Picarro, Inc

Role Description You are an outside‑the‑box thinker who is energized by developing and deploying the next-generation UX for continuous emissions monitoring, compliance, and prevention at an industrial scale. You help bring emissions digitalization to life in an intuitive way, which makes operational reality intuitive, whilst ensuring measurement and plant representations are trustworthy, usable, and decision‑ready. You will carry end‑to‑end UX accountability across the solution: - Workflow definition - Interaction models - User validation - Release‑ready design This role demands systems thinking, not screen decoration. You design workflows, not pages. You translate complex data, analytics, and uncertainty into interfaces that support decisions under pressure. You embed accessibility, explainability, and trust by default, recognizing that in regulated, high‑consequence environments, UX quality is operational quality. You operate fluently across software, data, and cloud‑based systems, understanding how UX choices reflect data models, rules engines, and integrations beneath the surface. You are deeply invested in developing a contextual understanding of business and operations, and you naturally go beyond visual or functional requirements to protect coherence, usability, and scale. You are also keenly interested in accelerating productivity and quality by using AI tooling. You’re joining Picarro at a defining moment. We are taking a production‑ready set of workflows, interaction patterns, and design systems to market right now—foundations that will shape emissions operations for the next decade. Duties The UI / UX Lead is responsible for defining and delivering user experiences that translate complex industrial data into clear, actionable operational decisions. This role ensures that workflows, visualizations, and interaction models align with refinery and chemical plant realities while intentionally challenging legacy practices. Success is measured by usability, adoption, and contribution to commercial outcomes. - Aligning the assigned product to leading UI/UX practices, adopting a “workflows first” principle, including mapping end‑to‑end user journeys across roles, handoffs, and exceptions. - Build an integrated UI that reflects data models, rules engines, analytics, and integrations. - Own end‑to‑end UX strategy and execution for assigned product lines – starting with the Fenceline Solution. - Design operational workflows that align with real-world industrial processes and decision timelines. - Designing for decisions, not interactions (e.g., “What action does this enable?”). - Designing time‑series, event‑driven, and analytical interfaces (filters, thresholds, confidence, traceability). - Translate functionality and workflows such as emissions event detection, back trajectory and root-cause analysis, and alerts into intuitive, actionable interfaces. - Ensure seamless experiences across various modalities, e.g., desktop, mobile. - Partner with Product Owner and Technical Solution Lead to ensure designs are feasible, scalable, and release-ready. - Incorporate direct input from strategy and market-facing teams into UX direction. - Define UX standards, design systems, and usability benchmarks. - Participate in customer feedback loops and usability testing to continuously improve experience quality. Qualifications - Bachelor’s degree in design, human-computer interaction, engineering, or related field. - 6+ years of UX/UI experience, preferably in complex B2B or industrial software. - Experience with rapid prototyping, AI-driven design and tools like Figma is a must. - Proven ability to design for data-heavy, operational environments. - Experience working closely with engineering teams in Agile environments. - Strong portfolio, demonstrating workflow design and system-level thinking. - Motivation to challenge and modernize legacy industrial interfaces. - Strong understanding of Agile development and cross-functional delivery. - Familiarity with oil & gas, refining, or chemical industry workflows strongly preferred. - Excellent problem-solving, communication, and stakeholder coordination skills. Travel Requirements - 15% of company-paid travel, both internationally and domestically. - Domestic travel is all across the nation. - International travel is primarily to Canada, South America, and Europe, with future travel in the Asia Pac. Benefits - Medical, Dental, and Vision insurance - Flexible Spending Account (FSA) and Health Savings Account (HSA) plans - Life, Short-Term Disability, and Long-Term Disability Insurance - Paid Time Off 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.)

Role Description Picarro’s entry into the U.S. Refining market through our Fenceline Solution represents a substantial company‑level investment and a core growth priority. The Sales Manager plays a critical role in establishing Picarro’s commercial presence in this market by converting strategic customer engagement into scalable, repeatable revenue. This role is responsible for driving bookings, building a durable pipeline, and ensuring forecast integrity within an assigned region or account set. The Sales Manager owns deal execution end‑to‑end—from initial engagement through contract signature and structured handoff to Delivery, Customer Success, and Delivery functions. Success is measured by bookings performance, pipeline quality, and forecast accuracy. WHO WE ARE LOOKING FOR: - You thrive in the earliest, hardest part of a market — before the name recognition, before the reference list is long, before the motion is repeatable. - You will own the commercial cycle in the U.S. Refining market: pipeline development, deal execution, pricing, contract structuring, and a disciplined handoff to delivery and customer success. - You're the primary relationship owner with HSSE leaders, operations teams, and technical stakeholders throughout. - This role requires more than closing skills; you'll be building Picarro's commercial presence in a market where credibility is earned facility by facility. - You bring forecast discipline, CRM rigor, and the instinct to know when a deal is real — and the integrity to say so either way. - You're joining at a moment when the U.S. Refining market is being opened. Key Responsibilities - Own quota attainment through new Fenceline Solution bookings and expansions – focused in on the U.S. Refining market. - Lead complex, end‑to‑end deal execution, including qualification, solution positioning, pricing, bids, and contract structuring. - Build and maintain a healthy, forecastable pipeline aligned with Picarro’s growth objectives in U.S. Refining. - Serve as the primary commercial and relationship owner throughout the sales cycle with HSSE practitioners and leaders, operations and maintenance staff, and other technical stakeholders. - Articulate Picarro’s differentiated value in precision emissions measurement, compliance assurance, and risk‑informed operations. - Capture and communicate customer insights and “voice of the customer” to Product, Engineering, and executive leadership to inform roadmap and market strategy. - Provide quality forecasts and sales projections through the company’s CRM and other reporting tools. - Identify opportunities for improving the company’s sales performance and efficiency. - Coordinate closely with Customer Success to ensure disciplined handoff, early adoption success, and expansion readiness. Qualifications - Bachelor’s degree in business, engineering, or a related field. Master’s preferred. - 10+ years of B2B sales experience in the oil, gas, refining, and petrochemicals sectors, preferably selling complex industrial, environmental, or technical solutions. - Demonstrated success in complex, multi‑stakeholder solution selling with long sales cycles. - Experience in scoping and closing $10+ million multi-year strategic contracts and engagements in the target verticals. - Strong negotiation skills, forecasting discipline, and CRM rigor. - Experience selling into U.S. Refining environments strongly preferred. - Ability to operate effectively in a growth environment where market entry, credibility building, and repeatability are critical. Travel - Up to 50% domestic travel. Work Arrangement - Remote eligible. Salary & Benefits This role will have a 50/50 split between base salary and an individual commission plan, with an expected total compensation of $150,000 to $200,000. Your salary will be determined by the location, experience, qualifications, skills, and level of employees in similar positions, as well as the pay of those employees. - Medical, Dental, and Vision insurance - Flexible Spending Account (FSA) and Health Savings Account (HSA) plans - Life, Short-Term Disability, and Long-Term Disability Insurance - Paid Time Off 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.)

Role Description Picarro’s entry into the US chemicals market through our Fenceline Solution represents a substantial company-level investment and a core growth priority. The Sales Manager plays a critical role in establishing Picarro’s commercial presence in this market by converting strategic customer engagement into scalable, repeatable revenue. - Responsible for driving bookings, building a durable pipeline, and ensuring forecast integrity within an assigned region or account set. - Own deal execution end-to-end—from initial engagement through contract signature and structured handoff to Delivery, Customer Success, and Delivery functions. - Success is measured by bookings performance, pipeline quality, and forecast accuracy. Qualifications - Bachelor’s degree in business, engineering, or a related field. Master’s preferred. - 10+ years of B2B sales experience in the U.S. Chemicals sector, preferably selling complex industrial, environmental, or technical software-hardware combination solutions. - Demonstrated success in complex, multi-stakeholder solution selling with complex sales cycles. - Strong negotiation skills, forecasting discipline, and CRM rigor. - Experience in scoping and closing $10+ million multi-year strategic contracts and engagements in the target verticals. - Experience selling into refining, petrochemical, or chemical manufacturing environments strongly preferred. - Ability to operate effectively in a growth environment where market entry, credibility building, and repeatability are critical. Requirements - Up to 50% domestic travel. - Remote eligible. Benefits - Medical, Dental, and Vision insurance - Flexible Spending Account (FSA) and Health Savings Account (HSA) plans - Life, Short-Term Disability, and Long-Term Disability Insurance - Paid Time Off 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.)

Role Description The Industry Solution Director – Oil, Gas & Chemicals is responsible for embedding industry depth, customer reality, and use-case rigor into product direction, roadmap articulation, and go-to-market execution. This role ensures that Picarro’s solutions exceed industry expectations, support commercial success, and scale with credibility across refining and chemical markets. - Operate at the interface between customers, Product Owners, and sales teams to ensure industry requirements are accurately translated into product direction and solution capabilities. - Collaborate closely with Product Owner(s) to shape requirements, prioritize roadmap items, and articulate forward-looking product evolution grounded in industry reality. - Act as a sparring partner to product and solution teams, challenging assumptions and strengthening roadmap coherence and market relevance. - Inform product development of industry expectations, standards, and priority use cases across oil, gas, and chemical operations. - Participate in verification, functional testing, and validation of product releases to ensure solutions perform as intended in real operational contexts. - Support pre-sales activities in collaboration with sales personnel, including customer discussions, solution positioning, and technical credibility building. - Provide direct input to product strategy and market strategy based on customer engagement and industry insight. - Contribute to product marketing storylines, ICP definition, and value articulation to ensure external messaging reflects true industry drivers. - Hands-on specification of use cases, user requirements, user stories, epics and workflow concepts, including collaboration with UI / UX teams on user interface design. - Travel to customer sites—existing and prospective—to collect requirements, validate data collection, analytics, workflows, and ensure solutions align with operational constraints. - Lead and facilitate customer and internal workshops, articulating how technology requirements translate into scalable product offerings. - Actively incorporate AI tooling into daily work to improve analysis, specification quality, and execution speed. - Wear multiple hats as required in a growing organization, contributing wherever industry depth and execution rigor are needed. Qualifications - Bachelor’s degree in engineering, science, or a related technical or industrial field. - 20+ years of experience spanning industry operations, technology, and digital solutions, preferably within oil, gas, and chemicals. - Demonstrated ability to operate effectively across customers, product teams, and sales organizations. - Strong experience shaping use cases, requirements, and solution concepts for industrial or regulated environments. - Proven comfort leading workshops, customer engagements, and cross-functional working sessions. - Experience participating in product verification, testing, and release validation activities. - Demonstrated aptitude for incorporating AI tooling into professional workflows. - Excellent communication, analytical, and stakeholder-management skills. Requirements - Regular travel to customer sites and HQ as necessary; domestic and limited international travel expected. Benefits - Medical, Dental, and Vision insurance - Flexible Spending Account (FSA) and Health Savings Account (HSA) plans - Life, Short-Term Disability, and Long-Term Disability Insurance - Paid Time Off 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.)

This description is a summary of our understanding of the job description. Click on 'Apply' button to find out more. Role Description 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. Requirements - 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. 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.)

This description is a summary of our understanding of the job description. Click on 'Apply' button to find out more. Role Description Picarro, Inc. has an opportunity for a Field Engineer to install, operate, and maintain air quality and continuous emissions monitoring systems (CEMS) and Workplace Monitoring Systems (WMS). This position will support Picarro’s Environmental Solutions business and may require up to 70% travel, including international. This position requires good working knowledge of: - Gas measurement instrumentation - Electronics and circuitry - Data communication protocols - Interfacing with programmable logic controllers (PLCs) - Industrial process automation - Integration with analog and digital communications - Mechanical functionality of gas analyzers Other duties include, but are not limited to: - Procedure writing - Parts inventory control - Installation and operation of stack sampling systems - Multi-point workplace air monitoring - Fenceline and ambient air monitoring systems Experience with continuously monitoring air emission sources and industrial process gases is desired. You will work closely with our Project Management team but will be expected to work alone on occasion once the training window has passed. An aptitude for troubleshooting equipment, systems, and data acquisition and handling software, as well as the ability to talk with clients and solve their technical problems, is desired. In addition to technical duties, there will be a requirement to assist with system assembly, performance testing, instrument calibration, repair, maintenance, and writing of environmental monitoring and quality assurance project plans. Responsibilities - Conduct installations of monitoring systems, including all sample handling equipment and PLC programming - Complete critical objectives, such as quarterly quality assurance testing and daily calibration testing of differential pressure flowmeters, ultrasonic flowmeters, and hazardous air pollutant CEMS - Communicate with Project Managers to define time and resource requirements for a project and coordinate these deadlines with clients and third-party firms - Communicate with industrial site operations personnel to identify and fix issues - Complete required customer safety training and comply with safety rules on customer sites - Conduct calibrations and validation tests for installed systems as required by an established quality assurance plan or environmental regulation - Maintain hardware and spare parts inventory - Maintain a quarterly quality assurance schedule and document the completion of all items - Log system downtime and emissions for trend analysis - Train customers on installed systems' functionality, maintenance, and operation - Develop system manuals, test procedures, and guidance documents as required - Ability to work with our software team for programming DAS and PLC to meet their specific requirements - Help develop and update SOPs for future project work Qualifications - Approximately 2+ years of experience installing and maintaining complex emissions monitoring systems or an equal amount of time working in an industrial setting in an instrumentation or electrical field - Experience, or the ability to familiarize oneself in environmental monitoring, safety systems, CEM, fenceline, stack testing, or similar complex industrial monitoring systems a major plus for this position - Experience with PLC and Modbus communication protocols - Ability to travel approximately 70% of the time to our headquarters in Santa Clara, CA Preferred Qualifications - Bachelor’s degree, Comparable Military Experience, or Technical Degree with job experience - Instrumentation and Electrical Certification(s) Requirements The company reserves the right to require random drug testing for all applicable positions. Benefits - 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 boot camp, flu shots, etc.)