Senior Account Executive

About the Role

The Senior Account Executive (SAE) is responsible for prospecting and closing sales to new customers to meet budgeted sales goals. The role develops and implements effective selling strategies that drive revenue growth and profitability by targeting new customers. It also manages existing business relationships to achieve sales and price objectives through retention strategies, strong negotiation, and securing contracts from previously non‑contracted customers. The SAE “saves, secures, and converts” by handling cancellation requests, educating customers on contract details, and obtaining contract commitments in face‑to‑face interactions. All customer service escalations within the defined territory are resolved by this position, and the SAE maintains and grows billable value in assigned accounts. Senior Account Executives maintain and grow billable value in their accounts by preventing losses and selling permanent new waste streams, services, and products to both current and prospective customers. They initiate B2B sales relationships, prospect, and close opportunities using sound selling strategies, while managing prospects with development plans and a robust sales pipeline. • Prospect and close new B2B sales to meet or exceed budgeted targets. • Develop and execute selling strategies that drive revenue growth and profitability. • Manage and expand existing accounts, preventing loss and increasing billable value. • Handle customer cancellation requests, educate on contract details, and secure new contracts. • Conduct retention calls to improve service, profitability, and meet sales activity goals. • Propose compliant customer solutions and collaborate with Area Sales Managers on issues. • Prepare complex proposals, recommending equipment optimization and leasing options. • Stay current on internal sales strategies, operational capabilities, and market trends. • Work closely with Plant Managers and Brokerage Account Managers to upgrade materials and boost profitability.

Key Responsibilities

• ▸prospecting
• ▸closing
• ▸account management
• ▸proposal development
• ▸equipment optimization
• ▸retention calls

What You Bring

The role requires deep industry and company knowledge to prepare complex proposals and recommend equipment optimization or leasing options. The SAE stays current on internal sales strategies, operational capabilities, and external market trends, and works closely with Plant Managers and Brokerage Account Managers to upgrade materials and increase profitability. Required qualifications include an accredited bachelor’s degree (or a high school diploma/GED with four years of relevant experience) and at least four years of direct B2B sales experience, including cold calling and prospecting that resulted in secured customer appointments. The position operates primarily in a professional office environment and requires routine use of standard office equipment such as computers, phones, and copy machines. Reasonable accommodations are available for individuals with disabilities to perform essential functions. The position may require air travel for business or access to federal property, so candidates must have a REAL ID or an acceptable TSA‑approved alternative. Candidates must be willing to obtain such identification if not already possessed. • Required: accredited bachelor’s degree (or high school diploma/GED plus 4 years experience) and 4+ years of direct B2B sales, cold‑calling, and prospecting success.

Requirements

• ▸bachelor's
• ▸b2b sales
• ▸cold calling
• ▸prospecting
• ▸industry knowledge
• ▸real id

Benefits

The expected base pay range is $67,000 to $72,000, with the final salary influenced by experience, education, certifications, and location. This role is also commission‑eligible. Eligible employees receive a competitive total compensation package that includes medical, dental, vision, life insurance, short‑term disability, a stock purchase plan, 401(k) company match, paid vacation, holidays, and personal days, with variations by site. At WM, a job is more than a paycheck; it creates opportunities for employees and their families. The company focuses on people‑first values, growth, stability, and a sustainable future. • Base salary $67,000‑$72,000 plus commission; compensation influenced by experience, education, and location. • Benefits include medical, dental, vision, life insurance, short‑term disability, 401(k) match, stock purchase plan, paid vacation, holidays, and personal days.

Work Environment

Remote