Director of Sales

Company Overview
Outlast is disrupting the largest market you’ve never heard of. The bulk recyclables industry is a ~$1 trillion industry – yet is largely a technological desert. Outlast is transforming recyclables trade through technology. Our platform enables suppliers and buyers to safely and effortlessly transact their materials at the push of a button. Beyond connecting suppliers and buyers, we also provide global logistics, financing, and quality control. As a company, we are keenly focused on optimizing the customer experience and doing good for the environment by promoting recycling. The proof is in the facts: recycling 1 ton of material reduces greenhouse gas emissions equivalent to more than 7,000 miles driven by a passenger car. Outlast is poised for explosive growth, completing several rounds of funding and landing contracts that can scale to $100s of millions in revenue.
Role Overview
We are seeking a Director of Sales to build our revenue engine from the ground up. As our first dedicated sales leader, you’ll own the full sales motion - from lead conversion to close - while partnering closely with marketing to turn pipeline into predictable, repeatable revenue. This role is ideal for a hands-on, data-driven sales professional who thrives in fast-paced environments and knows how to use today’s tools - including generative AI - to sell smarter, not harder. Your mission: close business, create scalable sales processes, and establish the foundation for a future high-performing sales organization.

Responsibilities

• Sales Management & Team Leadership
• Build and lead a disciplined, high-performing sales organization that scales with Outlast’s growth.
• Hire and Develop Talent: Recruit, onboard, and coach exceptional sales professionals who embody Outlast’s customer-first values and data-driven mindset.
• Standardize Onboarding: Create structured ramp programs that accelerate new-hire readiness on materials markets, buyer personas, and sales tools.
• Define Cadence and Accountability: Establish daily, weekly, and monthly contact rhythms; ensure consistent adherence to activity, pipeline, and follow-up standards.
• Reinforce Messaging Discipline: Train and certify the team on Outlast’s value propositions and differentiators so every interaction communicates a consistent narrative.
• Measure and Coach: Set clear performance metrics across activity, pipeline, and revenue; leverage dashboards and one-on-one coaching to drive continuous improvement.
• Foster Culture and Retention: Build a transparent, collaborative, and performance-oriented culture that celebrates learning, achievement, and long-term growth.
• Pipeline Conversion
• Own and execute the sales strategy aligned with Outlast’s revenue goals.
• Manage the full sales cycle: qualification, demo, proposal, negotiation, and close.
• Develop repeatable outbound and inbound conversion playbooks in partnership with Marketing.
• Build trust with prospects by deeply understanding their materials, supply chain needs, and pain points.
• Work hand-in-hand with the Director of Marketing to ensure tight coordination between lead generation and sales execution.
• AI-Driven Sales Execution
• Use large language models (LLMs) and generative AI to scale outreach, personalize follow-ups, and streamline CRM workflows.
• Automate and improve sales materials — from proposals to follow-up messaging — for greater efficiency.
• Continuously test messaging and cadences to maximize engagement and close rates.
• Foundation for Scale
• Set up the sales tech stack, workflows, and reporting systems that will support future team growth.
• Identify the highest ROI opportunities for new hires, territories, and verticals.
• Contribute directly to GTM strategy, product positioning, and customer success feedback loops.

Requirements

• 7–10+ years of B2B sales experience with a track record of hitting or exceeding targets.
• Experience in industrials, supply chain/logistics, industrials, or marketplaces strongly preferred.
• Proven success building and executing sales processes from scratch in a startup or growth-stage company.
• Deep familiarity with CRM tools and sales automation workflows.
• Strong understanding of how to leverage AI for outbound prospecting, proposal creation, and personalization.
• Excellent communicator, negotiator, and relationship-builder across all levels of an organization.
• Operates independently, prioritizes ruthlessly, and moves quickly in a dynamic, resource-constrained environment.
• Bachelor’s degree required.
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What Success Looks Like

• You’ve created a repeatable, measurable sales process that consistently con