Business Development Director

About the role 

The Business Development Director will own revenue and be accountable for closing new retail partnerships—from first outreach through signed contract and successful launch of new ecoATM kiosk installations. This is a quota-carrying, full-cycle sales role. 

Reporting to the Senior Vice President of Corporate Development, you will lead a disciplined sales process (prospecting, discovery, proposal/ROI, negotiation, contracting, and handoff) while working cross-functionally with Legal, Marketing, Analytics, Account Management and Salesforce operations to deliver on commitments. Travel as needed for in-person meetings, tradeshows, and offsites. 

Key Responsibilities  

Full-Cycle Selling & Closing (Quota-Carrying) 

• Own and close new retailer partnerships—meet/exceed new-business quota and deliver signed agreements, installed kiosks, and revenue. 

• Build and execute plans to close target retailers; identify decision makers, influencers, and buying committees; draft messaging and pitch materials 

• Run discovery to understand retailer objectives and constraints; develop tailored value propositions and ROI models for device recycling and trade-in. 

• Manage the full sales cycle from first outreach through signed contract and handoff to implementation; maintain momentum with clear close plans. 

• Lead negotiations and contract redlines (commercial terms, rent/revenue share, placement, SLAs, and legal/privacy/security requirements as applicable) to signature. 

• Prepare and deliver persuasive proposals and executive-ready presentations; present to VP/C-level stakeholders and cross-functional committees. 

• Drive outbound prospecting (cold calling, email, LinkedIn, partners, and events) to build pipeline—while prioritizing late-stage advancement and closing activity. 

• Coordinate internal stakeholders to create winning solutions and ensure deliverability across Legal, Marketing, Analytics and Account Management. 

• Refine our tradeshow strategy and represent ecoATM at key industry events; generate qualified opportunities and convert them to closed-won deals. 

 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 for account opportunities 

• Understand the competitive landscape and determine how to best position ecoATM in the market 

 Forecasting & Reporting 

• Utilize Salesforce to manage full-cycle pipeline, forecasting, and reporting; maintain accurate stage hygiene, close dates, and next steps. 

• Partner with internal teams to translate prospect needs into clear requirements and a clean handoff once deals are signed. 

• Own weekly forecasting and performance updates; track pipeline health, stage conversion, win rates, cycle time, and forecast accuracy. 

• Work with Analytics on scoring potential retailer locations and building financial model proposals in Excel. 

Qualifications & Experience 

• 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 quota in winning and closing retailer accounts 

• Demonstrated experience leading contract negotiations and redlines through signature (commercial terms and legal agreements) 

• Strong communication, organizational, negotiation and presentation skills with the ability to sell and close 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 Excel, Salesforce, ZoomInfo, LinkedIn Sales Navigator and Tableau 

Location: Remote 

Travel required: <20% 

Pay Range (How much might you earn in your base salary?)  

$135,000-150,000 base compensation + commission plan