Director of Sales

Company Overview Outlast is disrupting the largest market you’ve never heard of. The bulk recyclables industry is a ~$1 trillion industry – yet is largely a technological desert. Outlast is transforming recyclables trade through technology. Our platform enables suppliers and buyers to safely and effortlessly transact their materials at the push of a button. Beyond connecting suppliers and buyers, we also provide global logistics, financing, and quality control. As a company, we are keenly focused on optimizing the customer experience and doing good for the environment by promoting recycling. The proof is in the facts: recycling 1 ton of material reduces greenhouse gas emissions equivalent to more than 7,000 miles driven by a passenger car. Outlast is poised for explosive growth, completing several rounds of funding and landing contracts that can scale to $100s of millions in revenue. Role Overview We are seeking a Director of Sales to build our revenue engine from the ground up. As our first dedicated sales leader, you’ll own the full sales motion - from lead conversion to close - while partnering closely with marketing to turn pipeline into predictable, repeatable revenue. This role is ideal for a hands‑on, data‑driven sales professional who thrives in fast‑paced environments and knows how to use today’s tools - including generative AI - to sell smarter, not harder. Your mission: close business, create scalable sales processes, and establish the foundation for a future high‑performing sales organization. Responsibilities Sales Management & Team Leadership Build and lead a disciplined, high‑performing sales organization that scales with Outlast’s growth. Hire and Develop Talent: Recruit, onboard, and coach exceptional sales professionals who embody Outlast’s customer‑first values and data‑driven mindset. Standardize Onboarding: Create structured ramp programs that accelerate new‑hire readiness on materials markets, buyer personas, and sales tools. Define Cadence and Accountability: Establish daily, weekly, and monthly contact rhythms; ensure consistent adherence to activity, pipeline, and follow‑up standards. Reinforce Messaging Discipline: Train and certify the team on Outlast’s value propositions and differentiators so every interaction communicates a consistent narrative. Measure and Coach: Set clear performance metrics across activity, pipeline, and revenue; leverage dashboards and one‑on‑one coaching to drive continuous improvement. Foster Culture and Retention: Build a transparent, collaborative, and performance‑oriented culture that celebrates learning, achievement, and long‑term growth. Pipeline Conversion Own and execute the sales strategy aligned with Outlast’s revenue goals. Manage the full sales cycle: qualification, demo, proposal, negotiation, and close. Develop repeatable outbound and inbound conversion playbooks in partnership with Marketing. Build trust with prospects by deeply understanding their materials, supply chain needs, and pain points. Work hand‑in‑hand with the Director of Marketing to ensure tight coordination between lead generation and sales execution. AI‑Driven Sales Execution Use large language models (LLMs) and generative AI to scale outreach, personalize follow‑ups, and streamline CRM workflows. Automate and improve sales materials — from proposals to follow‑up messaging — for greater efficiency. Continuously test messaging and cadences to maximize engagement and close rates. Foundation for Scale Set up the sales tech stack, workflows, and reporting systems that will support future team growth. Identify the highest ROI opportunities for new hires, territories, and verticals. Contribute directly to GTM strategy, product positioning, and customer success feedback loops. Requirements 7–10+ years of B2B sales experience with a track record of hitting or exceeding targets. Experience in industrials, supply chain/logistics, industrials, or marketplaces strongly preferred. Proven success building and executing sales processes from scratch in a startup or growth‑stage company. Deep familiarity with CRM tools and sales automation workflows. Strong understanding of how to leverage AI for outbound prospecting, proposal creation, and personalization. Excellent communicator, negotiator, and relationship‑builder across all levels of an organization. Operates independently, prioritizes ruthlessly, and moves quickly in a dynamic, resource‑constrained environment. Bachelor’s degree required. What Success Looks Like You’ve created a repeatable, measurable sales process that consistently converts marketing pipeline into revenue. Outlast’s sales engine is fully aligned with marketing, producing shared accountability and predictable growth. Sales velocity, close rates, and customer satisfaction continue to improve quarter over quarter. You’ve demonstrated clear ROI on the sales function and built the case for scaling the team. $150,000 - $250,000 a year *Compensation is a combination of salary and equity. #J-18808-Ljbffr Outlast