Key Account Executive – Sales Manager

This is a fully remote position, open to applicants in Connecticut.

📋 Description

• Drive revenue growth by acquiring national and multi-site clients for managed waste and recycling services.

• Oversee the entire sales cycle for large and complex opportunities, including prospecting, discovery, waste spend analysis, solution design, RFP response, pricing, negotiation, and closing.

• Identify, prospect, and qualify target accounts within priority verticals.

• Develop and maintain a comprehensive CRM pipeline with precise stage, value, and close-date forecasting.

• Represent the organization at industry associations, trade shows, and networking events.

• Lead discovery processes through waste-stream assessments, invoice audits, and site-level service analysis.

• Collaborate with Pricing, Procurement/Vendor Management, Operations, Legal, leadership, Implementation, and Account Management teams.

• Design serviceable programs that are appropriate for margins using the third-party vendor network.

• Take ownership of RFP/RFI responses, proposals, and business cases that focus on savings, diversion, and sustainability outcomes.

• Present solutions to procurement, finance, sustainability, and C-suite stakeholders.

• Negotiate pricing, service levels, and commercial terms.

• Manage MSA/SOW reviews and execution while coordinating internal approvals.

• Secure multi-year agreements that balance client savings with company profitability.

• Maintain deal momentum and cultivate multi-threaded relationships during extended sales cycles.

• Ensure a seamless transition from closing to onboarding and assist with vendor sourcing and service transition.

• Stay engaged during the early account lifecycle to enhance retention and spot expansion opportunities.

• Monitor market dynamics in waste and recycling, commodity trends, regulations, and competitor activity.

• Provide market intelligence to Pricing, Marketing, and leadership teams.

• Achieve targets for new-business revenue/bookings and quota attainment.

• Maintain pipeline coverage, velocity, forecast accuracy, win rate, deal margin quality, and first-year account retention.

⛳️ Requirements

• Bachelor’s degree in Business, Sales/Marketing, Environmental Science, or a related field, or equivalent relevant experience.

• 5–8 years of B2B sales experience with a proven track record of closing national or multi-site accounts.

• Experience in selling waste, recycling, environmental, facilities, or logistics services.

• Strong preference for experience with asset-light, brokered, or managed-services models.

• Proven success in managing long and complex sales cycles involving procurement, finance, and C-suite stakeholders.

• Experience leading RFP/RFI responses and formal proposal processes.

• Strong financial acumen, including cost savings, pricing, and margin analyses.

• Proficient in CRM systems such as Salesforce and adept in disciplined pipeline management.

• A valid driver’s license is required.

• Industry certifications like SWANA or TRUE Advisor are advantageous.

• Experience in consultative, solution-based B2B selling.

• Over 3 years of experience in national/multi-site account acquisition and enterprise sales cycles.

• More than 3 years of knowledge in the waste, recycling, or environmental services industry.

• Over 3 years of financial acumen, including pricing, savings modeling, and margin analysis.

• More than 5 years of experience in negotiation and management of contract/commercial terms.

• 3+ years of CRM proficiency and pipeline discipline.

• More than 5 years of experience in executive presence, communication, and presentation skills.

🏝️ Benefits

• Health, Dental, and Vision insurance.

• 401(k) with employer matching for employee retirement contributions.

• LinkedIn training.

• Mentorship opportunities.

• Possibilities for advancement.

• Collaborative global work environment.

• Support for diversity, inclusion, and accessibility.

• Recruitment-process accommodations available upon request.