Account Manager – B2B Sales

UsedCardboardBoxes
Remote within US Sales Remote Full-time
Reports to: Sales Manager, UsedCardboardBoxes

About UsedCardboardBoxes

Founded in 2006, UsedCardboardBoxes (UCB) is the largest processor of USED gaylord totes, produce totes, resin bins, shipping boxes, and FIBCs (Super Sacks) in North America. Unlike recyclers, UCB’s business model is built on reuse, resale, and return of packaging back into circulation.

UCB serves major retailers, processors, and manufacturers through resale and closed-loop return programs that reduce cost and environmental impact. Every customer relationship this role wins, expands, and protects directly drives the revenue that makes everything else at UCB possible.

The Role

The Account Manager – B2B Sales is UCB’s full-cycle commercial generalist — not a farmer, not a specialist, but a complete seller. This role owns the entire commercial relationship from first contact to maximum value: prospecting and qualifying new business, running structured discovery to uncover root demand, quoting, negotiating, and closing deals, then nurturing, protecting, and expanding accounts to their full potential across products and locations.

Once an account is won, this rep doesn’t hand it off — they grow it. And once a customer profile is proven, they replicate it by targeting competitor lookalikes and nearby businesses with the same buying characteristics.

The motion is simple: Identify › Qualify › Nurture › Convert › Protect & Expand › Replicate.

This is a remote, full-cycle sales role that rewards disciplined pipeline builders who are energized by owning outcomes end to end.

Where This Role Fits

The Account Manager – B2B Sales is the tip of the spear. This role finds customers who want what UCB has, earns their business, and gets it done. Without a consistent, high-performing sales motion here, there is no demand for sourcing, no work for operations, and no revenue for the company. Everything else at UCB flows downstream from the customer relationships this role creates.

This role partners with the Sales Manager – B2B Sales for coaching, deal strategy, and campaign alignment; with Business Development for demand signal prioritization and inbound handoffs; with Marketing for mass email marketing messaging alignment and value propositions; and with Solutions Engineering and Operations to ensure deals are structured correctly and commitments are executable.

What You’ll Do

Prospecting & Identification

• Build, maintain, and work a targeted outbound prospect list of B2B buyers for used packaging -- gaylord totes, shipping boxes, pallets, supersacks, accessories.
• Identify net-new opportunities through outbound outreach, referrals, location expansion, and competitive displacement
• Research accounts to assess buying patterns, volume potential, and strategic fit before reaching out

Qualification & Discovery

• Qualify inbound and outbound opportunities against defined criteria before investing time in full discovery
• Conduct structured discovery to uncover the root need behind what a prospect asks for — not just what they say they want
• Understand and document total relationship potential: all product types, all locations, and all adjacent buying behavior
• Log discovery findings cleanly in CRM to support accurate quoting, forecasting, and future expansion

Quoting, Negotiating & Closing

• Build accurate, margin-aware quotes with support from Solutions Engineering and pricing guidance from leadership
• Negotiate with confidence and hold on deal quality — protect margin while keeping deals moving
• Drive deals from qualified to closed at a consistent pace without relying on discounting as a default

Account Nurturing & Expansion

• Maintain active, value-adding relationships with all won accounts through consistent outreach and engagement
• Identify and pursue expansion: additional product types, higher volumes, and multi-location growth
• Proactively address risk — shifting buying behavior, competitive threats, or service gaps — before they become churn
• Maximize the total lifetime value of every account across UCB’s full product portfolio

Replication & Territory Growth

• After each win, identify 3–5 competitor lookalikes and nearby businesses that match the same buying profile
• Systematically replicate proven approaches to build territory density and compound pipeline value
• Treat every closed deal as a template and every customer as a reference point for the next one

CRM & Pipeline Discipline

• Maintain clean, current, and accurate records in CRM across every account, contact, and opportunity
• Forecast accurately and update pipeline regularly to reflect true probability and timing
• Leverage intelligence tools (e.g., Seamless.ai, Claude) to self-coach, refine talk tracks, and continuously improve

What Success Looks Like

• Pipeline is consistently full, well-qualified, and accurately forecasted
• Deals are closed at target margins (or better) with full discovery documented
• Won accounts grow in volume, product breadth, and location count over time
• Competitive lookalikes and adjacent businesses are systematically added to pipeline after each win
• Very little time is spent on deals that were never going to close
• CRM reflects the real state of the business — clean, current, and trustworthy
• Exceeding target earnings as pipeline matures and a strong book of business is built
• Driving a company paid Tesla!

What You’ll Bring

• 2–5 years of full-cycle B2B sales experience: prospecting, qualifying, and closing
• Strong discovery instincts — ability to get to root need, not just the stated ask
• Proven track record of building and working a self-sourced pipeline
• Commercial acumen and comfort holding on price and margin in negotiation
• High CRM discipline with experience in HubSpot, Salesforce, or a comparable platform
• Self-directed and organized, with the ability to manage a remote territory without day-to-day hand-holding
• Coachable, process-oriented, and genuinely motivated by owning results end to end
• 1 year or more of daily AI utilization professionally and personally (e.g. Claude)

Bonus if you have:

• Direct experience selling corrugated packaging, gaylord totes, or bulk packaging materials
• Background in supply chain, logistics, recycling, or industrial B2B markets
• Exposure to Gong.io or similar conversation intelligence platforms
• Experience building a territory from scratch in a transactional B2B environment

Compensation

• On Target Earnings (OTE): Proportional to rate of book of business growth, if building from scratch then estimate…
  • Year 1 OTE: $90k+
  • Year 2 OTE: $110k+
  • Year 3+ OTE: $135k+ & driving a company paid Tesla
• Commission: Uncapped (estimate ~$15k per million sold)
  • Top AM sells $9-10mil annually and growing
• Incentives: Cash prizes, weekly SPIFs, commission doubling opportunities… Comp Plan doc will be shared

In 2025, established Account Manager total cash compensation ranged from $125k - $300k.

This reflects the compensation target for new hire salaries for the position. Please note that the compensation details provided do not include benefits and perks that we offer. UCB will consider paying compensation near the higher of the range in exceptional cases where candidates have the experience, credentials, and/or expertise to warrant such consideration. It is our goal to hire, attract, and retain the best talent and are happy to share more during the recruitment process.

Travel Expectations

This role requires up to 10% travel to support team alignment, planning sessions, strategic account visits, trade events, and occasional offsite collaboration.

Here’s Why You Should Apply

• Competitive compensation, including base salary and uncapped commission
• Benefits package including health, dental, and vision insurance — 60% of employee only healthcare premiums covered for you, increases to 70% after 2 years.
• Paid time off and 6 company-paid holidays per year
• A commitment to mentorship and training, to get you providing value quickly, upskilling your professional capabilities, and investing in your career development
• Exposure to highly strategic initiatives that will transform the business
• Encouragement to explore new technologies and drive impact
• Opportunity for long-term value creation tied to company performance

How This Role Grows

This role can evolve into sales management, category ownership, or territory specialization based on performance and individual goals. That said, top individual contributors in this role represent the highest earning potential within the company — many choose to stay in the seat and maximize their book of business rather than move into management.

Hiring Philosophy

At UsedCardboardBoxes, we strive to identify win/win employment relationships that can beautifully marry the ambitions of the company with the ambitions of like-minded people. We accomplish this by looking for individuals who we consider are RPRS (Right Person, Right Seat).

• Right Person: embodies our core values
• Right Seat: understands the role, wants the responsibility, and has the capacity to perform at a high level

If you feel like you are the right person for UCB, and that this is the right seat for you, then please apply. We look forward to reviewing your application.

UCBEnvironmental is growing fast! In order to keep up with our explosive growth, we are actively hiring smart, driven, passionate people to help implement our proven programs. If you think you would be a good fit for UCBEnvironmental and you are looking for a challenging-but-rewarding career in waste reduction, we’d love to hear from you!

Learn more about us by visiting our website: www.UCBEnvironmental.com and www.UsedCardboardBoxes.com

UCBEnvironmental is an equal opportunity employer, and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability status, protected veteran status or any other characteristic protected by law.