Director of Sales

Job Title: Director of Sales

Location: Remote/Hybrid - USA

Reports to: Chief Commercial Officer

Department Name: Key Account Growth

Job Types: Full Time – Exempt

Position Summary

The Director of Sales is responsible for leading the company's sales strategy and execution within the mid-market segment. Reporting to the Chief Commercial Officer, this role plays a critical part in driving revenue growth through personal new business sales, strategic account expansion, and sales leadership. The Director of Sales is expected to serve as both a hands-on seller and sales leader, directly contributing to revenue generation while building, developing, and leading a high-performing sales organization.

Essential Duties & Key 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.

Supervisory Responsibilities:

• 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.

Experience & Qualifications:

• 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.
• 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
• 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.
• Experience leading and developing high-performing sales teams.
• 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.

Physical Demands and Working Environment

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this position. Reasonable accommodation may be made to enable individuals with disabilities to perform the functions.

• While performing the duties of this job in a home office setting, the employee is regularly required to work on a computer for extended periods of time.
• Frequent use of a computer requires fine motor skills and hand-eye coordination.
• Ability to sit for extended periods while working from home or a designated workspace.
• Ability to perform tasks that require sustained attention and focus.
• Occasional lifting of materials up to 25 pounds.
• Travel to attend team meetings may be required.
• To facilitate working from home, and as a requirement for this role, the employee must provide reliable internet connection with sufficient bandwidth to execute all job functions and technology setup conducive to remote work. The company laptop will be provided.
• A quiet, distraction-free workspace is required for maintaining productivity.
• Collaboration with team members may occur through virtual meetings and communication platforms.

About Rubicon

Rubicon is a leading provider of technology-based waste and recycling solutions for waste generators, helping them to understand, manage, and reduce waste. We provide multi-location businesses with an all-in-one waste and recycling solution, offering deep insights into your waste streams to enable informed decision-making and actions across all your locations. We help customers achieve sustainability goals with tailored zero waste solutions, leveraging our longstanding relationships with more than 8,000 vendors and hauler partners.

Rubicon is an Equal Employment Opportunity Employer. We also maintain a Drug-Free Workplace.

Rubicon is committed to sustainability and will rely on all employees to serve as an advocate for Environmental Social and Governance (ESG) both internally and externally to help grow the Company’s ESG objectives.

• Environment: Contribute, measurably, to Rubicon’s carbon reduction goal and circular economy efforts
• Social: Support Rubicon’s efforts to cultivate/promote racial and gender equity
• Governance: Advance Rubicon’s commitment to best-in-class governance practices