Director, Business Development

Job Description

Title: Director – Business Development

Location: Remote

Percent Travel: 25–35%

Reporting to: Chief Strategy Officer

Summary: This director-level role drives commercial expansion for Picarro’s VOC Workplace Monitoring Solutions (WMS) within the Industrial Solutions division. The Director – Business Development is responsible for identifying and developing new market opportunities, building strategic partnerships, enabling global sales teams, and growing the qualified opportunity pipeline. This role requires fluency in industrial compliance markets and the ability to translate Picarro’s technical differentiation into compelling commercial positioning.

Responsibilities:

Market Development & Pipeline Growth:

• Identify and evaluate new market opportunities for WMS solutions across EtO sterilization, chemical manufacturing, pharmaceutical, and adjacent verticals.
• Develop and execute strategies to grow the qualified opportunity pipeline, track progression metrics (pipeline growth rate, stage advancement velocity, qualified opportunity volume), and regularly report to leadership.
• Build market-entry business cases for new verticals and geographies, including competitive landscape assessments and regulatory driver analyses.

Strategic Partnerships & Channel Development:

• Cultivate and manage relationships with EHS consultancies, industrial hygiene firms, channel partners, and industry stakeholders to extend Picarro’s commercial reach.
• Represent Picarro at industry conferences (AIHce, ISPE), trade events, and executive briefings; deliver thought-leadership presentations on workplace air quality monitoring and compliance trends.
• Support strategic account engagement alongside Sales, including customer discovery, needs assessment, and value proposition development for enterprise opportunities.

Sales Enablement (Global):

• Design and deliver enablement resources—playbooks, competitive battle cards, objection-handling frameworks, and ROI tools—tailored to the WMS product and business model value propositions.
• Train and equip regional sales teams (North America, EMEA, APAC) on technical differentiation, regulatory positioning and commercial model.
• Develop and maintain a competitive intelligence program covering existing and emerging alternatives.

Cross-Functional Collaboration:

• Relay voice-of-customer insights to Product Management to inform roadmap priorities, pricing, and packaging decisions for WMS offerings.
• Coordinate with Field Operations and Applications Engineering on demonstration planning, proof-of-concept support, and oversight of pilot projects.

Qualifications:

• 10+ years of progressive experience in business development, market development, or commercial strategy in industrial instrumentation, environmental monitoring, or EHS/compliance technology.
• Demonstrated success in identifying new markets, building strategic partnerships, and growing opportunity pipelines in technical B2B environments.
• Working knowledge of industrial workplace safety and environmental regulations (OSHA PELs, ACGIH TLVs, EPA HON Rule, MACT standards).
• Experience developing and delivering sales enablement programs across multiple regions and go-to-market structures.
• Strong executive presence; comfortable presenting to C-suite, regulatory bodies, and board-level audiences.
• BS in Engineering, Environmental Science, Chemistry, or related technical field. MBA strongly preferred.

Preferred:

• Experience with gas detection, spectroscopy-based analytical instrumentation, or continuous monitoring systems. Familiarity with SaaS/subscription models in industrial contexts. Existing relationships in EtO sterilization, petrochemical, or semiconductor ecosystems.

Salary & Benefits:

The base salary range for this full-time position is $150k-$175k,  plus bonus and equity.  All salaries are commensurate with experience, qualifications, and location.

We offer a comprehensive benefits package including:

• Medical, Dental, and Vision insurance
• Flexible Spending Account (FSA) and Health Savings Account (HSA) plans
• Life, Short-Term Disability, and Long-Term Disability Insurance
• Flexible Vacation Policy and Paid Holidays
• Employee Referral Program
• 401K
• Social events (summer picnic, holiday party, team lunches, etc.)
• On-site Health & Wellness programs (fitness challenges, outdoor bootcamp, flu-shots, etc.)

About Picarro:

We are the global leader in delivering timely, trusted, and actionable data through enhanced optical spectroscopy. Our solutions serve diverse applications including natural gas leak detection, ethylene oxide emissions monitoring, semiconductor fabrication, pharmaceutical, petrochemical, atmospheric science, air quality, greenhouse gas measurements, food safety, hydrology, and ecology. Headquartered in Santa Clara, California, our products are trusted in over 90 countries and supported by over 65 patents related to cavity ring-down spectroscopy (CRDS) technology.

Picarro, Inc. is an Equal Opportunity Employer committed to creating a diverse workforce.