Account Executive

Casella Waste Systems, Inc; Manchester (NH); On-site; USD 75,000 - 100,000; Full time

Benefits offered by this job

Medical Insurance

Dental Insurance

Vision Insurance

Life Insurance

Disability Insurance

401K

Job summary

Casella Waste Systems, Inc. is seeking an Account Executive in Manchester, NH. The role focuses on outbound prospecting, lead generation, and converting prospects into long-term clients.

A strong communicator with a strategic mindset will build relationships and drive revenue growth. The position requires a bachelor’s degree in Business or Marketing and proven experience in business development or sales, preferably in a B2B environment.

Qualifications

• Bachelor’s degree in Business, Marketing, or related field and proven B2B sales experience.
• Experience in consultative/solution-based selling and waste industry preferred.
• Strong written and verbal communication; ability to manage multiple priorities.
• Proficiency with CRM tools such as Salesforce or Microsoft Dynamics 365.

Responsibilities

• Identify and research potential clients through cold calling, networking, referrals, and digital outreach.
• Develop and maintain a robust pipeline of qualified leads.
• Conduct discovery calls and meetings to understand client needs and present tailored solutions.
• Prepare and deliver compelling presentations and proposals to prospective clients.
• Negotiate and close new business deals to meet or exceed sales targets.
• Maintain accurate records of all sales activities, opportunities, and client interactions in the CRM.
• Report on weekly/monthly performance metrics and pipeline status to leadership.
• Collaborate with marketing and operations to onboard new clients.

Skills

Lead generation

Outbound prospecting

CRM proficiency

Sales pipeline management

Presentation skills

Negotiation

B2B sales

Travel willingness

Education

Bachelor’s degree in Business, Marketing, or related field

Tools

Salesforce

Microsoft Dynamics 365

Job description

Position Summary

The Account Executive is responsible for identifying, pursuing, and securing new business opportunities to drive profitable revenue growth. This role is focused exclusively on outbound prospecting, lead generation, and converting prospects into long‑term clients. The ideal candidate is a self‑starter with strong communication skills, a strategic mindset, and a passion for building relationships.

Hiring range: First year potential earnings $75,000-$100,000+

Key Responsibilities

• Identifies and researches potential clients through various channels including cold calling, networking, referrals, and digital outreach.
• Develops and maintains a robust pipeline of qualified leads.
• Participates in strategic planning sessions to refine business development tactics.
• Conducts discovery calls and meetings to understand client needs and presents tailored solutions.
• Prepares and delivers compelling presentations and proposals to prospective clients.
• Negotiates and closes new business deals to meet or exceed sales targets.
• Stays informed on industry trends, competitor activities, and market shifts to identify new opportunities.
• Provides feedback to sales leadership and marketing teams to refine messaging and offerings.
• Maintains accurate records of all sales activities, opportunities, and client interactions in the CRM system and other reporting mechanisms.
• Reports on weekly/monthly performance metrics and pipeline status to leadership.
• Works closely with marketing and operations teams to align outreach strategies and ensure seamless onboarding of new clients.
• Participates in training and other learning opportunities to expand knowledge of the company, products, sales, and services and performs any other duties needed to help drive our vision, fulfill our mission, and/or abide by our core values.

Education, Experience & Qualifications

The ideal candidate will have a bachelor’s degree in Business, Marketing, or a related field and will have proven experience in business development, sales, or account management, ideally within a B2B environment. Experience in consultative selling or solution‑based sales, familiarity with the waste industry, an entrepreneurial mindset and proactive approach to problem‑solving are strongly preferred. Strong interpersonal and communication skills—both written and verbal—are essential, along with the ability to work independently and manage multiple priorities in a fast‑paced setting. Proficiency with CRM tools such as Salesforce or Microsoft Dynamics 365 is also required to effectively manage client relationships and sales pipelines.

Candidates must also be legally eligible to work in the United States and possess a valid driver’s license. The position requires the ability to travel up to 80% of the time within a defined territory, including periodic overnight travel for regional training sessions.

Attributes

Responsible, team‑oriented individual who is committed to safety and demonstrates strong verbal and written communication skills, committed to customer service and results‑oriented with the ability to see the larger picture while focusing on detailed information.

Benefits

Medical, Dental, Vision, Life & Disability Insurance, Maternity & Parental Leave, Flexible Spending Accounts, Discounted Stock Program, 401K, Employee Awards, Employee Assistance Plan, Wellness Incentive, Tuition Assistance, Career Pathways, and More.