This company is a second-generation family-owned business founded in 1990 and headquartered in Connecticut. The company has grown organically to operate six offices across the Northeast and Mid-Atlantic, including locations in New York, Connecticut, New Jersey, Virginia, Pennsylvania, Ohio & the Carolinas.
Specializing in full-service environmental contracting with a focus on natural gas pipeline and distribution, power generation and transmission, DOT highway, bridge and tunnel infrastructure, railroad infrastructure, and municipal water and wastewater systems. The company is recognized for its self-performing crews, emergency response capabilities, and proprietary fleet of specialized vacuum trucks and hydro-excavators. With a strong safety culture, it serves diverse sectors such as infrastructure, industrial, utility, energy, construction, and government, supporting large-scale projects with compliant, professional service. The firm has achieved significant growth, doubling revenue to $60 million over the past 3.5 years, and employs approximately 150 people, including a dedicated sales team of 5.
First-of-its-kind hire for the orginization, the Director of Sales will lead, coach, and scale the sales team’s performance across the Northeast and Mid-Atlantic regions. Reporting directly to the Owner, this role is pivotal in shaping and executing the company’s regional go-to-market strategy.
The Director will set revenue targets, refine sales processes, and foster strong client relationships across utility, infrastructure, transportation, and industrial markets.
This is a hands-on leadership position responsible for building a high-performing sales team, implementing structured systems for lead generation, pipeline management, and post-sale follow-up.
The role also requires close coordination with operations to ensure seamless client handoffs and ongoing market intelligence reporting. The Director will drive modernization and accountability within a legacy sales culture, with a clear mandate to expand and professionalize the sales function in a growing organization.
10+ years of B2B sales experience with 3-5 years in sales management, leading teams of 5+ across multiple territories.
Proven experience in environmental services, construction, or industrial field services, selling into power generation, utility, industrial, O&G, & commercial general contractors.
Must have experience selling one or multiple of the following services;
Vac truck
Excavation
Hydroexcavation
Pipeline rehab, maintenance, inspection, or installation
Tank cleaning, maintenance, or repair
Dredging, trenching, or shoring.
Site remediation & industrial cleaning
Strong leadership skills with a coach-and-perform mentality and the ability to motivate teams
Demonstrated success in designing and enforcing sales systems, including CRM and performance KPIs
Deep knowledge of the Northeast and Mid-Atlantic markets preferred
Action-oriented, results-driven, and hands-on approach with strong pipeline management and forecasting skills
Based in NJ, NY, CT, or willing to travel frequently to these locations.
Willingness to travel regionally to support sales reps and business growth
Competitive base salary estimated between $175,000 and $250,000, commensurate with experience
Short-term incentive plan (STIP) aligned with sales targets and team production
Comprehensive benefits package including health insurance and paid leave [specifics to be confirmed]
Opportunity for career growth with autonomy to build and lead an expanding sales team
Access to executive leadership and influence over sales strategy and hiring decisions
