About the role

The Senior Director, National Accounts Program is an enterprise leader responsible for the strategic direction, financial performance, and operational excellence of Reworld's National Accounts portfolio. This role owns revenue growth, margin expansion, and pipeline conversion, while delivering a differentiated, white-glove experience to Fortune 500 clients.

In addition to program leadership, this role leads a national team of sellers and account leaders, driving pipeline development, deal execution, and client expansion strategies. Success in this role is highly dependent on strong partnership with Regional Sales Leaders and Reworld's regional commercial teams, ensuring alignment on account ownership, pipeline development, and revenue realization across all markets.

As a key member of the Commercial Leadership Team, this role ensures seamless coordination across Sales, Operations, Pricing, Environmental, and Regional teams to unlock scalable, profitable growth.

Key Responsibilities

Enterprise Leadership & Team Development

• Lead, develop, and scale a national team of sellers, account leaders, and program managers, aligned to enterprise growth objectives.
• Establish a high-performance culture grounded in accountability, pipeline discipline, and client excellence.
• Provide hands-on coaching, mentorship, and deal support to sellers, improving pipeline quality, conversion rates, and overall performance.
• Build leadership capability through structured talent development, succession planning, and performance management frameworks.
• Set clear expectations tied to budget attainment, pipeline health, and revenue conversion.

Budget Accountability

• Own full National Accounts Budget, including revenue, margin, and growth targets across a multi-site, multi-service portfolio.
• Lead budgeting, forecasting, and long-range planning in partnership with Finance and Commercial leadership.
• Drive forecast accuracy and pacing discipline, proactively managing risks and opportunities (R&O).
• Hold both national sellers and cross-functional partners accountable for delivering financial commitments.

Pipeline Strategy, Sales Leadership & Regional Alignment

• Establish and lead a national pipeline strategy, ensuring consistent generation, qualification, and conversion of opportunities.
• Partner closely with Regional Sales Leaders and Reworld regional sales teams to align on account strategy, ownership, and pipeline prioritization, eliminating duplication and maximizing market coverage.
• Create clear governance around pipeline visibility, stage progression, and deal accountability across national and regional teams.
• Lead structured pipeline and deal review cadences that include regional stakeholders, ensuring alignment on priorities, resource allocation, and execution.
• Coach sellers on complex deal strategy, pricing, negotiation, and multi-site solution selling, while reinforcing collaboration with regional teams to accelerate deal cycles.
• Drive coordinated efforts to identify and capture cross-sell, upsell, and expansion opportunitieswithin existing accounts across regions.

Strategic Program Leadership

• Collaborate with leadership to develop long-term vision and roadmap for the National Accounts Program, aligned with enterprise growth priorities.
• Identify and prioritize high-value customers, verticals, and waste streams in collaboration with regional and national leadership.
• Ensure commercial strategies are executable by aligning closely with regional operations and sales teams.
• Establish and monitor KPIs including pipeline health, win rates, retention, pricing realization, and margin performance.

Qualifications

• Bachelor's degree in Business, Marketing, Supply Chain, or related field (MBA strongly preferred).
• 12-15+ years of progressive leadership experience in commercial, sales, national accounts or program leadership roles, preferably within environmental services or waste management.
• Proven success collaborating with regional sales organizations to drive enterprise-level growth.
• Demonstrated track record of leading national sales teams and delivering against P&L targets.
• Deep expertise in pipeline development, sales governance, and cross-functional alignment.
• Strong experience in complex contract negotiation, pricing strategy, and multi-site account management.
• Proficiency in CRM platforms (e.g., Salesforce, NetSuite) and data-driven decision-making.
• Executive presence with exceptional communication and stakeholder management skills.
• Willingness to travel as required.

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: $180,600.00 - $258,100.00 USD. For hourly roles, this is the annualized salary. To calculate the hourly rate, divide by 2080.