About the role

Department: Strategy & Growth
ReportsTo: Program Director, Environmental National Accounts
Location: Remote (Travel Required)
Employment Type: Full-Time
Seniority: Director

Role Overview

The Director, Strategic Partnerships is a senior commercial leadership role responsible for driving revenue growth across Reworld's top ~35 strategic national accounts and partners.

This role owns a significant portion of a $200M+ national portfolio and is accountable for expanding share of wallet, securing national programs, and closing complex, multi-site opportunities across Reworld's full suite of environmental solutions.

Operating as a strategic quarterback, this individual leads customer engagement, aligns internal resources, and drives execution against a clear mandate to:

• Accelerate revenue growth
• Strengthen executive relationships
• Build scalable, national partnerships

Success in this role requires sales intensity, executive presence, and the ability to consistently win and expand business.

Key Responsibilities

1. Revenue Ownership & Sales Execution

• Own and deliver revenue growth targets across a defined portfolio of ~35 strategic accounts.
• Build and maintain a high-quality pipeline of multi-site, multi-service opportunities aligned to national priorities.
• Lead end-to-end deal execution - from origination through pricing, negotiation, and close.
• Drive share-of-wallet expansion across all service lines (TTF, AEF, wastewater, TSD, logistics, etc.).
• Partner with corporate pricing to structure competitive, strategic deals that win while protecting margin.

2. Strategic Account Leadership

• Serve as the primary commercial lead for assigned strategic partners.
• Develop and execute account plans grounded in customer supply chains, waste streams, and geographic footprint.
• Lead Quarterly Business Reviews (QBRs) and ongoing performance discussions focused on growth, retention, and long-term alignment.
• Identify and activate national program opportunities (e.g., leachate, TSD, sustainability-driven initiatives).
• Position Reworld as a preferred, integrated partner within customer operations.

3. Executive Engagement & Relationship Development

• Build and maintain relationships with senior and executive-level stakeholders across partner organizations.
• Travel regularly to support:
  • Customer meetings and site visits
  • Industry events and partner engagements
  • Strategic planning sessions and deal negotiations
• Lead in-person workshops and strategy sessions to deepen integration and unlock new opportunities.
• Act as a trusted advisor, bringing proactive solutions and market insight to partners.

4. Market Expansion & Program Development

• Identify and drive new growth opportunities across geographies, waste streams, and customer segments.
• Lead development and execution of national agreements and MSAs that enable long-term, scalable growth.
• Expand adoption of national programs (e.g., leachate, wastewater, AEF, TSD) across the portfolio.
• Align customer demand with Reworld's asset network to maximize facility utilization and value creation.

5. Internal Leadership & Deal Orchestration

• Act as the central point of coordination across regions, pricing, operations, and leadership for all major opportunities.
• Ensure alignment on:
  • Pricing strategy
  • Capacity and facility fit
  • Customer engagement approach
• Drive visibility and governance for:
  • All >$50K opportunities
  • All multi-site / multi-regional deals
• Maintain disciplined execution of strategic partnership rules of engagement.

6. Retention & Growth Protection

• Proactively identify and mitigate churn risk across strategic accounts.
• Protect and expand existing revenue by managing:
  • Competitive threats
  • Pricing consistency
  • Channel conflict
• Lead recovery strategies for at-risk or declining accounts, restoring growth and engagement.

Qualifications

Experience

• 7-10+ years of experience in B2B sales, strategic accounts, or business development, preferably in environmental services, waste, logistics, or industrial sectors.
• Proven track record of closing complex, multi-million-dollar deals.
• Experience managing large, national accounts with direct revenue responsibility.

Core Competencies

• Sales Leadership: Ability to originate, advance, and close high-value opportunities
• Executive Presence: Strong communication and influence with senior stakeholders
• Strategic Thinking: Translates market insight into actionable growth strategies
• Commercial Acumen: Deep understanding of pricing, margin, and deal structuring
• Cross-Functional Leadership: Aligns internal teams to execute complex deals

Personal Attributes

• Highly driven, competitive, and results-oriented
• Strong ownership mindset with a bias toward action and accountability
• Comfortable operating in fast-paced, high-visibility environments
• Willingness to travel frequently to support customer and business needs

Key Performance Indicators (KPIs)

• Revenue Growth: Delivery against annual targets and contribution to run-rate expansion
• Pipeline Development: Strength and quality of pipeline aligned to strategic priorities
• Deal Conversion: Win rate across strategic opportunities and bids
• Share of Wallet: Expansion within top ~35 strategic accounts
• Customer Retention: Reduction in churn and stabilization of existing revenue
• Executive Engagement: Depth and frequency of senior-level interactions
• National Program Growth: Adoption and scaling of multi-site/national solutions

All Reworld positions require a candidate's ability to perform the duties and responsibilities of the role while upholding Reworld's Values, including (but not limited to) contributing to a safe and inclusive workplace, delivering results through trust, and building breakthrough capabilities.

Please note that Level, Title and/or Salary may be adjusted based on the applicant's experience or skills.

Pay Transparency

Reworld is committed to paying its staff equitably, and we strive to provide competitive compensation and benefits packages. The range below reflects Reworld's reasonable estimate of base pay for this role based on primary posting location. It is expected that most qualified candidates in this location will fall within the posting range. The final salary offered for this role will be determined based on factors including, but not limited to: experience, education, geographic location, skills and competencies, travel requirements and/or union contracts (if applicable). Pay ranges are reviewed from time to time and may be modified in the future.

The pay range for the primary location of this position is: $157,000.00 - $224,400.00 USD. For hourly roles, this is the annualized salary. To calculate the hourly rate, divide by 2080.