Note: The job is a remote job and is open to candidates in USA. UsedCardboardBoxes (UCB) is the largest processor of used packaging in North America, seeking an Account Manager – B2B Sales to manage full-cycle commercial relationships. This role involves prospecting, qualifying, nurturing, and expanding accounts to drive revenue and ensure customer satisfaction.
Responsibilities
- 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
- 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
- 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
- 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
- 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
- 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
Skills
- 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)
- 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
Benefits
- 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
Company Overview