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HOW YOU’LL MAKE AN IMPACT
As the Regional Director, U.S. Market Development, you'll have the opportunity to make a meaningful impact by advancing USGBC and GBCI's mission through increased adoption of green building products, services, and solutions across the United States.
You'll serve as a proven sales leader responsible for developing and executing the market development and sales strategy for your assigned region, driving revenue growth, strengthening strategic customer and partner relationships, and leading a high-performing team of market leads.
You will provide direct leadership and oversight to the market leads assigned to the U.S. market, establishing clear performance expectations, coaching and developing team members, and ensuring consistent execution of sales and market development priorities across assigned countries and territories.
You'll be accountable for revenue attainment and growth within your assigned region, setting clear commercial priorities, strengthening sales execution, and opening doors with strategic customers, sponsors, partners, and industry leaders.
While your direct commercial and people-management responsibilities will focus on your assigned region, you will collaborate with global market development leadership and cross-functional teams across all regions to support consistent commercial practices, knowledge sharing, and organizational priorities.
You'll report to the Global Head of Market Development and work closely with Sales Operations, Account Management, Client Solutions, Marketing and Communications, Product, and other organizational teams to support sustained revenue growth and product adoption.
You'll also lead the development of a multi-year strategic and revenue plan for the U.S. market in collaboration with the Global Head of Market Development and other relevant organizational leaders.
Key Responsibilities
Regional Market Development Strategy and Revenue Growth: Lead the planning, development, and execution of the market development and sales strategy for the U.S. market to increase revenue, expand adoption of USGBC/GBCI products and services, and strengthen market engagement. Develop a multi-year strategic and revenue plan aligned with organizational objectives. Oversee the development and execution of territory-specific sales plans across assigned countries and markets, ensuring consistent commercial priorities while addressing regional market conditions and opportunities.
Market Lead Team Leadership and Performance Management: Provide direct leadership, supervision, coaching, and performance management to all market leads assigned to the U.S. market. Establish clear priorities, performance expectations, sales targets, and individual development objectives. Attract, develop, motivate, empower, and retain a high-performing team while strengthening sales, communication, and leadership capabilities. Foster a collaborative, accountable, and results-oriented team environment across assigned geographic locations.
Sales Targets, Pipeline Management, and Forecasting: Own revenue and sales targets for the U.S. market and team KPIs, allocate approved targets across assigned territories, and remain accountable for meeting or exceeding established goals. Establish a disciplined sales operating rhythm, including pipeline reviews, forecasting, performance reporting, and regular coaching discussions. Partner with Sales Operations to monitor pipeline health, conversion rates, forecast accuracy, and revenue outcomes. Provide consolidated regional sales performance updates and actionable recommendations to the global head of market development and relevant organizational leadership.
Strategic Customer Relationships and Commercial Opportunities: Build and leverage senior-level relationships with strategic customers, major sponsors, partners, and industry leaders to advance commercial opportunities. Support Market Leads in developing executive relationships, negotiating significant opportunities, and progressing complex sales within approved commercial authority. Provide executive-level support for high-value, multi-territory, or strategic commercial opportunities while maintaining clear account ownership and coordination with customer account management and client solutions.
Market Intelligence and Customer Engagement: Maintain a strong understanding of customer needs, market conditions, industry priorities, and emerging opportunities through engagement with existing and prospective customers, partners, and other stakeholders. Translate market intelligence into commercial priorities, customer engagement strategies, and recommendations for product development and optimization. Share relevant regional market insights with global leadership and cross-functional teams to support organizational planning and informed decision-making.
Membership, Sponsorship, and Strategic Partnerships: Strengthen USGBC's presence, influence, and commercial engagement across the U.S. market by developing relationships with industry leaders, policymakers, peer organizations, sponsors, members, and strategic partners. Identify mutually beneficial opportunities that support organizational objectives, product adoption, and revenue growth. Coordinate with channel partner account management and other relevant teams to ensure consistent partner engagement and clear commercial responsibilities.
Marketing, Advocacy, and Industry Representation: Represent USGBC and GBCI at relevant industry meetings, conferences, and events, including Greenbuild and other relevant global, regional, or local events. Contribute market insights and relevant content to Marketing and Communications initiatives that support pipeline generation and revenue growth. Collaborate with Advocacy and Policy teams on engagement with relevant government agencies, regulatory bodies, and policymakers within the U.S. regarding supportive policies, access to capital, high-performance buildings, and sustainability technologies. Serve as a senior representative of market development in approved external engagements and strategic industry relationships.
Sales Enablement, Operational Effectiveness, and Continuous Improvement: Support sales success by identifying barriers, improving commercial processes, strengthening team capabilities, and promoting effective use of sales tools and resources. Partner with Sales Operations and Sales Enablement to implement approved training, coaching, sales methodologies, and process improvements. Review team capacity and organizational structure with the Global Head of Market Development and recommend adjustments to improve efficiency and effectiveness. Promote consistent CRM adoption, data quality, sales forecasting, and performance management practices across assigned market leads and territories.
Leadership Accountability, Decision-Making, and Escalation: Establish clear team priorities, manage performance, support commercial decisions within delegated authority, and recommend resource allocation, organizational adjustments, and strategic initiatives. Escalate significant commercial risks, resource limitations, pricing or contractual exceptions, and decisions requiring executive approval. Maintain accountability for U.S. market performance while ensuring alignment with global commercial governance, applicable local requirements, and the strategic direction established by the global head of market development.
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 15 years of progressively responsible experience in B2B sales, business development, or market development, preferably within real estate, green building, sustainability, or related industries.
Executive-level experience leading, motivating, supervising, and developing sales teams in a geographically dis