Director of Sales – Oil, Gas & Chemicals (Fenceline Solutions)

Director of Sales – Oil, Gas & Chemicals (Fenceline Solutions)
Location: Houston, TX (Preferred) | Remote – Gulf Coast Region
Reports To: Chief Commercial Officer
About Picarro
Picarro is a global leader in precision measurement technology, helping organizations transform how they detect, measure, and manage emissions. Our advanced analytics, laser-based sensing technology, and cloud platform enable industrial operators to identify emissions earlier, reduce operational risk, improve compliance, and achieve sustainability goals.
We’re expanding our commercial team to accelerate growth in the oil, gas, and chemicals market.
The Opportunity
This is a rare opportunity to help build a new market category.
As Director of Sales, you will lead business development efforts for Picarro’s Fenceline Solutions across North America’s refining and chemical sectors. You’ll be responsible for developing new customer relationships, building pipeline, and closing strategic enterprise opportunities with some of the industry’s largest operators.
This is a true hunter role. Success requires someone who enjoys creating opportunities, navigating complex organizations, and partnering with customers to solve operational and environmental challenges.
What You’ll Do
Develop and execute a territory strategy targeting major refining and chemical companies.
Identify, qualify, and close new enterprise opportunities from prospecting through contract execution.
Build trusted relationships with HSSE, Operations, Environmental, Engineering, Reliability, and executive leadership.
Drive complex, consultative sales cycles involving multiple stakeholders.
Deliver accurate pipeline forecasting and maintain CRM discipline.
Partner closely with Product, Marketing, Technical Solutions, and Customer Success to deliver exceptional customer outcomes.
Represent Picarro at industry conferences, customer sites, and technical events.
Provide market intelligence and customer feedback to influence product strategy and go-to-market initiatives.
What We’re Looking For
Required Qualifications
10+ years of successful enterprise B2B sales experience.
Proven track record selling complex technical solutions into the refining, petrochemical, or chemical industries.
Demonstrated success in developing new business and opening strategic accounts.
Experience managing long, consultative sales cycles involving multiple decision makers.
Ability to engage executive leadership while maintaining credibility with plant and operational teams.
Strong territory planning, forecasting, and pipeline management skills.
Willingness to travel throughout North America (approximately 40–50%).
Preferred Qualifications
Experience selling one or more of the following:
Industrial software or SaaS
Environmental monitoring solutions
Continuous emissions monitoring systems (CEMS)
LDAR technologies
Industrial automation or process controls
Industrial IoT platforms
Asset performance management solutions
Environmental compliance technologies
Knowledge of EPA environmental regulations, refinery operations, or chemical manufacturing is highly desirable but not required.
Who Will Thrive
You are:
A self-starter who enjoys building something new.
Comfortable creating opportunities rather than relying on inbound leads.
Curious, consultative, and skilled at uncovering customer business challenges.
Equally comfortable speaking with plant personnel and executive leadership.
Motivated by winning strategic enterprise accounts.
Collaborative and energized by working across technical and commercial teams.
Why Picarro
Joining Picarro means helping customers solve some of the industry’s most important environmental and operational challenges through innovative technology. You’ll be part of a collaborative, high-growth organization where your work directly influences product adoption, customer success, and company growth.
Location
This is a remote position with a strong preference for candidates based in Houston or the Gulf Coast region, where proximity to key refining and chemical customers provides a strategic advantage. Candidates located elsewhere in the U.S. with exceptional industry relationships will also be considered.
Compensation
Picarro offers a competitive compensation package that includes:
Competitive base salary
Performance-based incentive compensation
Equity opportunity