Dir, Strategic Partnerships

About the role

The Director, Strategic Partnerships is a senior commercial leadership role responsible for driving revenue growth across Reworld’s top ~35 strategic national accounts and partners. This role owns a significant portion of a $200M+ national portfolio and is accountable for expanding share of wallet, securing national programs, and closing complex, multi-site opportunities across Reworld’s full suite of environmental solutions.

Responsibilities

• Own and deliver revenue growth targets across a defined portfolio of ~35 strategic accounts.
• Build and maintain a high-quality pipeline of multi-site, multi-service opportunities aligned to national priorities.
• Lead end-to-end deal execution – from origination through pricing, negotiation, and close.
• Drive share-of-wallet expansion across all service lines (TTF, AEF, wastewater, TSD, logistics, etc.).
• Partner with corporate pricing to structure competitive, strategic deals that win while protecting margin.
• Serve as the primary commercial lead for assigned strategic partners.
• Develop and execute account plans grounded in customer supply chains, waste streams, and geographic footprint.
• Lead Quarterly Business Reviews (QBRs) and ongoing performance discussions focused on growth, retention, and long-term alignment.
• Identify and activate national program opportunities (e.g., leachate, TSD, sustainability-driven initiatives).
• Position Reworld as a preferred, integrated partner within customer operations.
• Build and maintain relationships with senior and executive-level stakeholders across partner organizations.
• Travel regularly to support: Customer meetings and site visits, Industry events and partner engagements, Strategic planning sessions and deal negotiations.
• Lead in-person workshops and strategy sessions to deepen integration and unlock new opportunities.
• Act as a trusted advisor, bringing proactive solutions and market insight to partners.
• Identify and drive new growth opportunities across geographies, waste streams, and customer segments.
• Lead development and execution of national agreements and MSAs that enable long-term, scalable growth.
• Expand adoption of national programs (e.g., leachate, wastewater, AEF, TSD) across the portfolio.
• Align customer demand with Reworld’s asset network to maximize facility utilization and value creation.
• Act as the central point of coordination across regions, pricing, operations, and leadership for all major opportunities.
• Ensure alignment on: Pricing strategy, Capacity and facility fit, Customer engagement approach.
• Drive visibility and governance for: All >$50K opportunities, All multi-site / multi-regional deals.
• Maintain disciplined execution of strategic partnership rules of engagement.
• Proactively identify and mitigate churn risk across strategic accounts.
• Protect and expand existing revenue by managing: Competitive threats, Pricing consistency, Channel conflict.
• Lead recovery strategies for at-risk or declining accounts, restoring growth and engagement.

Qualifications

• 7-10+ years of experience in B2B sales, strategic accounts, or business development, preferably in environmental services, waste, logistics, or industrial sectors.
• Proven track record of closing complex, multi-million-dollar deals.
• Experience managing large, national accounts with direct revenue responsibility.

Core Competencies

• Sales Leadership: Ability to originate, advance, and close high-value opportunities.
• Executive Presence: Strong communication and influence with senior stakeholders.
• Strategic Thinking: Translates market insight into actionable growth strategies.
• Commercial Acumen: Deep understanding of pricing, margin, and deal structuring.
• Cross-Functional Leadership: Aligns internal teams to execute complex deals.

Personal Attributes

• Highly driven, competitive, and results-oriented.
• Strong ownership mindset with a bias toward action and accountability.
• Comfortable operating in fast-paced, high-visibility environments.
• Willingness to travel frequently to support customer and business needs.