ecoATM Gazelle · 21 hours ago
Business Development Director
United States
Full-time
Remote
Director/Executive
$135K/yr - $150K/yr
10+ years expecoATM is a technology company focused on device re-commerce and environmental sustainability. The Business Development Director will be responsible for closing new retail partnerships and managing the full sales cycle from outreach to contract signing, while collaborating with various internal teams.
Consumer ElectronicsRecyclingWaste Management
Responsibilities
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
Refine our tradeshow strategy and represent ecoATM at key industry events; generate qualified opportunities and convert them to closed-won deals
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
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
Qualification
Required
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
Benefits
Short-term and long-term incentives based on individual and company performance
Company
ecoATM Gazelle
ecoATM and Gazelle are redefining how people and businesses manage technology responsibly.
201-500 employees
Funding
Current Stage
Growth StageTotal Funding
$397.92MKey Investors
Cowen GroupNational Science Foundation
2023-03-21Private Equity· $50M
2021-06-14Private Equity· $75M
2020-02-04Secondary Market· $200M
Leadership Team
Stan Pavlovsky
Chief Executive Officer
Kevin Harris
Chief Legal Officer 🔹Enabled growth to $450M 🔹 Realized $325M in strategic growth investments
Recent News
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