Senior Account Executive

Senior Account Executive selling WM’s environmental, waste, recycling, and disposal services. Growing account revenue through prospecting, closing, retention, and contract negotiations.

Posted 9/2/2026full-timeHarrisonburg • Virginia • 🇺🇸 United StatesSenior💰 $65,000 - $68,000 per yearWebsite

Core Competencies

Role fit

Core Competencies

Use this summary to align your resume positioning with the role.

Demonstrates expertise in business-to-business sales, including prospecting, closing, and developing customer relationships. Proficient in preparing complex proposals and optimizing equipment leasing options while ensuring compliance with regulations.

Highest-signal resume keywords

Business-To-Business SalesCustomer Relationship ManagementProposal PreparationSales Strategy DevelopmentRegulatory Compliance

ATS Keywords

Tailor your resume

Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills

Sales Pipeline ManagementCold CallingCustomer Retention StrategiesRevenue Growth StrategiesContract Negotiation

Soft Skills

Customer ServiceCommunicationProblem SolvingInterpersonal Skills

Tools & Technologies

Sales Database ManagementStandard Office Equipment

Certifications & Qualifications

REAL IDTSA-Approved Alternative

Industry Keywords

Waste ManagementEquipment OptimizationMarket TrendsCustomer Satisfaction

About the role

Key responsibilities & impact

Prospect and close sales to new customers to achieve budgeted sales goals
Develop and implement selling strategies that drive revenue growth and profitability
Manage existing business relationships and implement retention strategies
Handle customer cancellation requests and provide ongoing education about contract details
Obtain customer contract commitments during face-to-face interactions
Resolve customer service escalations within the defined territory
Maintain and grow billable value in assigned accounts by selling new waste streams, services, and products
Initiate business-to-business sales relationships
Develop prospect development plans and maintain prospect database information
Maintain the sales pipeline to achieve new sales goals
Maintain SSDO relationship health standards and proactively retain accounts
Execute retention-call plans to improve customer service and profitability
Establish and maintain customer satisfaction
Communicate with Area Sales Managers to resolve unique customer issues
Engage other WM business opportunities and refer internally as appropriate
Prepare complex proposals and recommend equipment optimization and leasing options
Work with Plant Managers and Brokerage Account Managers to upgrade materials, increase profitability, and achieve plant goals

Requirements

What you’ll need

Bachelor's Degree (accredited) or in lieu of degree
High School Diploma or GED (accredited) and 4 years of relative work experience
4 years of work experience in direct business-to-business sales, business-to-business cold calling, and phone based business-to-business prospecting resulting in successfully obtaining customer appointments
Ability to propose customer solutions that comply with local, state and federal regulations
Knowledge of customers’ needs, pricing, and competition
Ability to prepare complex proposals and make recommendations on equipment optimization and leasing options
Current knowledge of internal sales strategies and operational capabilities and external market trends
Ability to use standard office equipment such as computers, phones, and copy machines
Must have, or be willing to obtain, a REAL ID or TSA-approved alternative if required to travel by air or access federal property

Benefits

Comp & perks

Medical insurance
Dental insurance
Vision insurance
Life insurance
Short-term disability insurance
Stock purchase plan
Company matching on a 401(k)
Paid vacation
Paid holidays
Paid personal days
Monthly commission
REAL ID or TSA-approved alternative may be obtained if required for business travel or federal property access