Director, Business Development

Job Title: Director of Business Development, Industrial Solutions

Location: Santa Clara, CA

Position Summary

In this role, you will drive new customer engagements, strategic partnerships, and revenue growth within industrial markets (refining, chemicals, medical device sterilization, power generation, industrial manufacturing, etc.). You will manage the entire business development lifecycle—from identifying key prospects and leading individual sales engagements to overseeing new application deployments alongside cross-functional teams. Collaboration with Product, Marketing, Engineering, and Sales is key to ensure our solutions meet evolving market and customer demands.

Key Responsibilities

Business Development & Sales Leadership

• Identify and pursue high-value customers, alliances, and integrators, leading direct sales engagements with senior stakeholders.
• Shape go-to-market strategies for expanding Picarro’s Industrial Solutions portfolio.

New Application Client Program Management

• Manage the deployment lifecycle for new customer programs—scoping solutions, coordinating implementation, and ensuring successful rollout.
• Partner with internal teams (Applications Engineering, Product, etc.) to tailor solutions and address specific industry pain points.

Market & Competitive Insight

• Track industry trends, regulations, and competitor activities to refine product positioning.
• Recommend strategic pivots and new solution opportunities to leadership based on market feedback.

Cross-functional Collaboration

• Work closely with Product Management, Marketing, and Engineering to align solution features, launch plans, and promotional activities.
• Foster strong internal and external relationships, serving as a key voice for industrial customer requirements.
• Recruit, mentor, and guide a high-performing team members for Picarro’s industrial solutions business.
• Establish clear metrics and performance goals, ensuring accountability and success.

Qualifications

• Education: Bachelor’s in Engineering, Environmental Science, Business, or related field. Advanced degree (MBA, MS) is a plus.

Experience:

• 10+ years (Director) / 12+ years (Sr. Director) in business development, sales, or partnerships, ideally in industrial or environmental solutions.
• Strong track record of closing complex deals and driving revenue growth.
• Familiarity with environmental regulations, CEMS, fenceline, leak detection, or workplace safety technologies is preferred.

Skills:

• Excellent communication, negotiation, and program management abilities.
• Ability to work cross-functionally and influence at all levels.
• Willingness to travel as required up to 75%.

Our total compensation packages includes base salary, bonus eligibility, and equity.