Business Development Director, Channel Partnerships

Role Summary

The Business Development Director will be ecoATM's front line for growth — hunting, negotiating, and closing new retail partnerships that put our kiosks in the hands (and stores) of the nation's biggest retailers. From first outreach to signed contract to a kiosk live on the floor, you own the entire deal. This is a quota-carrying, full-cycle sales role for someone who thrives on the close.

Reporting directly to the SVP of Corporate Development, you'll run a sharp, disciplined sales process — prospecting, discovery, ROI-driven proposals, negotiation, contracting, and handoff — while partnering closely with Legal, Marketing, Analytics, Account Management, and Sales Ops to turn commitments into results. Expect to travel as needed for key meetings, tradeshows, and offsites. This is a role built for someone who's energized by closing deals.

What You Will Do:

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.

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.

Your 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; must reside in the United States

Travel required: <20%

Compensation:

• Salary Range: $130K to 150K + commission structure & long-term incentives based on individual and company performance