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.

Pay and Benefits

The role is eligible for benefits including medical, prescription drug, vision, and dental plans; 401(k) plan; paid parental leave; paid time off; and paid holidays. Additional details are available at https://www.reworldwaste.com/careers/benefits. For additional information, refer to the Pay Transparency section below.

DEI Commitment

Reworld is an Equal Opportunity Employer and has developed an Affirmative Action Program (AAP). We will not discriminate against any qualified applicants because of race, color, religion, sex, national origin, sexual orientation, gender identity, disability (including perceived disability, physical, mental, and/or intellectual disabilities), veteran status, liability for service in the Armed Forces of the United States, or any other characteristic protected by law.