Southeast Market Lead

Market Lead For Southeast

As the Market Lead for Southeast, 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 Southeast 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, sponsorships, 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, cross-selling, lead handoffs, and customer onboarding with Customer Account Management, Sales Operations, and Client Solutions. Maintain clear responsibility for assigned new-business opportunities while coordinating existing account opportunities with the designated customer account owner.
• Market Development and Campaign Execution: Execute approved regional or global marketing and sales campaigns within the assigned territory, adapting outreach and engagement activities to local customer needs, market conditions, and priority sectors. Convert market awareness and engagement into qualified opportunities and revenue-generating product adoption. Provide market feedback to marketing, sales enablement, and product teams to support effective campaign positioning and commercial outreach.
• Strategic Partnerships and Industry Engagement: Cultivate relationships with industry associations, corporate and community partners, sustainability professionals, and other relevant stakeholders to strengthen market presence and generate commercial opportunities. Represent USGBC and GBCI at approved industry events, meetings, and conferences, supporting thought leadership and qualified lead generation. Coordinate channel partner-originated opportunities with channel partner account management to maintain clear partner and customer relationship ownership.
• Strategic Account Opportunities and Product Adoption: Develop and execute growth plans for assigned strategic opportunities, expanding engagement and revenue across relevant USGBC/GBCI products and services. Identify customer needs related to membership, certification, credentials, education, and other offerings. Collaborate with customer account management and client solutions when opportunities involve existing customers, technical product questions, or ongoing customer relationship responsibilities.
• Sales Performance, Forecasting, and Reporting: Track, monitor, and report on sales performance, including pipeline health, conversion rates, forecast accuracy, revenue outcomes, campaign effectiveness, and product adoption metrics. Maintain accurate and timely Salesforce records and participate in regular pipeline reviews and performance discussions with the Regional Director. Use sales data and market insights to identify performance gaps, prioritize opportunities, and recommend actions to improve territory results.
• Market Intelligence and Cross-Functional Collaboration: Monitor local market trends, competitive activity, customer priorities, and relevant policy developments. Share insights with the Regional Director and appropriate USGBC/GBCI teams to inform commercial strategy, product positioning, and market development initiatives. Collaborate with Sales Operations, Account Management, Client Solutions, Marketing, Product, and other relevant teams to coordinate commercial activities and improve customer engagement. Support alignment with regional and global commercial processes while maintaining primary responsibility for the assigned territory.
• Market Visibility and Organizational Representation: Contribute market stories, customer insights, and relevant content for approved USGBC/GBCI communication channels, including websites, newsletters, and social media. Highlight local sustainability leadership, successful projects, and market opportunities. Represent the organization professionally and consistently with approved messaging and organizational priorities. Perform other duties and responsibilities as assigned.

Assessment Notice

Candidates who advance in the interview process will be required to complete an assessment, more details will be provided as the time approaches.

Required Qualifications

Experience

• A minimum of 10 years of experience in B2B sales, business development, or market development, preferably within the real estate, green building, sustainability, or related industries.
• Demonstrated track record of consistently meeting or exceeding sales and revenue targets, building and managing qualified sales pipelines, and negotiating and closing commercial agreements.
• Experience developing and executing sales strategies, business development plans, and commercial outreach activities.
• Experience engaging senior executives, decision-makers, corporate stakeholders, and industry partners through consultative selling and relationship development.
• Demonstrated experience managing a defined sales territory, market, or customer segment with direct accountability for pipeline development and revenue generation.
• Experience using CRM data to manage opportunities, maintain accurate sales forecasts, and monitor commercial performance.
• Experience collaborating with cross-functional sales, account management, marketing, and product teams to support customer engagement and business development.

Education

• Bachelor's degree in business administration, marketing, international business, communications, real estate, sustainability, or a related field preferred.

Technology/System(s)

• Proficiency with Salesforce or a comparable CRM platform, including using CRM data to manage pipeline and forecast revenue.
• Proficiency with Microsoft 365 applications, including Excel, PowerPoint, Word, Outlook, and Teams, or comparable business productivity and collaboration tools.
• Experience using CRM reports, sales dashboards, and pipeline tracking tools to monitor sales activities, conversion rates, and revenue performance.
• Experience using virtual meeting, presentation, and digital collaboration platforms to engage customers and coordinate with regional and global teams.
• Familiarity with sales prospecting, lead generation, or business intelligence tools is preferred.

Skills

• Strong consultative selling, negotiation, presentation, and relationship management skills, with the ability to engage senior executives and decision-makers.
• Excellent written and verbal communication skills, including the ability to prepare materials and present to diverse audiences.
• Strong analytical, problem-solving, and decision-making skills, with a data-driven approach to commercial performance.
• Financial literacy, budgeting, and the ability to interpret sales and

U.S. Green Building Council