Technical Sales Engineer - Robotics

Please note this is a hybrid role expected in office (SF) on Tues and Thurs.

Customer facing and hands-on experience designing and scoping robotics or automation hardware deployments are a core requirements.

At Glacier, we are taking on one of the world’s most pressing problems: trash. Did you know that in the US, we send over half of our recyclables to the landfill? We're hoping to fix that. In doing so, we’ll also be reducing carbon emissions, energy consumption, and depletion of natural resources.

Glacier builds custom sorting robots designed to sort apart recyclables as well as AI-powered business analytics that enable recyclers to superpower their plants and improve our society’s circularity. These two products together are helping to divert tons of recyclables (literally!) from landfills every day.

About us:

• Our founders come from Facebook engineering and Bain consulting.

• We’re backed by top-tier VCs with extensive technical and industry expertise.

• We have a fleet in production and a robust pipeline of upcoming deployments.

About the role:

• As a Solutions Engineer at Glacier, you’ll be the technical backbone of our sales process and an essential bridge between customers, our sales team, and our hardware and software engineering teams.

• You’ll lead technical discovery, design tailored integration plans, and support our customers from first conversation through installation.

• Your work will shape successful installs and ensure our systems are built to deliver real value in real-world MRF environments.

• You’ll report directly to our CEO (who is also our acting Head of Sales), while receiving hands-on coaching from key engineering and business leaders across the team to support your cross-functional growth.

• You should be comfortable traveling up to 50% of the time—primarily within the US, with occasional international travel.

Key Responsibilities:

• Pre-Sales Technical Scoping: Partner closely with Sales to assess customer needs and propose viable robotics and AI deployments aligning with their facility layout and operational goals, helping our customers say ‘yes’ to even technically complex installs. You won’t just assess feasibility—you’ll help make projects work.

• Facility Assessments & Integration Planning: Conduct on-site visits or remote assessments to evaluate conveyor configurations, material flows, and layout constraints. Collaborate with our customers to create tailored integration plans to ensure fit, function, and value.

• Install Readiness & Cross-Team Coordination: Collaborate with internal engineering and deployment teams to ensure installations go smoothly—identifying tradeoffs, aligning on requirements, and preparing operator-ready documentation.

• Product Feedback Loop: Surface insights from the field and customer interactions to inform future product iterations and deployment best practices.

What you Bring:

• 2+ years of experience in sales or other customer-facing roles, with a track record of building trust, understanding stakeholder needs, and supporting technical conversations throughout the sales process

• 3+ years in technical roles such as field engineering, solutions engineering, systems integration, or industrial automation—ideally in hardware, robotics, or manufacturing environments

• Hands-on experience designing and scoping robotics or automation hardware deployments, including evaluating conveyor systems, spatial constraints, and mechanical integration requirements in industrial settings

• Strong technical communication skills, with the ability to explain mechanical, electrical, or data systems clearly to both technical and non-technical stakeholders

• Strong client-facing skills, with the ability to translate customer needs into deployment plans that drive deal momentum, and a “yes, if…” mindset when approaching complex sales conversations

• Hands-on familiarity with industrial settings (e.g., MRFs, manufacturing lines, or automation-heavy facilities), with the confidence to navigate noisy, fast-paced environments and speak directly with operators, engineers, and leadership

Nice to have

• Experience with CAD tools, layout design, or facility planning

• Familiarity with robotics systems, computer vision, or AI-powered automation

• Background in MRF operations, recycling infrastructure, or similar industries

Why Join Us?

• Mission-Driven Work – Be part of a company dedicated to sustainability and ending waste.

• Customer-Facing Impact – Be the technical expert guiding customers from first conversation to successful install, with a front-row seat to real-world impact.

• Fast-Paced Growth – Help scale and optimize a cutting-edge robotics fleet in the recycling industry.

If you're excited about designing thoughtful technical solutions, building trust with operators, and making recycling smarter, we’d love to hear from you!

The OTE (on-target earnings) cash compensation range for this role is $110,000–$150,000, which includes a base salary in the range of $100,000–$130,000 and a performance-based bonus. In addition to cash compensation, Glacier also offers competitive equity and benefits. Final compensation will depend on several individualized factors, including job-related skills, experience level, and interview performance.