Account Director, Indirect Sales

What we need: 

We are seeking an Account Director, Indirect Sales to drive growth through RTS’s indirect sales channels across North America. In this role, you will develop and manage relationships with channel partners, distributors, and resellers to expand our market presence and drive revenue.

The ideal candidate is a strategic thinker with strong relationship-building skills and a proven track record in channel or indirect sales. You are comfortable owning a channel strategy, using data to inform decisions, and collaborating with internal teams to ensure partners have what they need to succeed. You will be tasked to close sales through the Indirect Channel with a targeted quota and measured by revenue attainment. In addition you will be required to sell into large portfolio clients, possessing the ability to develop new sales 

What People say about You: 

People describe you as a trusted partner and connector. You build strong, long-term relationships with resellers, distributors, and other channel partners, and you’re skilled at finding win–win opportunities.

You are commercially savvy, an effective negotiator, and comfortable working independently in a fast-paced environment. You enjoy using CRM tools and sales analytics to monitor performance, spot trends, and refine your approach. You communicate clearly, follow through on commitments, and are as comfortable in a virtual meeting as you are in a boardroom.

What you will be doing: 

• Developing and executing a strategy to grow RTS’s indirect sales channels across North America.
• Identifying, recruiting, and managing partnerships with resellers, distributors, and other indirect sales partners.
• Driving revenue growth through channel partners by providing training, sales support, and strategic guidance.
• Collaborating with internal teams, including Marketing and Product, to ensure partners have the tools, resources, and product knowledge they need.
• Monitoring and analyzing sales performance metrics to optimize channel strategies and partner performance.
• Negotiating contracts and agreements with partners to drive mutually beneficial outcomes.
• Staying current on industry trends and competitor activities to identify new opportunities and inform channel strategy.

Is this you? 

“Must Have” Skills/Experience: 

• 3–7+ years of experience in indirect sales, channel sales, or business development, with a proven track record of driving revenue growth.
• Direct experience in the waste and recycling industry
• Proven track record of managing channel partnerships (resellers, distributors, brokers or other indirect partners) and delivering results through them.
• Strong negotiation, communication and relationship management skills; able to build trust and influence across multiple stakeholders.
• Experience working independently and collaboratively in a fast paced, competitive environment; results driven and resilient.
• Proficiency with CRM tools and sales analytics to manage pipeline, forecast and monitor performance.
• Excellent client relations skills with the proven ability to form long term relationships and produce measurable results.
• Strong communication skills: listening, writing, speaking and facilitating meetings.
• Superior organizational and time management skills, with the ability to juggle multiple partners, opportunities and priorities.
• High emotional intelligence with the ability to provide dynamic presentations, handle objections and reach mutually beneficial outcomes.

 “Nice to Have” Skills/Experience: 

• Experience with multi-year or contract-based deals.
• Experience providing training, support, and strategic guidance to channel partners.
• Background in waste management, logistics, or technology in a growth-focused commercial role.
• Willingness to travel as needed to support partners and drive growth.

What to Expect:

We believe the recruiting process is a two-way street, this isn’t just about us getting to know you. We encourage you to ask questions about the company, work culture and the role. As you interview with RTS, we hope the growth and challenge excites you. 

1.     You will chat with our talent acquisition team.

2.     Meet with the hiring manager and potential team.

3.     Meet with one of our leaders and learn more about your career at RTS.

RTS is an equal opportunity employer who embraces and values diversity in age, gender identity, race, ethnicity, sexual orientation, and physical/mental ability. RTS’ team members are encouraged to be their whole authentic selves. People of diverse backgrounds and cultures are encouraged to apply.

Why RTS?
At RTS, we are committed to sustainability and innovation. Our team is passionate about making a positive impact on the environment while driving business success. Join us and be part of a company that is transforming the waste management industry.

Salary range: Base pay $85,000 - $90,000 plus commission