware are designed and manufactured in Santa Clara, California, and are used in over 90 countries worldwide based on over 65 patents related to cavity ring-down spectroscopy (CRDS) technology and are unparalleled in their precision, ease of use, and reliability.

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

At Picarro, we strive to ensure that all individuals, regardless of their abilities, have equal opportunities. If you are an individual with a disability and require 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, please contact Picarro, Inc. at disabilityassistance@picarro.com for assistance. 

NO AGENCIES, Principals only need apply. 

Sales Manager – U.S. Refining (Fenceline Solutions)

ROLE TYPE:  Individual Contributor (no direct reports)

Location: Santa Clara, CA or Remote US

BACKGROUND

Picarro’s entry into the U.S. Refining market through our Fenceline Solution represents a substantial company‑level investment and a core growth priority. The Sales Manager plays a critical role in establishing Picarro’s commercial presence in this market by converting strategic customer engagement into scalable, repeatable revenue.

This role is responsible for driving bookings, building a durable pipeline, and ensuring forecast integrity within an assigned region or account set. The Sales Manager owns deal execution end‑to‑end—from initial engagement through contract signature and structured handoff to Delivery, Customer Success, and Delivery functions. Success is measured by bookings performance, pipeline quality, and forecast accuracy.

WHO WE ARE LOOKING FOR:

You thrive in the earliest, hardest part of a market — before the name recognition, before the reference list is long, before the motion is repeatable. You build those things.

You will own the commercial cycle in the U.S. Refining market: pipeline development, deal execution, pricing, contract structuring, and a disciplined handoff to delivery and customer success. You're the primary relationship owner with HSSE leaders, operations teams, and technical stakeholders throughout — which means you need genuine fluency in their world, not just the ability to present into it. Fenceline monitoring sits at the intersection of regulatory compliance, operational risk, and capital decision -making. You navigate that complexity naturally.

This role requires more than closing skills. You'll be building Picarro's commercial presence in a market where credibility is earned facility by facility, and where a single well-executed customer relationship opens the next three. You bring forecast discipline, CRM rigor, and the instinct to know when a deal is real — and the integrity to say so either way.

You're joining at a moment when the U.S. Refining market is being opened. The account relationships, sales motion, and market reputation being established right now will define Picarro's position in this space for years. The person in this role won't just execute against that opportunity — they'll shape it.

If that sounds like the challenge you've been looking for, we want to talk.

KEY RESPONSIBILITIES

• Own quota attainment through new Fenceline Solution bookings and expansions – focused in on the U.S. Refining market
• Lead complex, end‑to‑end deal execution, including qualification, solution positioning, pricing, bids, and contract structuring.
• Build and maintain a healthy, forecastable pipeline aligned with Picarro’s growth objectives in U.S. Refining.
• Serve as the primary commercial and relationship owner throughout the sales cycle with HSSE practitioners and leaders, operations and maintenance staff, and other technical stakeholders.
• Articulate Picarro’s differentiated value in precision emissions measurement, compliance assurance, and risk‑informed operations.
• Capture and communicate customer insights and “voice of the customer” to Product, Engineering, and executive leadership to inform roadmap and market strategy.
• Provide quality forecasts and sales projections through the company’s CRM and other reporting tools
• Identify opportunities for improving the company’s sales performance and efficiency
• Coordinate closely with Customer Success to ensure disciplined handoff, early adoption success, and expansion readiness.

QUALIFICATIONS

• Bachelor’s degree in business, engineering, or a related field. Master’s preferred.
• 10+ years of B2B sales experience in the oil, gas, refining, and petrochemicals sectors, preferably selling complex industrial, environmental, or technical solutions.
• Demonstrated success in complex, multi‑stakeholder solution selling with long sales cycles.
• Experience in scoping and closing $10+ million multi-year strategic contracts and engagements in the target verticals
• Strong negotiation skills, forecasting discipline, and CRM rigor.
• Experience selling into U.S. Refining environments strongly preferred.
• Ability to operate effectively in a growth environment where market entry, credibility building, and repeatability are critical.

REPORTING LINE

Reports to: Chief Commercial and Product Officer (CCPO)

ROLE TYPE

Individual Contributor (no direct reports)

TRAVEL

Up to 50% domestic travel.

WORK ARRANGEMENT

Remote eligible.

Salary & Benefits:

This role will have a 50/50 split between base salary and an individual commission plan, with an expected total compensation of $150,000 to $200,000.  Your salary will be determined by the location, experience, qualifications, skills, and level of employees in similar positions, as well as the pay of those employees.

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, flu-shots, etc.)

About Picarro:

We are the world's leader in timely, trusted, and actionable data using enhanced optical spectroscopy. Our solutions are used in a wide variety of applications, including natural gas leak detection, ethylene oxide emissions monitoring, semiconductor fabrication, pharmaceutical, petrochemical, atmospheric science, air quality, greenhouse gas measurements, food safety, hydrology, ecology, and more. Our software and hardware are designed and manufactured in Santa Clara, California, and are used in over 90 countries worldwide based on over 65 patents related to cavity ring-down spectroscopy (CRDS) technology and are unparalleled in their precision, ease of use, and reliability.

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

At Picarro, we strive to ensure that all individuals, regardless of their abilities, have equal opportunities. If you are an individual with a disability and require 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, please contact Picarro, Inc. at disabilityassistance@picarro.com for assistance. 

No Agencies please, Principals only need to apply. 

TITLE:  Sales Manager – U.S. Chemicals (Fenceline Solutions)

ROLE TYPE:  Individual Contributor (no direct reports)

Location:  Santa Clara, CA or Remote US 

BACKGROUND

Picarro’s entry into the US chemicals market through our Fenceline Solution represents a substantial company‑level investment and a core growth priority. The Sales Manager plays a critical role in establishing Picarro’s commercial presence in this market by converting strategic customer engagement into scalable, repeatable revenue.

This role is responsible for driving bookings, building a durable pipeline, and ensuring forecast integrity within an assigned region or account set. The Sales Manager owns deal execution end‑to‑end—from initial engagement through contract signature and structured handoff to Delivery, Customer Success, and Delivery functions. Success is measured by bookings performance, pipeline quality, and forecast accuracy.

WHO WE ARE LOOKING FOR:

You thrive in the earliest, hardest part of a market — before the name recognition, before the reference list is long, before the motion is repeatable. You build those things.

You will own the commercial cycle in the US Chemicals market: pipeline development, deal execution, pricing, contract structuring, and a disciplined handoff to delivery and customer success. You're the primary relationship owner with HSSE leaders, operations teams, and technical stakeholders throughout — which means you need genuine fluency in their world, not just the ability to present into it. Fenceline monitoring sits at the intersection of regulatory compliance, operational risk, and capital decision-making. You navigate that complexity naturally.

This role requires more than closing skills. You'll be building Picarro's commercial presence in a market where credibility is earned facility by facility, and where a single well-executed customer relationship opens the next three. You bring forecast discipline, CRM rigor, and the instinct to know when a deal is real — and the integrity to say so either way.

You're joining at a moment when the chemicals market is being opened. The account relationships, sales motion, and market reputation being established right now will define Picarro's position in this space for years. The person in this role won't just execute against that opportunity — they'll shape it.

If that sounds like the challenge you've been looking for, we want to talk.

KEY RESPONSIBILITIES

• Own quota attainment through new Fenceline Solution bookings and expansions – focused on the US chemicals market
• Lead complex, end‑to‑end deal execution, including qualification, solution positioning, pricing, bids, and contract structuring.
• Build and maintain a healthy, forecastable pipeline aligned with Picarro’s US chemicals growth objectives.
• Serve as the primary commercial and relationship owner throughout the sales cycle with HSSE practitioners and leaders, operations and maintenance staff, and other technical stakeholders.
• Articulate Picarro’s differentiated value in precision emissions measurement, compliance assurance, and risk‑informed operations.
• Capture and communicate customer insights and “voice of the customer” to Product, Engineering, and executive leadership to inform roadmap and market strategy.
• Provide quality forecasts and sales projections through the company’s CRM and other reporting tools
• Identify opportunities for improving the company’s sales performance and efficiency
• Coordinate closely with Customer Success to ensure disciplined handoff, early adoption success, and expansion readiness.

QUALIFICATIONS

• Bachelor’s degree in business, engineering, or a related field. Master’s preferred.
• 10+ years of B2B sales experience in the U.S. Chemicals sector, preferably selling complex industrial, environmental, or technical software-hardware combination solutions. Experience from selling into the oil, gas and refining sector is a plus.
• Demonstrated success in complex, multi‑stakeholder solution selling with complex sales cycles.
• Strong negotiation skills, forecasting discipline, and CRM rigor.
• Experience in scoping and closing $10+ million multi-year strategic contracts and engagements in the target verticals
• Experience selling into refining, petrochemical, or chemical manufacturing environments strongly preferred.
• Ability to operate effectively in a growth environment where market entry, credibility building, and repeatability are critical.

TRAVEL

Up to 50% domestic travel.

WORK ARRANGEMENT

Remote eligible.

Salary & Benefits:

This role will have a 50/50 split between base salary and an individual commission plan, with an expected total compensation of $150,000 to $200,000.  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, flu-shots, etc.)

About Picarro:

We are the world's leader in timely, trusted, and actionable data using enhanced optical spectroscopy. Our solutions are used in a wide variety of applications, including natural gas leak detection, ethylene oxide emissions monitoring, semiconductor fabrication, pharmaceutical, petrochemical, atmospheric science, air quality, greenhouse gas measurements, food safety, hydrology, ecology, and more. Our software and hardware are designed and manufactured in Santa Clara, California, and are used in over 90 countries worldwide based on over 65 patents related to cavity ring-down spectroscopy (CRDS) technology and are unparalleled in their precision, ease of use, and reliability.

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

At Picarro, we strive to ensure that all individuals, regardless of their abilities, have equal opportunities. If you are an individual with a disability and require 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, please contact Picarro, Inc. at disabilityassistance@picarro.com for assistance. 

No Agencies please, Principals only need to apply. 

Field Engineer

Travel: ≤70%

Location: Remote USA, CA or TX preferred

The Opportunity:

Picarro, Inc. has an opportunity for a Field Engineer to install, operate, and maintain air quality and continuous emissions monitoring systems (CEMS) and Workplace Monitoring Systems (WMS). This position will support Picarro’s Environmental Solutions business and may require up to 70% travel, including international. This position requires good working knowledge of gas measurement instrumentation, electronics, circuitry, data communication protocols, interfacing with programmable logic controllers (PLCs), industrial process automation, and integration with analog and digital communications, as well as the ability to work with the mechanical functionality of gas analyzers. Other duties include, but are not limited to, procedure writing, parts inventory control, installation and operation of stack sampling systems, multi-point workplace air monitoring, fenceline, and ambient air monitoring systems. Experience with continuously monitoring air emission sources and industrial process gases is desired.

You will work closely with our Project Management team but will be expected to be able to work alone on occasion once the training window has passed. An aptitude for troubleshooting equipment, systems, and data acquisition and handling software, as well as the ability to talk with clients and solve their technical problems, is desired. In addition to technical duties, there will be a requirement to assist with system assembly, performance testing, instrument calibration, repair, maintenance, and writing of environmental monitoring and quality assurance project plans.

Responsibilities:

· Conduct installations of monitoring systems, including all sample handling equipment and PLC programming

· Complete critical objectives, such as quarterly quality assurance testing and daily calibration testing of differential pressure flowmeters, ultrasonic flowmeters, and hazardous air pollutant CEMS,

· Communicate with Project Managers to define time and resource requirements for a project and coordinate these deadlines with clients and third-party firms.

· Communicate with industrial site operations personnel to identify and fix issues.

· Complete required customer safety training and comply with safety rules on customer sites.

· Conduct calibrations and validation tests for installed systems as required by an established quality assurance plan or environmental regulation.

· Maintain hardware and spare parts inventory.

· Maintain a quarterly quality assurance schedule and document the completion of all items.

· Log system downtime and emissions for trend analysis.

· Train customers on installed systems' functionality, maintenance, and operation.

· Develop system manuals, test procedures, and guidance documents as required.

· Ability to work with our software team for programming DAS and PLC to meet their specific requirements

· Help develop and update SOPs for future project work

Qualifications:

· Approximately 2+ years of experience installing and maintaining complex emissions monitoring systems or an equal amount of time working in an industrial setting in an instrumentation or electrical field.

· Experience, or the ability to familiarize oneself in environmental monitoring, safety systems, CEM, fenceline, stack testing, or similar complex industrial monitoring systems a major plus for this position.

· Experience with PLC and Modbus communication protocols

· Ability to travel approximately 70% of the time to our headquarters in Santa Clara, CA.

· The company reserves the right to require random drug testing for all applicable positions.

Preferred Qualifications:

· Bachelor’s degree, Comparable Military Experience, or Technical Degree with job experience.

· Instrumentation and Electrical Certification(s)

The base salary range for this full-time position is $90-125k  annually. Your base salary and title will be determined based on the location, experience, qualifications, skills, knowledge, level, and pay of employees in similar positions. 

• Medical, Dental, and Vision insurance 

• Flexible Spending Account (FSA) and Health Savings Account (HSA) plans 

• Life, Short-Term Disability, and Long-Term Disability Insurance 

• Flexible Vacation Policy and Paid Holidays 

• Employee Referral Program 

• 401K 

• Social events (summer picnic, holiday party, team lunches, etc.) 

• On-site Health & Wellness programs (fitness challenges, outdoor boot camp, flu shots, etc.) 

 About Picarro: 

 We are the world's leader in timely, trusted, and actionable data using enhanced optical spectroscopy. Our solutions are used in various applications, including natural gas leak detection, ethylene oxide emissions monitoring, semiconductor fabrication, pharmaceutical, petrochemical, atmospheric science, air quality, greenhouse gas measurements, food safety, hydrology, ecology, and more. Our software and hardware are designed and manufactured in Santa Clara, California. They are used in over 90 countries worldwide based on over 65 patents related to cavity ring-down spectroscopy (CRDS) technology. They are unparalleled in their precision, ease of use, and reliability. 

At Picarro, we are committed to fostering a diverse and inclusive workplace. 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. 

At Picarro, we strive to ensure that all individuals, regardless of their abilities, have equal opportunities. If you are an individual with a disability and require 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, please contact Picarro, Inc. at disabilityassistance@picarro.com for assistance.