Senior Account Executive (San Diego)

About the Role

The Senior Account Executive (SAE) drives new customer acquisition and manages existing relationships to meet or exceed budgeted sales goals. The role focuses on prospecting, closing deals, handling cancellation requests, educating customers on contract details, and securing commitments during face‑to‑face interactions. All service escalations within the assigned territory are resolved by the SAE, who is also responsible for maintaining and growing billable value in their accounts. This position requires residence in the greater San Diego area and follows a hybrid work model with most of the week spent on customer site visits. Key responsibilities include maintaining and expanding billable value by selling new waste streams, services, and products, and preventing account losses. The SAE initiates B2B sales relationships, develops prospect plans, and manages a robust sales pipeline to achieve new‑sales targets. Retention duties involve diffusing cancellation requests, meeting sales call activity goals, and delivering solutions that comply with local, state, and federal regulations while ensuring high customer satisfaction. Collaboration with Area Sales Managers, Plant Managers, and Brokerage Account Managers is essential for optimizing equipment, proposing leasing options, and improving plant profitability. • Prospect, sell, and close new B2B waste‑management contracts to meet budgeted sales targets. • Retain and grow existing accounts by handling cancellations, providing contract education, and securing commitments. • Develop and execute selling and retention strategies while maintaining a qualified sales pipeline. • Conduct regular site visits and ensure high customer satisfaction with compliance to all regulations. • Prepare complex proposals and recommend equipment optimization and leasing options. • Collaborate with Area Sales Managers, Plant Managers, and Brokerage Account Managers to boost profitability. • Achieve or exceed sales call activity and retention performance metrics. • Work mainly in an office setting with a hybrid schedule that includes frequent client site visits in San Diego.

Key Responsibilities

• ▸b2b sales
• ▸account retention
• ▸site visits
• ▸proposal prep
• ▸equipment optimization
• ▸pipeline management

What You Bring

Applicants must hold an accredited Bachelor’s degree or, alternatively, a high school diploma/GED combined with at least four years of relevant experience. Additionally, candidates need a minimum of four years of direct business‑to‑business sales experience, including cold calling and phone‑based prospecting. • Hold a Bachelor’s degree (or high school diploma/GED plus 4 years experience) and at least four years of direct B2B sales experience.

Requirements

• ▸bachelor's
• ▸high school
• ▸4+ yrs
• ▸b2b sales
• ▸cold calling
• ▸phone prospecting

Benefits

The role operates primarily in a professional office environment, utilizing standard office equipment, and includes frequent travel to client sites. The hybrid position offers a base salary range of $70,265 to $82,000, with eligibility for incentive pay and a comprehensive compensation package. WM provides a competitive total compensation package that includes medical, dental, vision, life insurance, short‑term disability, a stock purchase plan, 401(k) company match, and paid vacation, holidays, and personal days. As North America’s largest waste‑management and environmental‑solutions provider, WM is committed to sustainability, equal employment opportunity, and a people‑first culture. • Earn a base salary of $70,265‑$82,000 plus incentive pay and receive comprehensive benefits and 401(k) match.

Work Environment

Office Full-Time