Business Development Director

Company Overview (Who are we? Why should you join us?)

At ecoATM the proof of our success is in our staggering growth, extraordinary impact on protecting the planet, and providing a work culture unlike any other. We are a technology company and a pioneer of device re-commerce. Through our 6500+ automated kiosks and online marketplace Gazelle.com, we enable people all over the world to join the mobile device re-use revolution, a revolution that will get billions of used smartphones out of the e-waste cycle and into the hands of people who don’t have affordable access to the empowerment of the latest mobile technology.

At ecoATM we know our employees are our greatest strength and the key to our continued growth and success. When you join our team, you will enjoy more than just a job, you will be empowered to develop and utilize your unique talents and skills to build a rewarding career while making a lasting, positive impact on the planet.

Our Values and Leadership Behaviors

In this role, you will support the strategy and execution of our retail sales initiatives that drive our company goals. You will work cross-functionally with internal partners to create a high-performing model where you will drive the installation of new machines across existing and new channels. As the Director, you will own the entire sales development process.

You will report to our Senior Vice President of Corporate Development. We expect this role to be flexible in terms of time spent remotely and the ability to travel as needed for in-person sales events, offsites and other business-related necessities. You will refine our strategies, optimize our sales funnel, and drive results.

Strategic Prospecting, Selling & Closing

• Lead and execute strategic sales initiatives to exceed goals and build long-term client relationships
• Conduct comprehensive market research to identify opportunities and customer needs in the device recycling retail market
• Implement new strategies to develop leads and engage prospective retailers; identify key decision makers, influencers and stakeholders
• Manage the entire sales cycle from initial call to close
  1. Craft and lead outbound prospecting initiatives using cold calling, email campaigns, and social media to expand our reach
  2. Monitor and analyze sales development performance metrics, such as call/email activity, lead conversion rates, and pipeline generation, to identify areas for improvement and optimize performance.
  3. Create continuous improvement, staying ahead of industry sales trends to stay sharp and innovative.
• Develop a strong understanding of each prospect’s business objectives; prepare and deliver persuasive sales proposals and presentations tailored to client-specific recycling needs
• Collaborate with marketing to align outbound prospecting efforts with overall business objectives and target market segments
• Work with internal teams to ensure that expectations set during the sales process are met in delivery across legal, finance, operations, logistics, marketing, analytics and account management teams.
• Refine our tradeshow strategy and represent ecoATM at key industry events

Market Research & Trends

• Stay informed on industry trends and maintain a deep understanding of the retailer ecosystem as well as smartphone and electronics recycling trends
• Report on forces that shift strategic directions of account opportunities
• Understand the competitive landscape and determine how to best position ecoATM in the market

Forecasting & Reporting

• Utilize Salesforce to track and manage sales development activities, prospecting effectiveness, and generate reports on performance for management
• Act as the bridge between our prospects and internal teams to deliver insights
• Track and predict performance

Requirements:

• 10+ years of experience selling into retailers in all channels – Discount, Dollar, Grocery, Convenience and others
• Deep understanding of retailers’ operations and key stakeholders
• Proven track record of success in meeting and exceeding goals in winning retailer accounts
• Strong communication, organizational and presentation skills with the ability to sell and negotiate at all decision-making levels
• Ability to work in a fast-paced, entrepreneurial and team environment
• Self-motivated, creative, and flexible
• Strong analytical skills with a strategic, long-term focus
• A strategic and analytical mindset, with a data-driven approach to decision-making and problem-solving.
• Organized professional who excels in prioritizing tasks and managing a fast-paced sales environment
• Strong experience and expertise with Salesforce, ZoomInfo, LinkedIn Sales Navigator and Tableau

• term value and making ecoATM more strategically integrated.

• Executive Relationship Management: Serve as the primary executive liaison partnering with key accounts and their internal owners, building trust and ensuring alignment between client goals and ecoATM capabilities.
• Revenue Growth and Retention: Drive account expansion opportunities while ensuring renewals by consistently delivering measurable value to clients.

• Account Playbook. Develop account growth plans and scalable models to service clients (from escalations to developing QBRs), to ensure organizational alignment with customer needs and desires.

• Team Development: Build, mentor, and lead a high-performing account management team that embodies ecoATM’s customer-centric values. Set clear expectations, provide continuous feedback, and ensure professional development opportunities for team members. Set teams goals and build a scalable sales organization through effective talent acquisition, development, and retention strategies based on KPIs

• Enable Data-Driven Account Insights: Leverage account performance metrics to identify trends, predict challenges, and proactively offer tailored solutions. Establish KPIs and metrics to track and evaluate performance
• Cross-Functional Collaboration: Partner with internal teams—including operations, product, marketing, technology, and sales—to deliver seamless service and drive innovation for clients. Collaborate on go-to-market strategies, ensuring seamless execution of campaigns and product launches.

• Customer Advocacy: Act as the voice of the customer within ecoATM, ensuring client feedback shapes our offerings and strategic direction.
• Thought Leadership: Represent ecoATM at industry events, fostering strong relationships and positioning the company as a leader in technology recycling solutions.

• Financial Management. Own the account management P&L ensuring cost-effective operations while achieving revenue and profitability targets. Develop and manage budgets, forecasts, and resource allocation plans to support sales growth.

Requirements

• 15+ years of experience in account management, client success, or strategic partnerships, with at least 8 years in a leadership role.

• Proven track record of growing accounts and achieving/ exceeding sales targets with retailers
• Strong understanding of corporate account management and support processes.

• Strong attention to detail
• Solid technical skills and the ability to conduct root cause analysis

• Exceptional leadership, coaching, and team-building skills.
• Strategic thinker with the ability to balance long-term vision with short-term execution.
• Strong analytical mindset with expertise in using data to drive decisions and account strategies.
• Exceptional communication, relationship management, presentation, and negotiation skills, with experience engaging C-suite stakeholders.
• Deep understanding of retailer landscape, including key challenges impacting enterprise clients.

• Exceptional level of customer understanding, consumer insights, financial acumen, sales systems, consultative selling and team development

• Proven success in building and scaling account management teams in a fast-paced, high-growth environment.
• Hands-on attitude to solve practical problems and capture opportunities.
• Positive mindset, result-oriented, high level of initiative and integrity
• Strong business acumen and work independently and think strategically.
• A team player and adaptable.
• Expert in Tableau and Salesforce CRM and MS Excel and Powerpoint
• Bachelor’s degree required in Business, Marketing, or a related field (MBA preferred).

Pay Range (How much might you earn in your base salary?)
$120,000 - $160,000+

Base pay offered may vary depending on job-related knowledge, skills, and experience. This information is provided per CA SB 1162 (“CA Pay Transparency Law”). Base pay information is based on market location. Learn more about ecoATM benefits here.

This position may also be eligible for short-term and long-term incentives based on individual and company performance.

This job description is not intended to be all-inclusive. Employee may perform other related duties as assigned to meet the ongoing needs of the organization.

Here at ecoATM/Gazelle we value diversity & belonging and are proud to be an Equal Employment Opportunity employer.  All applicants are considered without regard to race, color, religion, national origin, age, sex, marital status, ancestry, physical or mental disability, veteran status, gender identity, sexual orientation, or any other legally protected characteristic, and are fairly and equitably compensated based on current market data. If you need assistance, or an accommodation, please let your recruiter know.