Manager, Account Executives

Richardson, TX (hybrid) Full time 5+ years Competitive base + commission / bonus

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.

We're looking for a Manager of Account Executives to build and lead a team responsible for driving new business growth s is a great opportunity for a sales leader who wants to shape a growing team in a fast-paced, high-growth environment.

You'll hire, coach, and manage a team of Account Executives, own a team revenue number, and help develop the consultative sales process used to bring new contractors, builders, and businesses onto the Downstream platform across our full range of offerings, including site services, waste, and equipment solutions.

You'll partner closely with sales leadership, marketing, and account management to build a scalable, high-performing new business engine.

• Hire, onboard, and develop a team of Account Executives
• Coach reps on pipeline management, negotiation, and consultative selling technique
• Own and forecast a team-level new business revenue number
• Run pipeline reviews, call coaching, and deal strategy sessions
• Set individual and team quotas, activity standards, and territory assignments
• Partner with Account Management and Operations to ensure a smooth new customer handoff
• Identify process and tooling improvements to increase team productivity
• Report on team performance and pipeline health to sales leadership

• Team managed:
  Account Executives selling into $10,000–$100,000 per month accounts
• Team quota ownership: new business GMV and net revenue targets
• Owned account types: full catalog — site services, waste, heavy equipment
• Core focus: new logo acquisition, upper mid-market
• Primary ICP: multi-regional retail general contractors and tenant build-out firms

• 5+ years of sales experience, including 1–2+ years managing or leading a sales team
• Track record of carrying and exceeding an individual quota before moving into leadership
• Experience coaching reps on complex, multi-location accounts
• Strong in consultative selling and sales process design
• Organized, accountable, and comfortable owning a team revenue number

Competitive base plus commission / bonus, commensurate with experience.

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