Enterprise Account Executive

Rubicon • Atlanta, GA

3d • Hybrid

About The Position

The Enterprise Account Executive is responsible for driving new business acquisition, closing high-value enterprise sales opportunities, and delivering consistent organic revenue growth across a defined portfolio of national account opportunities. This role owns the entire sales cycle, from strategic prospecting, pipeline development through contract negotiation, and execution. Reporting to the Chief Commercial Officer, the successful candidate will leverage a combination of proactive outbound selling, executive relationship development, industry expertise, and existing professional networks to build and maintain a robust pipeline of qualified opportunities. The role is focused on acquiring and growing mid-sized to large enterprise customers, expanding Rubicon's market presence, and achieving aggressive revenue, profitability, and growth objectives. Key responsibilities include identifying and closing new business opportunities, developing C-suite and senior stakeholder relationships, managing complex sales processes, negotiating multi-year agreements, and executing account growth strategies that increase customer value and generate sustainable organic revenue growth. The ideal candidate is a proven enterprise sales professional with a track record of exceeding quotas, winning large strategic accounts, and delivering measurable business growth within Fortune 1000 or similarly complex organizations. Typical deal size will exceed $1-million annual contract value. This position works cross functionally with Sales Development/Lead Generation teams, Strategic Sourcing, Account Management, and Marketing teams to review vendor bids, to support the setup of new key accounts, and to expand Rubicon’s share of wallet with existing accounts. The Enterprise Account Sales role also works closely with internal sales teams to expand Rubicon’s client base.

Requirements

• High School Diploma and Bachelor’s degree in a related field required.
• Five (5)+ years of relevant work experience with a successful track record of multi-million dollar national account selling and relationship management.
• Proficiency with Salesforce or similar CRM systems to build, maintain, and communicate existing pipelines with senior and executive leadership.
• In-depth knowledge of client relationship management strategies.
• Ability to communicate complex waste and recycling solutions to general audiences and different levels of internal and external stakeholders.
• Prior experience supporting sales-secondary staff with share of wallet expansion.
• Strong organizational skills with the ability to manage multiple priorities and deadlines in a fast-paced environment.
• Exceptional interpersonal skills, with the ability to interface effectively with stakeholders at all levels of the organization.
• Strong customer service orientation with the ability to handle inquiries and requests efficiently and professionally.
• Attention to detail and a commitment to accuracy in all aspects of client management.
• A proactive, can-do attitude with a willingness to take ownership of tasks and drive them to completion.
• Strong problem solving and critical thinking skills.
• Ability to work effectively and independently with minimal supervision, while also being a team player who thrives in a collaborative environment.
• Discretion and trustworthiness in handling sensitive information and supporting high-level strategic initiatives.

Nice To Haves

• Sales experience in the following industries is preferred: Restaurants / Quick Service Restaurants (QSR) Hospitality / Hotels Property Management Grocery / Food Distribution

Responsibilities

• Develop, implement, and execute on sales strategies for assigned accounts that meet and exceed established sales objectives.
• Leverage existing relationships and identify new prospects to promote Rubicon’s products and services.
• Educate customers on service differentiation and value-added during the sales process.
• Collaborate with internal stakeholders and senior leadership to achieve favorable contracts and agreements, resulting in favorable payment terms, deal structures, and more.
• Proactively target customers’ business needs through developing relationships and an understanding of customer needs and decision makers.
• Maintain a positive customer relationship after the close of sales through consistent follow ups and rapid issue resolution to earn referrals and to develop customer retention, trust, and a reputation of integrity.
• Leverage an understanding of the industry, account competitors, and the marketplace to develop partnerships with waste and recycling industry regulars.
• Support Key Account Directors in pursuing share of wallet expansion opportunities.
• Travel to and attend trade shows, assisting with booth setup and Rubicon marketing.
• Performs other duties as assigned or apparent.
• May assist with onboarding and training of new team members on Key Account Growth processes, systems, and procedures as assigned.
• Supports knowledge sharing and continuous improvement efforts within the Key Accounts Growth function.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior