Sales Executive, Enterprise

At RoadRunner, our daily motivation is to accelerate the road to Zero Waste™ while providing maximum value for our customers and our communities. We achieve this through efficient, cost-effective and sustainable waste operations. Our team cares deeply about each other and our planet, and we are dedicated to leveraging technology and innovation to modernize a vital industry with integrity, expertise and a passion for create a future where waste is a problem of the past™.

Technology, artificial intelligence and data-driven strategies are the backbone for our team of waste experts to reliably provide our customers with the most streamlined, cost effective and sustainable waste and recycling services. Since RoadRunner’s creation in 2014, we’ve helped more than 12,000 customer locations achieve an average between 10 - 20% savings on their monthly waste bills while also improving their recycling efficiencies. We’re proud that RoadRunner’s industry-leading model has been recognized by the SEAL Business Sustainability Awards 2023, Pittsburgh Business Times’ Best Place to Work 2022, and Pittsburgh Inno’s 2022 Fire Awards. 

Our Glassdoor reviews are fantastic (3.3/5 on 283 reviews), our CEO’s approval rating is 71%, and 67% of our reviewers would recommend working here. Our Indeed ratings have consistently improved as we’ve been expanding our teams (3.4/5 on 79 reviews) and we now have over 13K followers on LinkedIn.

***Applicants must be authorized to work for any employer in the U.S. We are unable to sponsor or take over sponsorship of an employment visa.

Pay Range: $120k - $140k OTE

Job Summary: 

RoadRunner is actively seeking a Sales Executive, Enterprise to join our elite, remote-based team. This isn't just a sales role; it's a strategic command center where you'll own the full lifecycle of our most impactful corporate relationships. You'll be the catalyst for new portfolio acquisition, a master negotiator securing deals with key decision-makers, and then swiftly pivot to become the internal project leader, orchestrating seamless customer onboarding and igniting organic account expansion. We're looking for more than a hunter; we need a visionary owner who can navigate complex enterprise landscapes, establish deep-rooted partnerships from the very first handshake through successful integration, and lay the long-term foundation for mutual, explosive growth. If you're passionate about impact, thrive on autonomy, and are ready to redefine enterprise partnerships, your next challenge is here.

Join RoadRunner and drive the future of our enterprise success!

Primary Duties Including % of time:

30% - Strategic Acquisition & Sales Execution

• • Act as a strategic consultant, presenting, consulting, and selling RoadRunner's core strategies to medium to large-sized businesses across all industry sectors.
  • Proactively prospect, cold call, and build a national pipeline using outlets such as ZoomInfo and LinkedIn to identify new business opportunities
  • Manage complex, long sales cycles, including follow-ups, contract revisions, negotiations, and expert Q&A regarding pricing, compliance, and waste industry details
  • Drive the sales process by setting clear expectations and establishing rigorous timelines with corporate leadership to secure final close

30% - Portfolio Management & Integration Oversight (Account Management Focus)

• • Lead the cross-functional integration process for all closed portfolios, working directly with Operations and Customer Success teams to ensure a seamless transition from contract signing to service go-live
  • Maintain comprehensive knowledge of account status, utilizing technical systems to keep workflows up-to-date and track portfolio progress across integration stages
  • Identify opportunities for account expansion, upsell, and optimization after integration, leveraging data to present additional value to the client
  • Manage communication across internal support groups to ensure successful integration and optimal initial service delivery

40% - Internal & Industry Expertise

• • Serve as the internal subject matter expert, staying current with waste industry knowledge, market dynamics and all RoadRunner systems and solutions
  • Communicate regularly with the Enterprise Team to share best practices, industry insight and critical feedback to increase team productivity

% Travel required: As of right now Travel is not a requirement for this position and would only be on a case by case basis

Organizational Relationship:

• Reports To:   Senior Director of Sales, Enterprise
• Direct Reports:  None
• Interacts with:  Enterprise Sales, Business Development, Operations

Skills and Experience:

• B2B sales experience with a proven track record of closing deals.
• Two or more years of experience in full-cycle sales or strategic account management.
• Cross-Functional Acumen: Proven ability to influence and collaborate across all levels and functions (Sales, Operations, Legal) of the organization.
• Strategic & Analytical Thinker: Ability to grasp tactical details while maintaining a strategic view of the partnership and the ability to track account status 
  across complex systems.
• Accountability & Ownership: Strong sense of accountability, ownership, and passion for business results, measured by portfolio performance and expansion.
• Communication & Facilitation: Strong verbal and written communication skills; dynamic ability to facilitate meetings and manage diverse or conflicting points of view.
• Adaptability: Proven ability to manage multiple projects, multi-task, and quickly adapt to changing business needs with minimal supervision.
• Comfort with ambiguity, ability to act without having the whole picture using sound judgment and strong decision-making skills.  
• Passionate about business results and quality, with a strong sense of accountability, metrics and ownership.
• Strong verbal and written communication skills is dynamic, and can capture a group’s interest and maintain it as well as the ability to facilitate meetings with diverse and sometimes conflicting points of view
• Ability to manage multiple projects, multi-task and effectively prioritize conflicting assignments with minimal supervision.
• Ability to influence and collaborate at all levels and across all functions of the organization.
• Proven ability to organize/manage multiple priorities coupled with the flexibility to quickly adapt to ever changing business needs

Education:

• Bachelor’s Degree required

Core Values:

• Trust: Have confidence in our team. Have integrity in your actions  
• Be Humble: Stay grounded. Seek feedback. Be curious.
• Be Passionate: Love what you do. Love what we do.
• Embrace Challenge:  See obstacles as opportunities to learn and grow. 
• Be Accountable: Take ownership. Be reliable. Be proactive. 
• Care Personally About Each Other: Show compassion, empathy and open-mindedness

We are excited to consider talented individuals from across the country. However, please note that we currently do not support candidates residing in the following states: Alaska (AK) / Delaware (DE) / Hawaii (HI) / Kansas (KA) / Louisiana (LA) / Maine (ME) / Montana (MT) / Nebraska (NE) / Nevada (NV) / New Mexico (NM) / North Dakota (ND) / South Dakota (SD) / Vermont (VT) / Wyoming (WY) / Puerto Rico

We thank all candidates for their interest in RoadRunner, but we cannot respond to everyone personally. Only those selected for an interview will be contacted. We look forward to reviewing your application! 

RoadRunner is an affirmative action and equal opportunity employer and is committed to the full inclusion of all qualified individuals. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, disability, age, sexual orientation, gender identity, national origin, veteran status, or genetic information. It is the policy of RoadRunner that qualified individuals with disabilities are not discriminated against because of their disabilities regarding job application procedures, hiring, and other terms and conditions of employment. It is further the policy of RoadRunner to provide reasonable accommodations to qualified individuals with disabilities in all aspects of the employment process. RoadRunner is prepared to modify or adjust the job application process or the job or work environment to make reasonable accommodations to the known physical or mental limitations of the applicant or employee to enable the applicant or employee to be considered for the position he or she desires, to perform the essential functions of the position in question, or to enjoy equal benefits and privileges of employment as are enjoyed by other similarly situated employees without disabilities, unless the accommodation will impose an undue hardship.