[Remote] Director of Sales

Note: The job is a remote job and is open to candidates in USA. Rubicon is a leading provider of technology-based waste and recycling solutions for waste generators, helping them manage and reduce waste. The Director of Sales will lead the sales strategy and execution within the mid-market segment, driving revenue growth through new business sales and account expansion while building a high-performing sales organization.ResponsibilitiesDevelop and execute the overall sales strategy for the mid-market segment, aligning with company growth objectivesDrive new business acquisition while identifying opportunities to expand existing customer relationshipsDevelop and execute account penetration strategies to expand market share and increase customer acquisitionEstablish and manage sales goals, forecasts, quotas, and key performance indicatorsAnalyze market trends, customer feedback, and competitive intelligence to identify opportunities for growth and differentiationPersonally identify, pursue, and close new business opportunities, with a focus on strategic, enterprise, and high-value accountsMaintain an individual sales pipeline and contribute directly to annual revenue and growth targetsBuild and maintain a healthy sales pipeline through prospecting strategies, referral networks, strategic partnerships, and marketing collaborationLead complex sales cycles, contract negotiations, pricing discussions, and proposal developmentPartner with Account Executives and Business Development Representatives on strategic opportunities, executive-level prospect meetings, and complex negotiationsLead, coach, and mentor a team of Account Executives, Business Development Representatives, and other sales personnel to achieve revenue targetsRecruit, hire, onboard, and develop top sales talent to support organizational growthFoster a high-performance, customer-focused sales culture built on accountability, collaboration, and continuous improvementUtilize CRM systems and sales analytics to monitor pipeline health, forecast revenue, and drive data-informed decision-makingPrepare and present regular sales performance updates, forecasts, and strategic recommendations to executive leadershipCollaborate with Marketing to develop lead generation campaigns, market positioning strategies, and sales enablement initiativesRepresent the company at industry events, conferences, customer meetings, and networking opportunities to drive business development and brand awarenessAbility and willingness to travel up to 50% of the time, including customer visits, prospect meetings, industry conferences, and internal meetingsPerform other duties as assigned or apparentDirectly manages and develops sales personnel, including Account Executives, Business Development Representatives, and other sales team members as assignedResponsible for hiring, onboarding, coaching, performance management, goal setting, career development, and succession planning for assigned team membersProvides ongoing leadership, accountability, and mentorship to ensure achievement of individual and team sales objectivesCarries out supervisory responsibilities in accordance with the organization's policies, values, and applicable employment lawsSkillsBachelor's degree in Business, Marketing, Sales, or a related field requiredMinimum 8 years of progressive sales experience, including at least 3–5 years in a sales leadership roleDemonstrated success selling complex solutions to mid-market organizationsProven track record of consistently achieving or exceeding revenue and growth targetsDemonstrated success as an individual contributor with the ability to personally generate, manage, and close new business opportunitiesProven experience leading, coaching, and developing high-performing sales teamsStrong experience managing sales pipelines, forecasting, territory planning, and quota attainment, and revenue growth initiativesStrong business acumen with the ability to understand customer challenges and align solutions to business objectivesProven ability to engage, influence, and build relationships with executive-level decision-makers, including C-suite stakeholdersExcellent negotiation, presentation, and executive communication skillsStrong analytical, problem-solving, and decision-making capabilitiesExceptional relationship-building and stakeholder management skills with the ability to influence at all levels of an organizationProficiency with Salesforce, Microsoft Office Suite, and sales analytics toolsHighly organized with the ability to manage multiple priorities in a fast-paced environmentSelf-motivated and results-oriented, with a proactive approach and strong sense of ownershipAbility to work independently while fostering collaboration across teams and functionsExperience selling technology-enabled services, SaaS, managed services, waste and recycling solutions, environmental services, or similar B2B solutions preferredExperience managing geographically dispersed remote sales teams preferredBenefitsThe company laptop will be provided.Remote/Hybrid - USACompany OverviewRubicon is a software platform that provides waste management, recycling, and smart city technology solutions. It was founded in 2008, and is headquartered in Lexington, Kentucky, USA, with a workforce of 201-500 employees. Its website is https://www.rubicon.com.