Manager, Account Executives

Downstream System Inc.; Richardson (TX); Hybrid; USD 120,000 - 180,000; 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 holidays

Parental and bereavement leave

Job summary

Downstream System Inc. in Richardson, TX is seeking a Manager of Account Executives to build and lead a high-growth team. You will hire, coach, and manage Account Executives, owning a team revenue number and shaping the consultative sales process across site services, waste, and equipment offerings.

The role focuses on new logo acquisition in an upper mid-market, multi-regional ICP. Hybrid work enables collaboration with sales leadership, marketing, and account management.

Qualifications

• 5+ years of sales experience with leadership.
• Track record of carrying and exceeding an individual quota before moving into leadership.
• Experience coaching reps on complex, multi-location accounts.
• Strong in consultative selling and sales process design.
• Organized, accountable, and comfortable owning a team revenue number.

Responsibilities

• Hire, onboard, and develop a team of Account Executives.
• Coach reps on pipeline management, negotiation, and consultative selling technique.
• Own and forecast a team-level new business revenue number.
• Run pipeline reviews, call coaching, and deal strategy sessions.
• Set quotas, activity standards, and territory assignments.
• Partner with Account Management and Operations for smooth handoffs.
• Identify process and tooling improvements to increase productivity.
• Report on team performance and pipeline health to leadership.

Skills

Sales leadership

Account management

Forecasting

Consultative selling

Pipeline management

Job description

Richardson, TX (hybrid) Full time 5+ years Competitive 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 a Manager of Account Executives to build and lead a team responsible for driving new business growth at Downstream. This is a great opportunity for a sales leader who wants to shape a growing team in a fast-paced, high-growth environment.

You'll hire, coach, and manage a team of Account Executives, own a team revenue number, and help develop the consultative sales process used to bring new contractors, builders, and businesses onto the Downstream platform across our full range of offerings, including site services, waste, and equipment solutions.

You'll partner closely with sales leadership, marketing, and account management to build a scalable, high-performing new business engine.

What you'll do

• Hire, onboard, and develop a team of Account Executives
• Coach reps on pipeline management, negotiation, and consultative selling technique
• Own and forecast a team-level new business revenue number
• Run pipeline reviews, call coaching, and deal strategy sessions
• Set individual and team quotas, activity standards, and territory assignments
• Partner with Account Management and Operations to ensure a smooth new customer handoff
• Identify process and tooling improvements to increase team productivity
• Report on team performance and pipeline health to sales leadership

Role specifics

• Team managed: Account Executives selling into $10,000–$100,000 per month accounts
• Team quota ownership: new business GMV and net revenue targets
• Owned account types: full catalog — site services, waste, heavy equipment
• Core focus: new logo acquisition, upper mid-market
• Primary ICP: multi-regional retail general contractors and tenant build-out firms

Who you are

• 5+ years of sales experience, including 1–2+ years managing or leading a sales team
• Track record of carrying and exceeding an individual quota before moving into leadership
• Experience coaching reps on complex, multi-location accounts
• Strong in consultative selling and sales process design
• Organized, accountable, and comfortable owning a team revenue number

Compensation

Competitive base plus commission / bonus, commensurate with experience.

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