Key Account Executive

Department: Sales & Account Management

Employment Type: Permanent - Full Time

Location: Windsor

Reporting To: Matt Shedlock

Compensation: $110,000 - $130,000 / year

About the role

The Key Account Executive is responsible for driving new revenue growth by acquiring national and multi-site accounts for the company's managed waste and recycling services. Operating within an asset-light model, this role sells outsourced waste program management - leveraging a national vendor network, consolidated invoicing, cost optimization, landfill diversion solutions and data-driven reporting - rather than company-owned hauling or disposal assets.

The position owns the full sales cycle for large, complex opportunities: prospecting, discovery and waste spend analysis, solution design, RFP response, pricing, negotiation and close. The Key Account Executive works closely with Pricing, Procurement / Vendor Management, Operations and Account Management to structure profitable, serviceable programs and to ensure a smooth transition from signed agreement to implemented account.

What we need from you

Bachelor's degree in Business, Sales / Marketing, Environmental Science or a related field (or equivalent relevant experience)

Experience: 5-8 years of B2B sales experience with a track record of closing national or multi-site accounts • Experience selling waste, recycling, environmental, facilities or logistics services; asset light / brokered or managed services model strongly preferred • Demonstrated success managing long, complex sales cycles involving procurement, finance and C-suite stakeholders • Experience leading RFP / RFI responses and formal proposal processes • Strong financial acumen - ability to build and present cost savings, pricing and margin analyses • Proficiency with CRM systems (e.g., Salesforce) and disciplined pipeline management.
Valid driver's license required; industry certifications (e.g., SWANA, TRUE Advisor) a plus

Key Responsibilities:

• New Business Development & Pipeline Management
• Identify, prospect, and qualify national and multi-site target accounts across priority verticals (e.g., retail, industrial, logistics, healthcare, data centers).
• Build and maintain a robust pipeline in CRM with accurate stage, value and close-date forecasting.
• Represent the company at industry associations, trade shows and networking events to generate demand. 40%
• Solution Design & Proposal Development Lead discovery, including waste stream assessments, invoice audits and site-level service analysis, to quantify the client opportunity.
• Partner with Pricing, Procurement / Vendor Management and Operations to design serviceable, margin-appropriate programs leveraging the third-party vendor network.
• Own RFP / RFI responses, proposals and business cases, including savings, diversion, and sustainability outcomes.
• Position the asset-light value proposition - vendor optimization, consolidated invoicing, reporting, and program management - against asset-based competitors.
• Negotiation & Closing
• Present solutions and business cases to procurement, finance, sustainability and C-suite stakeholders.
• Negotiate pricing, service levels and commercial terms in partnership with Legal and leadership.
• Manage MSA / SOW review and execution, coordinating internal approvals on margin and risk terms.
• Secure multi-year agreements that balance client savings with company profitability.
• Maintain deal momentum and multi-threaded relationships throughout extended sales cycles.
• Implementation Handoff & Early Account Growth
• Partner with Implementation and Account Management to ensure a smooth transition from close to onboarding.
• Support vendor sourcing and service transition activities during account ramp-up.
• Remain engaged through the early account lifecycle to protect retention and identify expansion opportunities.
• Market & Industry Intelligence Monitor waste and recycling market dynamics, commodity trends, regulatory developments, and competitor activity. Provide field intelligence to Pricing, Marketing, and leadership to sharpen the company's offering and positioning.

Success Metrics:

• Achievement of new business revenue / bookings targets and quota attainment • Pipeline coverage, velocity and forecast accuracy in CRM • Win rate on qualified opportunities and competitive RFPs • Margin quality of closed deals and retention of onboarded accounts through year one.

Key Skills:

Skills:
• Consultative, solution-based B2B selling • 5+ years
• National / multi-site account acquisition and enterprise sales cycles 3+ years
• Waste, recycling, or environmental services industry knowledge 3+ years
. Financial acumen (pricing, savings modeling, margin analysis) • 3+ years
• Negotiation and contract / commercial terms management • 5+ years
• CRM proficiency and pipeline discipline (e.g., Salesforce) • 3+ years
. Executive presence, communication and presentation skills • 5+ years

What we offer

• Comprehensive Health Benefits: We've got you covered with Health, Dental, and Vision insurance.
• 401(k): Plan for the future with confidence with employer matching of employee retirement contribution.
• Learning & Growth Opportunities: We support your professional development with access to LinkedIn training, mentorship, and advancement opportunities.
• Collaborative, Global Environment: Work closely with passionate teams across North America and connect with colleagues in other regions for exciting cross-border projects.