Senior Account Executive (San Diego)

About the Role

The Senior Account Executive (SAE) role focuses on prospecting and closing sales to new customers to meet or exceed budgeted sales goals. The position creates and executes selling strategies that drive revenue growth and profitability, while also managing existing relationships to retain and expand business. SAEs are expected to “save, secure, and convert” by handling cancellation requests, educating customers on contracts, and securing commitments during face‑to‑face meetings. All customer service escalations within the defined territory are resolved by the SAE, who is responsible for maintaining and growing billable value in assigned accounts. The role requires residence in the greater San Diego area and involves frequent on‑site customer visits with the remainder of the time working from the local office. Core duties include initiating B2B sales relationships, prospecting, and closing opportunities while maintaining a robust sales pipeline of quality leads. The SAE develops prospect development plans, meets call activity goals, and employs retention strategies to minimize revenue loss and address cancellation requests. They propose customer solutions that meet local, state, and federal regulations, collaborate with Area Sales Managers, and communicate pricing and service strategies. In addition, the SAE prepares detailed proposals, recommends equipment optimization and leasing options, and works closely with Plant Managers and Brokerage Account Managers to upgrade materials and improve profitability. • Prospect and close B2B sales to achieve budgeted targets. • Develop and implement selling and retention strategies. • Handle cancellation requests and secure contract commitments during face‑to‑face interactions. • Maintain a robust sales pipeline and meet call activity goals. • Propose solutions compliant with local, state, and federal regulations. • Collaborate with Area Sales Managers and communicate pricing and service strategies. • Prepare complex proposals and recommend equipment optimization and leasing options. • Work with Plant Managers and Brokerage Account Managers to upgrade materials and improve profitability.

Key Responsibilities

• ▸b2b sales
• ▸pipeline management
• ▸proposal prep
• ▸equipment optimization
• ▸compliance
• ▸client visits

What You Bring

Required qualifications consist of a bachelor’s degree from an accredited institution, or a high school diploma/GED combined with four years of relevant experience. Candidates must have at least four years of direct B2B sales experience, including cold calling and phone‑based prospecting. Strong negotiation skills, knowledge of regulatory compliance, and the ability to develop and execute strategic sales plans are essential. • Minimum 4 years of direct B2B sales experience with cold calling and phone‑based prospecting. • Bachelor’s degree required; high school diploma/GED plus experience acceptable.

Requirements

• ▸b2b sales
• ▸cold calling
• ▸4+ years
• ▸bachelor’s
• ▸negotiation
• ▸compliance

Benefits

This hybrid position offers a base salary range of $70,265 to $82,000, with eligibility for incentive pay. The role primarily operates in a professional office setting, utilizing standard office equipment, while also requiring travel to customer sites and occasional air travel that may necessitate a REAL ID. Reasonable accommodations are available for individuals with disabilities. WM provides a competitive total compensation package that includes medical, dental, vision, life insurance, short‑term disability, a stock purchase plan, 401(k) match, paid vacation, holidays, and personal days. As North America’s largest waste‑management and environmental‑solutions provider, WM emphasizes people‑first values, sustainability, and equal employment opportunity for all applicants. The company supports a diverse and inclusive workplace and offers resources and engagement activities to foster employee growth. • Base salary range $70,265–$82,000 plus eligibility for incentive pay. • Eligible for medical, dental, vision, life insurance, short‑term disability, 401(k) match, stock purchase plan, paid vacation, holidays, and personal days.

Work Environment

Office Full-Time