Sr. Business Development Manager, Environmental Services

Sr. Business Development Manager, Environmental Services (COREplus)

Full-time, California or New England (relocation supported), Regular travel required

Polycarbin is an environmental services firm focused on helping the world's leading innovative organizations save on both cost and carbon through the right-streaming of their waste. While we're best known for our closed-loop recycling services, we have expanded the scope of what we do to manage the totality of wastes leaving those organizations across research, life science, pharma, and diagnostics. Our COREplus program brings that expanded scope together: regulated medical waste (RMW), hazardous and chemical waste, and closed-loop recycling under a single contract, one point of contact, and clean per-unit billing, all tracked in real time on our Carbin Counter dashboard for audit-ready compliance and Scope 3 reporting.

This is a founder-mentality, quota-carrying seat. You will own COREplus commercially in your region, building pipeline from scratch and closing it, with a focus on regulated medical waste and hazardous waste services. If you want the autonomy of a startup paired with a genuinely differentiated product in a category that's ripe for reinvention, this is it.

• Own the full sales cycle end to end: prospecting, discovery, waste-stream scoping, proposal, negotiation, and close.
• Master and sell the full COREplus service line (RMW, hazardous and chemical waste, and closed-loop recycling), partnering with internal technical and operations teams to scope solutions accurately.
• Drive structured prospecting: cold-call target-profile accounts, work referrals, and network at industry events to build a high-activity pipeline in your region.
• Sell consultatively into EH&S, lab operations, procurement, and sustainability stakeholders, often several in the same multi-site deal.
• Analyze customer waste streams, regulatory classification, and account profitability to scope service and price deals correctly.
• Stay ahead of regulatory developments affecting your customers (RCRA, DOT hazmat, OSHA, and state medical and hazardous waste rules).
• Manage your pipeline and forecast in CRM, keeping activity, stage, and next steps current.
• Land and expand: win a first site, prove the cost and carbon savings on the Carbin Counter, then grow the account.
• Own the relationship after the close: oversee contract delivery and service follow-up to retain and expand each account.
• Hit quarterly closing and revenue targets.

• 2+ years of B2B sales or business development experience with a track record of closing (not just sourcing). 3 to 5 years preferred for this level.
• Genuine hunter with founder mentality: comfortable with ambiguity, self-directed, and motivated by building something rather than managing what exists.
• Strong consultative selling skills and the ability to run multi-stakeholder, multi-site, technically-informed sales cycles.
• Working knowledge of environmental or regulated-waste regulations (RCRA, DOT hazmat, OSHA, state RMW rules), or the aptitude and drive to develop that expertise fast.
• CRM proficiency (Salesforce or similar) for pipeline and forecast management.
• Comfortable owning a number and being measured on closed revenue.
• Based in California or New England, or willing to relocate to one of those regions.
• Willing and able to travel regularly across your territory for prospect meetings, site visits, and account expansion, including occasional overnights.
• Valid driver's license and reliable transportation.

• Selling into life science, pharma, biotech, diagnostics, or advanced manufacturing customers.
• Direct experience in environmental services, regulated medical waste, or hazardous and chemical waste sales.
• Familiarity with lab operations, EH&S workflows, or sustainability and ESG buying.
• Experience selling a recurring-revenue service or program rather than one-off transactions.
• Bachelor's degree in Business, Marketing, Environmental Science, Environmental Studies, or a related field.

• Base salary (based on experience) plus uncapped commission.
• Location:
  
  must be based in California or New England, or willing to relocate.
• Regular regional travel required, including occasional overnights.

You'll carry a product with a defensible, category-reframing pitch, the only regulated-waste model that saves customers cost and carbon at the same time, into a market full of incumbents who bill for the opposite. Early commercial hire energy, real ownership, and a comp plan with no ceiling.