Strategic Account Executive

About Downstream Downstream is a marketplace platform transforming the waste and construction industries from the ground up. We're on a mission to bring simplicity, transparency, and sustainability to two of the most essential — but often overlooked — sectors of our economy. We make it easy for contractors, builders, and businesses to find and book critical services like dumpster rentals, hauling, site services, and equipment — all in a few clicks. No endless calls, no confusing pricing, no waiting around. Our platform connects customers with vetted, reliable providers so they can get what they need, when they need it. We're not just about convenience — we're about impact. By streamlining logistics and digitizing the supply chain, we're helping reduce waste, cut emissions, and build a cleaner, more sustainable future. Let's build better, together. About the role We're looking for an Account Executive to help drive new business growth and account expansion for Downstream. This is a great opportunity for someone with sales experience who wants to develop their skills in a fast-paced, high-growth environment. You'll run a full-cycle, consultative sales process — from prospecting and qualifying to closing — bringing new contractors, builders, and businesses onto the Downstream platform. Expansion is a core part of the role: once a customer is live, you'll stay closely involved to grow that account across new services, locations, and markets, with a meaningful share of your number coming from expansion rather than net-new logos. You'll join a collaborative sales team, sharpen your consultative selling skills, and grow your career in a role with a clear path toward account management leadership. Requirements What you'll do Build and manage a pipeline of prospective customers across site services, waste, and equipment Run a consultative, full-cycle sales process from first contact through close Prospect and generate new opportunities through outbound calls, email, and LinkedIn Qualify and convert inbound leads into active, revenue-generating customers Stay engaged post-close to identify and pursue expansion opportunities within your book — new services, new locations, and new markets Build multi-threaded relationships within closed accounts to uncover additional needs across the full catalog Negotiate pricing and contract terms to close both new business and expansion deals Partner with Account Management to ensure a smooth handoff, strong onboarding, and coordinated expansion motion Learn Downstream's full catalog and match solutions to customer needs Maintain accurate pipeline, activity, and forecasting data in the CRM, including expansion opportunities Role specifics Target customer size: $10,000–$100,000 per month Blended quota: $1.5M GMV / $400,000 net revenue annually, with expansion revenue targeted at over half of quota Owned account types: full catalog — site services, waste, heavy equipment Weekly activity: 75–100 calls, 75 emails, 30 LinkedIn touches, 2–3 in-person visits, split across new business and expansion accounts Core focus: new logo acquisition and account expansion, upper mid-market Primary ICP: multi-regional retail general contractors and tenant build-out firms Who you are 3–5 years of sales experience, ideally in a full-cycle closing role with account growth or upsell responsibility Experience with complex, multi-location accounts Strong in consultative selling, with a knack for spotting expansion opportunities within an existing relationship Organized, accountable, and comfortable owning a revenue number made up of both new and expansion business Benefits Downstream is an equal opportunity employer. We consider all applicants for employment without regard to race, color, religion, sex, sexual orientation, gender identity or expression, national origin, age, disability, genetic information, veteran status, or any other protected status under applicable law. Medical, dental, and vision insurance 401(k) with a company match Company equity — be an owner in what we're building Paid time off, paid holidays, and floating holidays Parental and bereavement leave