• Work with a group of Northstar client facilities to provide exceptional customer service • Grow Northstar’s business footprint • Identify/implement landfill diversion, cost savings, and efficiency projects • Maximize profits and client retention rates • Maintain and build professional relationships with external site contacts • Serve as a point of escalation for urgent service issues • Identify and implement creative solutions for waste and recycling programs • Analyze historic data to offer recommendations on waste program improvements • Strategically price commodities and coordinate installation and removal of waste and recycling equipment • Conduct on-site and phone waste audits with manufacturing and Distribution Center (DC) sites

• Strategic and operational responsibility for sales within a defined territory, with a focus on states and municipalities • Development and implementation of a structured territory plan • Independently build and manage a robust sales pipeline, including forecasting • New customer acquisition with a focus on outbound activities • Strategic development and growth of existing accounts with a clear growth focus • Management of public sector procurement and tender processes • Build and maintain sustainable relationships with decision-makers (including C-level) • Close, needs-driven collaboration with Customer Success and Account Management — with fluid responsibilities and a strong team mindset • Represent the company on-site at customer locations, at trade shows and industry events, as well as online

• Own and drive new business sales across your assigned territory • Take over and progress selected in-flight opportunities while building new pipeline • Manage the full sales cycle: account planning, qualification, value positioning, proposal, negotiation, and close • Build and maintain senior stakeholder relationships, including C-level • Lead complex deal cycles and coordinate internal teams (pre-sales, product, partners) • Leverage the partner ecosystem to drive pipeline and support deal execution • Negotiate and close enterprise agreements • Maintain pipeline discipline and forecast accuracy

• Own the Full Sales Cycle: Manage deals from initial outreach through close, including discovery, demo, negotiation, and contract execution. • Drive Pipeline Creation: Actively prospect through outbound efforts (calls, email, LinkedIn, etc.) to consistently build and maintain your own pipeline in addition to inbound opportunities. • Run High-Velocity Sales Motion: Handle a high volume of demos and meetings daily, managing multiple deals simultaneously with strong organization and follow-through. • Deliver Impactful Demos: Lead tailored product demonstrations that clearly articulate business value and align to customer pain points. • Close Transactional Deals Efficiently: Drive urgency and momentum in deals, ensuring a streamlined and predictable sales process. • Collaborate Cross-Functionally: Work closely with BDRs, Marketing, Customer Success, and Leadership to optimize pipeline generation and conversion. • Maintain Operational Discipline: Accurately track all activities, pipeline, and forecasting in HubSpot. • Continuously Improve: Refine messaging, outbound strategies, and sales tactics based on performance and feedback in a fast-evolving GTM motion.