10+ years in business development or sales within waste, recycling, or environmental services sectors.
Proven success in sourcing and closing business opportunities from identification to contract execution.
Experience with municipalities and public-sector stakeholders.
Track record in selling technology or complex solutions with long sales cycles.
Familiarity with integrating new technologies into existing operations.
Responsibilities
Identify and develop new commercial opportunities in the waste and recycling sector.
Build relationships with municipal decision-makers and key market participants.
Analyze regional waste flows and market dynamics for strategic opportunities.
Lead the commercial process from prospecting to deal execution.
Collaborate with teams to evaluate project feasibility and customer solutions.
Educate customers on AI-enabled sortation technology benefits.
Develop business cases that align customer objectives with company capabilities.
Navigate public-sector procurement processes and stakeholder engagement.
Benefits
Comprehensive benefits package.
Opportunity to participate in a rapidly growing sustainability-focused organization.
Significant career growth potential within an innovative market leader.
Exposure to transformative technology and infrastructure projects.
Collaborative and mission-driven culture focused on environmental impact.
Full Job Description
About the Position
The Manager, Commercial Origination will lead business development efforts across a designated geographic region, identifying, developing, and closing strategic opportunities with municipalities, waste haulers, recyclers, transfer stations, MRF operators, and other key stakeholders within the waste and recycling ecosystem.
This individual will serve as a market expert and trusted advisor, leveraging deep industry relationships and operational knowledge to originate new partnerships and drive long-term commercial growth. The successful candidate will understand regional waste flows, industry economics, operational constraints, and stakeholder dynamics, enabling them to structure complex agreements that create value for customers and the company alike.
Key Responsibilities
Identify, originate, and develop new commercial opportunities within the municipal solid waste and recycling sector.
Build and maintain relationships with municipal decision-makers, waste haulers, facility owners, recyclers, and other key market participants.
Analyze regional waste flows, infrastructure networks, contract structures, and market dynamics to identify strategic opportunities.
Lead the commercial process from prospecting through negotiation, contracting, and deal execution.
Collaborate with operations, engineering, and executive leadership teams to evaluate project feasibility and customer solutions.
Educate customers on the benefits of AI-enabled sortation technology and long-term infrastructure partnerships.
Develop business cases and commercial proposals that align customer objectives with company capabilities.
Navigate complex public-sector procurement processes and stakeholder engagement efforts.
Support long sales-cycle opportunities involving technology integration, infrastructure development, and operational transformation initiatives.
Represent the company at industry conferences, trade associations, and customer events.
Requirements
Experience
10+ years of experience in commercial, business development, sales, or hybrid commercial/operational roles within the municipal solid waste, recycling, environmental services, or related infrastructure sectors.
Demonstrated success sourcing, developing, and closing business opportunities from initial identification through contract execution.
Experience working directly with municipalities and public-sector stakeholders.
Proven track record selling technology, equipment, infrastructure, or complex solutions requiring extended sales cycles.
Experience integrating new technologies or infrastructure into existing operational environments.
Industry Knowledge
Comprehensive understanding of regional waste and recycling ecosystems, including waste generation, collection, transportation, processing, disposal, and recovery channels.
Strong knowledge of industry economics, contractual structures, regulatory considerations, and operational challenges.
Ability to assess facility operations, material flow impacts, and infrastructure integration requirements.
Relationships & Leadership
Established network of municipal decision-makers, waste haulers, recyclers, transfer station operators, MRF operators, and related industry stakeholders.
Strong negotiation, relationship-building, and stakeholder management skills.
Ability to influence both executive and operational audiences.
Entrepreneurial mindset with a proactive, self-directed approach to opportunity development.
Education
Bachelor's degree preferred; relevant industry experience will be strongly considered in lieu of formal education requirements.
Benefits
Base Salary: $175,000 - $220,000
Annual Performance Bonus: 40% - 70% of base salary
Long-Term Incentive Plan (LTIP)
Comprehensive benefits package
Opportunity to participate in a rapidly growing sustainability-focused organization
Significant career growth potential within an innovative market leader
Exposure to transformative technology and infrastructure projects
Collaborative and mission-driven culture focused on environmental impact and operational excellence
