Sales Director

Outlast•Salt Lake City, UT

About The Position

Outlast is hiring a Sales Director to scale the buy side of its recyclables marketplace. Reporting directly to the VP of Sales, this player-coach will build the buyer network and own how the company finds, prices, negotiates with, and closes buyers for suppliers’ material. The role partners closely with supply-side Sales and Operations and is being built from the ground up. The position is phone-first and field-based. The Sales Director will personally source and close buyers for at least the first 12 months while establishing the marketplace’s processes, CRM, and playbook, then build the team as volume grows. The goal is to develop a network of recyclers, secondary buyers, and mills that can provide real quotes within 24–48 hours of receiving a material list.

Requirements

Experience building a buyer or customer base from zero, with specific accounts and sourcing methods to discuss.
Hands-on cold-prospecting experience with owners, operators, or plant managers, including the ability to explain volumes and conversion.
Personally closed deals within the last 12 months.
Demonstrated ability to negotiate price or payment terms, with a specific example.
Experience building a playbook from scratch that another person subsequently used.
Experience configuring CRM pipelines and dashboards, not only using a CRM.
Ability to learn commodity grades, material pricing, and freight economics, including evidence of quickly bridging a technical-market knowledge gap.
Use of AI for prospecting, list building, research, or quote preparation.
Comfort with ambiguity and independently finding buyers for unfamiliar materials.
Willingness to make phone calls and prospect without first relying on an SDR team, inbound engine, or extended listening tour.

Nice To Haves

High-volume outbound experience, such as SaaS, combined with industrial or complex-buyer experience.
Management experience, at least at the BDR or SDR level.
Startup or early-stage company experience working closely with a founder-CEO.
Existing relationships with recyclers, secondary buyers, or mills.

Responsibilities

Build a buyer network through cold outreach to recyclers, secondary buyers, and mills, reaching owners or facility operators.
Visit yards and mills and attend conferences to develop buyer relationships.
Source buyers and close transactions, rather than stopping at quotes.
Negotiate prices and payment terms while maintaining buyer relationships.
Document the marketplace playbook, including buyer lists, CRM structure, qualification, quoting, and negotiation processes.
Maintain buyer, material, grade, and price data in the CRM and Outlast platform for use by Sales and Operations.
Set weekly cadences for outreach and quote turnaround.
Map mills, brokers, processors, and secondary buyers by material and region, and prioritize those that quote quickly and close.
Track quote turnaround, quote-to-close rate, buyer count by material, and margin contribution to build the case for future hiring.
Personally source and close buyers while building the processes and team behind the marketplace.