[Remote] Director of Sales

Note: The job is a remote job and is open to candidates in USA. Rubicon is a leading provider of technology-based waste and recycling solutions for waste generators, helping them manage and reduce waste. The Director of Sales will lead the sales strategy and execution within the mid-market segment, driving revenue growth through new business sales and account expansion while building a high-performing sales organization.

Responsibilities

• Develop and execute the overall sales strategy for the mid-market segment, aligning with company growth objectives
• Drive new business acquisition while identifying opportunities to expand existing customer relationships
• Develop and execute account penetration strategies to expand market share and increase customer acquisition
• Establish and manage sales goals, forecasts, quotas, and key performance indicators
• Analyze market trends, customer feedback, and competitive intelligence to identify opportunities for growth and differentiation
• Personally identify, pursue, and close new business opportunities, with a focus on strategic, enterprise, and high-value accounts
• Maintain an individual sales pipeline and contribute directly to annual revenue and growth targets
• Build and maintain a healthy sales pipeline through prospecting strategies, referral networks, strategic partnerships, and marketing collaboration
• Lead complex sales cycles, contract negotiations, pricing discussions, and proposal development
• Partner with Account Executives and Business Development Representatives on strategic opportunities, executive-level prospect meetings, and complex negotiations
• Lead, coach, and mentor a team of Account Executives, Business Development Representatives, and other sales personnel to achieve revenue targets
• Recruit, hire, onboard, and develop top sales talent to support organizational growth
• Foster a high-performance, customer-focused sales culture built on accountability, collaboration, and continuous improvement
• Utilize CRM systems and sales analytics to monitor pipeline health, forecast revenue, and drive data-informed decision-making
• Prepare and present regular sales performance updates, forecasts, and strategic recommendations to executive leadership
• Collaborate with Marketing to develop lead generation campaigns, market positioning strategies, and sales enablement initiatives
• Represent the company at industry events, conferences, customer meetings, and networking opportunities to drive business development and brand awareness
• Ability and willingness to travel up to 50% of the time, including customer visits, prospect meetings, industry conferences, and internal meetings
• Perform other duties as assigned or apparent
• Directly manages and develops sales personnel, including Account Executives, Business Development Representatives, and other sales team members as assigned
• Responsible for hiring, onboarding, coaching, performance management, goal setting, career development, and succession planning for assigned team members
• Provides ongoing leadership, accountability, and mentorship to ensure achievement of individual and team sales objectives
• Carries out supervisory responsibilities in accordance with the organization's policies, values, and applicable employment laws

Skills

• Bachelor's degree in Business, Marketing, Sales, or a related field required
• Minimum 8 years of progressive sales experience, including at least 3–5 years in a sales leadership role
• Demonstrated success selling complex solutions to mid-market organizations
• Proven track record of consistently achieving or exceeding revenue and growth targets
• Demonstrated success as an individual contributor with the ability to personally generate, manage, and close new business opportunities
• Proven experience leading, coaching, and developing high-performing sales teams
• Strong experience managing sales pipelines, forecasting, territory planning, and quota attainment, and revenue growth initiatives
• Strong business acumen with the ability to understand customer challenges and align solutions to business objectives
• Proven ability to engage, influence, and build relationships with executive-level decision-makers, including C-suite stakeholders
• Excellent negotiation, presentation, and executive communication skills
• Strong analytical, problem-solving, and decision-making capabilities
• Exceptional relationship-building and stakeholder management skills with the ability to influence at all levels of an organization
• Proficiency with Salesforce, Microsoft Office Suite, and sales analytics tools
• Highly organized with the ability to manage multiple priorities in a fast-paced environment
• Self-motivated and results-oriented, with a proactive approach and strong sense of ownership
• Ability to work independently while fostering collaboration across teams and functions
• Experience selling technology-enabled services, SaaS, managed services, waste and recycling solutions, environmental services, or similar B2B solutions preferred
• Experience managing geographically dispersed remote sales teams preferred

Benefits

• The company laptop will be provided.
• Remote/Hybrid - USA

Company Overview