Business Development Director, Channel Partnerships

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 7,000 automated kiosks and online marketplace Gazelle.com, we enable people worldwide to join the mobile device re-use revolution—getting billions of used smartphones out of the e-waste cycle and into the hands of those who need affordable access to mobile technology. Our employees are our greatest strength, and joining our team means developing your unique talents while making a lasting, positive impact on the planet.

About the Role

The Business Development Director will be ecoATM's front line for growth—hunting, negotiating, and closing new retail partnerships that place our kiosks in the nation's biggest retailers. From first outreach to signed contract to a live kiosk on the floor, you own the entire deal. This is a quota-carrying, full-cycle sales role for someone who thrives on closing. Reporting directly to the SVP of Corporate Development, you'll run a disciplined sales process while partnering with Legal, Marketing, Analytics, Account Management, and Sales Ops to turn commitments into results. Travel is required as needed for key meetings, tradeshows, and offsites.

Responsibilities

• Own and close new retailer partnerships—meet or exceed new-business quota, 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) 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—prioritizing late-stage advancement and closing activity.
• Coordinate internal stakeholders to create winning solutions and ensure deliverability across Legal, Marketing, Analytics, and Account Management.
• Stay informed on industry trends and maintain a deep understanding of the retailer ecosystem and electronics recycling landscape.
• Report on market forces that shift strategic directions for account opportunities.
• Understand the competitive landscape and position ecoATM effectively 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 ensure 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.

Requirements

• 10+ years of experience selling into retailers across all channels—Discount, Dollar, Grocery, Convenience, and others.
• Deep understanding of retailers’ operations and key stakeholders.
• Proven track record of 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-oriented environment.
• Self-motivated, creative, and flexible with a strategic and analytical mindset.
• Data-driven approach to decision-making and problem-solving.
• Strong experience with Excel, Salesforce, ZoomInfo, LinkedIn Sales Navigator, and Tableau.

Pay

Salary Range: $130K to $150K + commission structure & long-term incentives based on individual and company performance. Base pay may vary depending on job-related knowledge, skills, and experience. This position may also be eligible for short-term and long-term incentives.

Schedule

Location: Remote; must reside in the United States. Travel required: less than 20%.