Account Executive

Downstream System Inc.; Richardson (TX); Hybrid; USD 54,000 - 66,000; Full time

Benefits offered by this job

Medical, dental, and vision insurance

401(k) with company match

Company equity

Paid time off, holidays, and floating

Parental and bereavement leave

Job summary

Downstream is seeking an Account Executive in Richardson, TX to drive new business and expand existing accounts on a hybrid basis. You will manage a full-cycle sales process—from prospecting to closing—and continuously grow your book with multi-location contractors and builders across site services, waste, and equipment.

You will work with a collaborative sales team, sharpen consultative selling skills, and participate in an expansion-focused quota with a strong emphasis on new logos and account

Qualifications

• 3–5 years of sales experience in a full-cycle closing role with upsell responsibility.
• Experience with complex, multi-location accounts.
• Strong in consultative selling with a knack for spotting expansion opportunities.
• Organized, accountable, and comfortable owning a revenue number made up of both new and expansion business.

Responsibilities

• Build and manage a pipeline of prospective customers across site services, waste, and equipment.
• Run a consultative, full-cycle sales process from first contact through close.
• Prospect and generate new opportunities through outbound calls, email, and LinkedIn.
• Qualify and convert inbound leads into active, revenue-generating customers.
• Stay engaged post-close to identify and pursue expansion opportunities within your book - new services, new locations, and new markets.
• Build multi-threaded relationships within closed accounts to uncover additional needs across the full catalog.
• Negotiate pricing and contract terms to close both new business and expansion deals.
• Partner with Account Management to ensure a smooth handoff, strong onboarding, and coordinated expansion motion.
• Learn Downstream's full catalog and match solutions to customer needs.
• Maintain accurate pipeline, activity, and forecasting data in the CRM, including expansion opportunities

Skills

Sales experience

Full-cycle closing

Upsell/account growth

Consultative selling

Multi-location accounts

Organized

Revenue ownership

Job description

Richardson, TX (hybrid) Full time 3-5 years $60k base + commission / bonus

Downstream is a marketplace platform transforming the waste and construction industries from the ground up. We're on a mission to bring simplicity, transparency, and sustainability to two of the most essential - but often overlooked - sectors of our economy.

We make it easy for contractors, builders, and businesses to find and book critical services like dumpster rentals, hauling, site services, and equipment - all in a few clicks. No endless calls, no confusing pricing, no waiting around. Our platform connects customers with vetted, reliable providers so they can get what they need, when they need it.

We're not just about convenience - we're about impact. By streamlining logistics and digitizing the supply chain, we're helping reduce waste, cut emissions, and build a cleaner, more sustainable future. Let's build better, together.

About the role

We're looking for an Account Executive to help drive new business growth and account expansion for Downstream. This is a great opportunity for someone with sales experience who wants to develop their skills in a fast-paced, high-growth environment.

You'll run a full-cycle, consultative sales process — from prospecting and qualifying to closing — bringing new contractors, builders, and businesses onto the Downstream platform. Expansion is a core part of the role: once a customer is live, you'll stay closely involved to grow that account across new services, locations, and markets, with a meaningful share of your number coming from expansion rather than net-new logos.

You'll join a collaborative sales team, sharpen your consultative selling skills, and grow your career in a role with a clear path toward account management leadership.

What you'll do

• Build and manage a pipeline of prospective customers across site services, waste, and equipment
• Run a consultative, full-cycle sales process from first contact through close
• Prospect and generate new opportunities through outbound calls, email, and LinkedIn
• Qualify and convert inbound leads into active, revenue-generating customers
• Stay engaged post-close to identify and pursue expansion opportunities within your book - new services, new locations, and new markets
• Build multi-threaded relationships within closed accounts to uncover additional needs across the full catalog
• Negotiate pricing and contract terms to close both new business and expansion deals
• Partner with Account Management to ensure a smooth handoff, strong onboarding, and coordinated expansion motion
• Learn Downstream's full catalog and match solutions to customer needs
• Maintain accurate pipeline, activity, and forecasting data in the CRM, including expansion opportunities

Role specifics

• Blended quota: $1.5M GMV / $400,000 net revenue annually, with expansion revenue targeted at over half of quota
• Owned account types: full catalog - site services, waste, heavy equipment
• Weekly activity: 75-100 calls, 75 emails, 30 LinkedIn touches, 2-3 in-person visits, split across new business and expansion accounts
• Core focus: new logo acquisition and account expansion, upper mid-market
• Primary ICP: multi-regional retail general contractors and tenant build-out firms

Who you are

• 3-5 years of sales experience, ideally in a full-cycle closing role with account growth or upsell responsibility
• Experience with complex, multi-location accounts
• Strong in consultative selling, with a knack for spotting expansion opportunities within an existing relationship
• Organized, accountable, and comfortable owning a revenue number made up of both new and expansion business

Compensation

Downstream is an equal opportunity employer. We consider all applicants for employment without regard to race, color, religion, sex, sexual orientation, gender identity or expression, national origin, age, disability, genetic information, veteran status, or any other protected status under applicable law.

• Medical, dental, and vision insurance
• 401(k) with a company match
• Company equity - be an owner in what we're building
• Paid time off, paid holidays, and floating holidays
• Parental and bereavement leave