Sales Director

Outlast•Salt Lake City, UT

26d

About The Position

Outlast is hiring a Sales Director to scale the buy side of its marketplace, expanding the network of buyers for supplier materials and shaping how the company finds, prices, and closes those buyers. The role reports to the VP of Sales and partners with Sales and Operations on each deal. This is a phone-first, in-the-field player-coach role. The Sales Director will personally source and close buyers for at least the first 12 months while creating the processes, playbook, CRM structure, and marketplace team needed to support growth. The work includes identifying recyclers, secondary buyers, and mills for supplier material; negotiating price and payment terms; and improving quote speed and deal conversion. The role also tracks marketplace data and performance to help determine when to make the next hire.

Requirements

Demonstrated experience building buyer or customer demand from zero, including the ability to identify accounts opened and explain how they were acquired.
Direct experience cold-prospecting owners, operators, or plant managers, with the ability to discuss prospecting volume and conversion.
Personally closed deals within the last 12 months.
Experience negotiating with sophisticated buyers, including specific examples involving price or payment terms.
Experience building a playbook from scratch that another person subsequently used.
Hands-on experience configuring CRM pipelines and dashboards.
Ability to learn commodity grades, buyer pricing, and freight economics quickly, or to demonstrate having crossed a technical-market knowledge gap before.
Use of AI for prospecting, list building, research, or quote preparation.
Comfort working through ambiguity and finding buyers for unfamiliar materials.
Willingness to personally make calls and source buyers without relying on an SDR team, an inbound engine, or an extended listening period before taking action.

Nice To Haves

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

Responsibilities

Build the 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 who can provide real quotes within 24–48 hours of receiving a material list.
Personally source and close transactions with new buyers.
Negotiate pricing and payment terms while maintaining buyer relationships.
Create a marketplace playbook covering buyer lists, CRM structure, qualification, quoting, and negotiation.
Record buyer contacts, materials, grades, and price points in the CRM and Outlast platform.
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.
Build the marketplace team as volume grows.