Business Development Director, Channel Partnerships at ecoATM

Job description

Company Overview (Who are we? Why should you join us?) At ecoATM the proof of our success is in our staggering growth, extraordinary impact on protecting the planet, and providing a work culture unlike any other. We are a technology company and a pioneer of device re-commerce. Through our 7,500 automated kiosks and online marketplace Gazelle.com, we enable people all over the world to join the mobile device re-use revolution, a revolution that will get billions of used smartphones out of the e-waste cycle and into the hands of people who don’t have affordable access to the empowerment of the latest mobile technology. At ecoATM we know our employees are our greatest strength and the key to our continued growth and success. When you join our team, you will enjoy more than just a job, you will be empowered to develop and utilize your unique talents and skills to build a rewarding career while making a lasting, positive impact on the planet. Our Values and Leadership Behaviors 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 Q ualifications & 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: Compensation: Salary Range: $130K to 150K + commission structure & long-term incentives based on individual and company performance Base pay offered may vary depending on job-related knowledge, skills, and experience. This information is provided per CA SB 1162 (“CA Pay Transparency Law”). Base pay information is based on market location. Learn more about ecoATM benefits here. This position may also be eligible for short-term incentives based on individual and company performance. This job description is not intended to be all-inclusive. Employee may perform other related duties as assigned to meet the ongoing needs of the organization. Here at ecoATM/Gazelle we value diversity & belonging and are proud to be an Equal Employment Opportunity employer. All applicants are considered without regard to race, color, religion, national origin, age, sex, marital status, ancestry, physical or mental disability, veteran status, gender identity, sexual orientation, or any other legally protected characteristic, and are fairly and equitably compensated based on current market data. If you need assistance, or an accommodation, please let your recruiter know.

Requirements

Must-haves

Company Overview (Who are we? Why should you join us?)
Our Values and Leadership Behaviors
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 Q ualifications & 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

Nice-to-haves

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Application prep

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Platform: greenhouse
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