Regional Sales Director - Midwest

About OPAL Fuels
OPAL Fuels (Nasdaq: OPAL) is a leader in the capture and conversion of biogas into low carbon intensity renewable natural gas (RNG) and renewable electricity. We also lead the marketing and distribution of RNG to heavy duty trucking and other hard to decarbonize industrial sectors. To learn more about how OPAL Fuels is accelerating the transition to a clean energy economy by harnessing North America's naturally occurring methane, visit www.opalfuels.com.

Position Summary
We are hiring for a Regional Sales Director with at least 10 years of experience to drive the commercial adoption of RNG/CNG solutions, targeting the heavy-duty trucking and industrial sectors. This position will report to the VP Sales and will be remote based with frequent travel (60%).

Duties and Responsibilities

- Generate and cultivate new customer opportunities through strategic prospecting, networking, industry engagement, referrals, and market development activities in the heavy‑duty trucking sector to expand RNG adoption.

- Build and manage trusted relationships with prospective customers that are major trucking fleets and logistics providers, to establish long-term commercial partnerships.

- Grow and oversee a portfolio of RNG fueling and distribution accounts.

- Partner with fleet managers, trucking companies, and industrial clients to deliver low‑carbon fuel solutions.

- Identify and pursue regional opportunities for RNG infrastructure and sales.

- Maintain strong customer relationships to support long-term, sustainable partnerships.

- Create and execute regional sales plans to win new business and retain existing accounts.

- Manage the full sales pipeline, from prospecting to closing contracts for RNG fuel and station infrastructure.

- Monitor regional market trends, competitors, and regulatory changes (e.g., LCFS) to refine strategies.

- Collaborate with engineering, operations, and leadership teams to design customized fueling solutions.

Qualifications and Skills

- 10+ years of progressive B2B field sales experience in CNG/RNG, alternative fuels, fleet, transportation, logistics, or related industries, with expertise in solution selling and identifying customer operational and financial needs.

- Proven success leading complex sales pursuits from prospecting through contract execution, managing long sales cycles, building consensus among multiple stakeholders, and delivering customized solutions.

- Proven experience in sales, preferably within the energy, fuel, or transportation sectors (e.g., CNG/RNG, heavy-duty trucking).

- Experience developing new markets, generating leads, and building customer relationships from initial engagement through contract execution.

- Demonstrated track record of consistently achieving or exceeding sales quotas, revenue targets, and business development objectives.

- Strong CRM (Salesforce) experience

- Ability to develop strong understanding of RNG/CNG, alternative fuels, renewable fuel, carbon credits (RINs/LCFS), or sustainability initiatives.

- Strong negotiation, relationship-building, and communication skills.

- Ability to travel for client meetings with enterprise customers.

Work Hours and Arrangements
Remote based role, with 60% travel.

This is a remote position; however, preference will be given to candidates residing in the following states: IA, IL, IN, KS, KY, MI, MN, MS, OH, WI. This is to ensure alignment with business needs, time zones, and applicable employment regulations.

Physical Requirements
The physical demands described are representative of those required by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Work is performed in an office environment and requires the ability to operate standard office equipment and keyboards. Position requires substantial movements of the wrists, hands, and/or fingers as nec