Regional Director, Market Development

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 distributed or multi-market work environment.
• Demonstrated success leading sales teams that consistently achieve or exceed revenue, pipeline, and commercial growth objectives.
• Proven track record of developing and implementing market development and sales strategies that improve sales effectiveness, build pipeline, and deliver sustainable revenue growth.
• Extensive experience managing strategic customer relationships, renewals, cross-selling, upselling, and complex commercial opportunities.
• Strong negotiation and consultative selling experience, including the ability to engage senior executives and decision-makers and coach sales professionals in these capabilities.
• Demonstrated experience leading sales or market development teams across multiple territories, countries, or geographic markets.
• Experience establishing sales targets, managing commercial forecasts, and holding distributed sales teams accountable for measurable performance outcomes.
• Experience collaborating with global or multinational commercial teams to support cross-functional alignment and shared business objectives.
• Knowledge and experience in the green building industry.
• Experience in real estate, sustainability, high-performance buildings, or related professional services (preferred).
• Demonstrated commitment to advancing green building market transformation and increasing the adoption of sustainable building practices (preferred).
• Experience developing strategic partnerships, sponsorships, and relationships with industry associations or policymakers.

Education

• Bachelor's degree in business administration, marketing, international business, finance, sustainability, real estate, or a related field required.
• Master's degree in business administration (mba), business leadership, sustainability management, or a related discipline preferred.

Technology/System(s)

• Proficiency with salesforce or a comparable CRM platform, including using data to manage pipeline, forecast revenue, and drive team performance.
• Advanced proficiency with CRM reporting, sales pipeline dashboards, forecasting tools, and commercial performance analytics.
• Proficiency with Microsoft 365 applications, including Excel, PowerPoint, Word, Outlook, Teams, and SharePoint, or comparable business productivity and collaboration platforms.
• Experience using sales reporting and business intelligence tools, such as Microsoft Power BI, Tableau, or comparable analytics platforms, to monitor performance and support commercial decision-making.
• Experience using digital collaboration, virtual meeting, and performance management tools to lead and develop geographically distributed teams.

Skills

• Strong leadership and people-management skills, including the ability to motivate, develop, and hold high-performing sales teams accountable for results.
• Excellent interpersonal skills, including empathy, active listening, respect for others, and the ability to build effective working relationships.
• Strong strategic planning, negotiation, consultative selling, and executive relationship management skills.
• Excellent written and verbal communication skills, including the ability to represent the organization effectively with senior stakeholders.
• Strong analytical, problem-solving, and decision-making skills.
• Demonstrated ability to manage multiple initiatives, competing priorities, and deadlines while delivering expected outcomes.
• Self-directed, detail-oriented, organized, and capable of working effectively in a distributed or multi-location leadership environment.
• Ability to lead and develop sales teams across assigned geographic markets while maintaining consistent performance expectations and team engagement.
• Strong financial and commercial acumen, including the ability to evaluate revenue performance, pipeline health, forecast accuracy, and resource priorities.
• Ability to collaborate effectively with global stakeholders across different cultures, organizational functions, and time zones.
• Commitment to the missions of USGBC and GBCI and an interest in advancing sustainability in the built environment.

Certifications

• LEED Green Associate or LEED AP credential preferred.
• Relevant professional certifications in sales leadership, strategic account management, business development, or salesforce are preferred

ABOUT OUR TOTAL REWARDS PACKAGE

Salary

Final compensation and benefits will be confirmed at the time of offer and may vary based on factors such as internal equity, relevant experience, qualifications, and employment status. Please note that salary negotiations will not extend beyond the top of the internal salary range.

Benefits

We offer you:

• Competitive compensation
• 401(k) with employer matching
• Professional development reimbursement
• We offer a healthcare plan through Cigna that includes medical, dental, vision, and prescription drugs. USGBC covers 100% of the premiums and an HRA that will assist you and your dependents in reaching the in-network medical deductible. You will only be responsible for the $300 individual / $600 family up front deductible for medical services before the employer funded HRA will process payments for your in-network claims
• Generous paid time off (12 paid holidays, 9 paid personal sick days and based on career level either 2 to 3 weeks PTO), including operations closed for a full week between Christmas and New Year’s
• 6 weeks paid renewal leave after 7 years of continuous service

LOGISTICS

Location:This position is remote in the U.S.

Work Schedule:Monday to Friday, 9:00 AM to 5:30 PM in candidate time zone. Flexibility to collaborate with global leadership and cross-functional teams across international time zones may be required.

Travel:Domestic or international travel, including customer and partner meetings, regional market development activities, and relevant organizational events, as business needs require.

EEO STATEMENT

The U.S. Green Building Council is an Equal Opportunity Employer. We celebrate diversity and are committed to creating an inclusive environment for all employees. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, pregnancy, national origin, age, sexual orientation, gender identity or expression, disability status, protected veteran status, or any other characteristic protected by law.

ABOUT US

U.S. Green Building Council (USGBC)is a mission-driven nonprofit dedicated to accelerating and scaling the transformation of the built environment. Through LEED—the world’s most widely used green building rating system— and initiatives likes Greenbuild, the Center for Green Schools and advocacy, USGBC empowers professionals to drive market transformation that advances human and environmental health, climate resilience, and equity.

Green Business Certification Inc. (GBCI)is the world’s leading sustainability and health certification and credentialing body, independently recognizing excellence in performance. GBCI administers project certifications and professional credentials and certificates includingLEED,PERFORM,SITES, andTRUE Zero Waste.

We are proud to be globally recognized for our leadership in green building, environmental performance, and sustainable development.

Our Global Impact

• Over 120,000 LEED-certified commercial projects worldwide
• Millions of square feetof certified healthy, efficient, low-carbon space
• Recognition in 180+ countries for innovation in green building and business practices

Why Join Us?

At USGBC and GBCI, you’ll work alongside passionate, mission-aligned professionals who care deeply about people, the planet, and progress. We offer:

• A purpose-driven, inclusive culture
• Opportunities to grow your career and take ownership of meaningful work
• A chance to make a measurable impact on global sustainability efforts
• We’re seeking team members who thrive in collaborative environments, are committed to excellence, and want to build lasting partnerships that drive change in the built environment.

Meet Our Leaders and Learn More about our Mission:

• U.S. Green Building Council Leaders

• Green Business Certification Inc Leaders

Culture and Values Statement

Working together, each of us advances our mission by respecting all voices, trusting and supporting one another, excelling through collaboration and accountability, and continuously improving ourselves and our organization.

Originally posted on Himalayas