About this role
About OutLast
Outlast is modernizing the $1 trillion global recyclables market, one of the largest and least digitized industries in the world.
We're building the platform that connects suppliers, buyers, and logistics into one seamless ecosystem growing 3-4x while doing it and we've already locked down some of the largest commercial contracts in the industry.
Our marketplace is scaling quickly, and this role will lead it. You’ll expand our buyer network, shape how we find, price, and close buyers, and build out the marketplace team as volume grows. If you want to own a marketplace during a period of rapid growth, this is the place. But it also takes someone who redefines grit.
The Role
We're looking for a Director to build Outlast's buyer network. This is a phone-first, in-the-field role where you'll take supplier material lists, find the recyclers, secondary buyers, and mills who will pay for them, negotiate price and payment terms, and close the deal.
You'll report to our VP of Sales and partner with Sales (supply side) and Operations on every deal. This motion is being built from the ground up. You'll make the first cold calls, write the first playbook, and set up the CRM so every buyer contact, grade, and price point makes the next quote faster.
This is a player-coach role. You'll personally source and close buyers for your first 12+ months while building the process and, as we grow, the team behind you.
Key Responsibilities
- Build the buyer network. Cold outreach to recyclers, secondary buyers, and mills, getting to the owner or facility operator, not a gatekeeper. Visit yards and mills and work conferences. The goal is a network that sends real quotes within 24–48 hours of getting a material list.
- Close deals with new buyers. Self-sourced buyers that turn into closed transactions, not just quotes.
- Negotiate price and terms. Hold or move a number without losing the relationship, and build buyers who respond fast and give real numbers.
- Write the marketplace playbook. Buyer list, CRM structure, qualification, quoting, and negotiation, documented well enough that a new hire could pick it up and run it.
- Own the marketplace data. Log every buyer contact, material, grade, and price point in the CRM and Outlast platform so Sales and Ops can use it. Set weekly cadences for outreach and quote turnaround.
- Find the buyers that move. Map mills, brokers, processors, and secondary buyers by material and region. Double down on the ones that quote fast and close.
- Build the case for the next hire. Track quote turnaround, quote-to-close rate, buyer count by material, and margin contribution.
Qualifications
- You've built demand from zero. You've opened a buyer or customer base at a company and you can name the accounts and how you got them.
- You get past the gatekeeper. You've cold-prospected owners, operators, or plant managers yourself and can walk us through your volumes and conversion.
- You close. You've personally closed deals in the last 12 months, not just managed a team that did.
- You negotiate with savvy buyers. You have a specific story of holding or moving a number on price or payment terms.
- You build the process. You've built a playbook from scratch that someone else then ran.
- You live in the CRM. You've configured pipelines and dashboards yourself, not just used them. Marketplace data is the product.
- You learn fast. Commodity grades, how buyers price material, freight economics. If it's new to you, you've crossed a technical-market gap quickly before.
- You use AI. For prospecting, list building, research, or quote prep.
- You're comfortable with ambiguity. Hand you a material you've never sold and you'll find a buyer. If you need an SDR team, an inbound engine, or a 90-day listening tour before you pick up the phone, this isn't the right fit.
Nice To Haves
- High-volume outbound background (SaaS or similar) paired with industrial or complex-buyer experience
- Management experience, at least at the BDR/SDR level
- Experience in a startup or early-stage company, working closely with a founder-CEO
- Existing relationships with recyclers, secondary buyers, or mills