Director of National Accounts - Waste & Recycling
Work environment: Remote, in-field territory sales and strategic business development About the Opportunity
Our client is a nationally recognized environmental consulting and waste-management solutions firm in growth mode. We’re seeking an experienced and motivated Director of National Accounts to drive growth across its client base. This role focuses on developing enterprise-level relationships, identifying waste and recycling optimization opportunities, and expanding the company’s footprint across multiple industries.
The ideal candidate is a self-starter who can take a hot lead and run with it—while also generating new business through research, networking, and outreach. This is a remote position with national reach. Key Responsibilities
- Develop and maintain long-term relationships with new and existing enterprise clients.
- Secure new accounts and cross-sell company services such as waste audits, sustainability assessments, and program management.
- Build and manage a robust account pipeline using a multi-channel approach (networking, cold calls, email, social media, and referrals).
- Present the company’s value proposition clearly and persuasively to prospective clients.
- Conduct in-depth research to identify and qualify high-value targets.
- Track all sales activity, communications, and opportunities within the CRM (Salesforce or similar).
- Report on sales progress, pipeline status, and account performance to leadership.
- Assess client needs, review current waste and recycling spend, and evaluate contract details.
- Develop proposals, presentations, and customized strategies aligned with client sustainability goals.
- Identify enterprise decision-makers and map organizational structure for contract influence.
- Evaluate client portfolio size and annual waste spend (typically $100K+).
- Determine existing contract terms, providers, and expiration timelines.
- Define project scope—single site, multi-site, or full-portfolio engagements.
- Proven track record in business development or national account management.
- Bachelor’s degree preferred, not required.
- Sales experience in the waste, recycling, environmental, or sustainability industry strongly preferred (training available for strong candidates from other industries).
- Familiarity with LEED, GRESB, or ESG programs a plus.
- 2+ years of outside B2B sales experience preferred.
- Confident, polished communicator capable of engaging C-suite and enterprise decision-makers.
- Fearless and competitive attitude with strong self-motivation.
- Excellent documentation and attention to detail.
- Strong organizational and time-management skills.
- Proficiency in CRM systems (Salesforce or similar) and MAC iOS tools preferred.
- Must maintain a functional home office environment suitable for remote work.
- Base salary range: $45,000 – $75,000 with aggressive commission plan (salary depending on experience and performance level)
- Uncapped commissions paid monthly (residual) – based on Adjusted Net Profit of secured accounts.
- No expiration date on commissions – Paid year over year.
- Commissions apply to new business, renewals, and cross-sales, ranging from 10% to 50% on net profits.
- Annual performance bonuses available.
- Options for health benefits coverage.
- Income potential is unlimited for high performers.
- Travel/client expenses
- Work with an established national leader in waste and recycling optimization.
- Enjoy flexibility, autonomy, and high earning potential.
- Contribute to a sustainability-focused mission helping clients achieve measurable environmental impact.
- Collaborative team, growth-oriented company, and family-first culture.
This organization is an Equal Employment Opportunity Employer and maintains a drug-free workplace.
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