Manager, Commercial Origination (Waste/Recycling Sales)

Manager, Commercial Origination

Our client is a global leader in facility-level artificial intelligence solutions for the Municipal Solid Waste (MSW), Material Recovery Facility (MRF), and secondary sortation industries. Through advanced AI-powered infrastructure and proprietary operational capabilities, the company helps customers recover significantly more value from waste streams while reducing disposal costs and environmental impact.

The company's innovative Sortation-as-a-Service model enables customers to access fully funded, designed, built, operated, and maintained recovery facilities through long-term partnerships. By diverting 5060% or more of inbound feedstock into valuable offtake streams, the organization is transforming the economics and sustainability of waste management across North America.

This is an opportunity to join a rapidly growing industry leader at the intersection of technology, infrastructure, and sustainability.

Key Responsibilities

• Identify, originate, and develop new commercial opportunities within the municipal solid waste and recycling sector.
• Build and maintain relationships with municipal decision-makers, waste haulers, facility owners, recyclers, and other key market participants.
• Analyze regional waste flows, infrastructure networks, contract structures, and market dynamics to identify strategic opportunities.
• Lead the commercial process from prospecting through negotiation, contracting, and deal execution.
• Collaborate with operations, engineering, and executive leadership teams to evaluate project feasibility and customer solutions.
• Educate customers on the benefits of AI-enabled sortation technology and long-term infrastructure partnerships.
• Develop business cases and commercial proposals that align customer objectives with company capabilities.
• Navigate complex public-sector procurement processes and stakeholder engagement efforts.
• Support long sales-cycle opportunities involving technology integration, infrastructure development, and operational transformation initiatives.
• Represent the company at industry conferences, trade associations, and customer events.

Requirements

Experience

• 10+ years of experience in commercial, business development, sales, or hybrid commercial/operational roles within the municipal solid waste, recycling, environmental services, or related infrastructure sectors.
• Demonstrated success sourcing, developing, and closing business opportunities from initial identification through contract execution.
• Experience working directly with municipalities and public-sector stakeholders.
• Proven track record selling technology, equipment, infrastructure, or complex solutions requiring extended sales cycles.
• Experience integrating new technologies or infrastructure into existing operational environments.

Industry Knowledge

• Comprehensive understanding of regional waste and recycling ecosystems, including waste generation, collection, transportation, processing, disposal, and recovery channels.
• Strong knowledge of industry economics, contractual structures, regulatory considerations, and operational challenges.
• Ability to assess facility operations, material flow impacts, and infrastructure integration requirements.

Relationships & Leadership

• Established network of municipal decision-makers, waste haulers, recyclers, transfer station operators, MRF operators, and related industry stakeholders.
• Strong negotiation, relationship-building, and stakeholder management skills.
• Ability to influence both executive and operational audiences.
• Entrepreneurial mindset with a proactive, self-directed approach to opportunity development.

Education

• Bachelor's degree preferred; relevant industry experience will be strongly considered in lieu of formal education requirements.

Benefits

• Base Salary: $175,000 $220,000
• Annual Performance Bonus: 40% 70% of base salary
• Long-Term Incentive Plan (LTIP)
• Comprehensive benefits package
• Opportunity to participate in a rapidly growing sustainability-focused organization
• Significant career growth potential within an innovative market leader
• Exposure to transformative technology and infrastructure projects
• Collaborative and mission-driven culture focused on environmental impact and operational excellence