Director of Municipal Sales| Req 4304 (Hiring Immediately)
About Company: Denali is the leading organic recycling company on a mission to unlock the power of unused food and organics, transforming them into resources to feed, fuel and replenish the earth. Our work is essential to keeping water clean, reducing the need for new landfill capacity, building soil fertility, helping farmers be more resilient, and reducing society’s reliance on fossil fuels. Denali provides meaningful and measurable change for any business that handles food, creating value with our scalable solutions across the nation. Our services and products touch thousands of acres and businesses, millions of tons of organic material, and nearly every person who purchases and consumes food in the U.S. Apply to join our team today! Director of Sales Director of Municipal Sales Location: West Division - Colorado Department: Sales Full-time / Salaried - Plus a Commission Plan ABOUT THE ROLE The Director of Municipal Sales will play a critical role in driving growth and strengthening Denali’s footprint across municipal wastewater, biosolids, composting, and environmental service programs. This role is responsible for developing and executing strategic sales initiatives that align with long-term municipal and public-sector needs. The Municipal Representative will focus on building strong relationships with city leaders, utilities, public works departments, and engineering firms to position Denali as a trusted, long-term partner. By monitoring regulatory changes, infrastructure challenges, and municipal project cycles, this role will identify new opportunities for sustainable solutions—ranging from biosolids land application and lagoon cleanouts to composting, hauling, and turnkey public-private partnerships. Ultimately, this position is centered on helping municipalities modernize their operations, reduce costs, and meet increasingly stringent environmental expectations. SUMMARY The Director of Municipal Sales is a senior-level sales professional responsible for driving top-line growth, expanding Denali’s municipal customer base, and deepening relationships within the public sector ecosystem. This role requires a strategic, consultative approach with a strong understanding of wastewater treatment operations, biosolids management, permitting, sustainability programs, and procurement processes (RFPs, MSAs, bid requirements, compliance standards, etc.). Success in this role depends on the ability to navigate complex municipal decision-making structures, coordinate with engineering firms and third-party consultants, and develop long-term, value-driven solutions for municipalities. The ideal candidate brings expertise in environmental services, strong communication skills, and a proven track record of managing long-cycle municipal sales opportunities. KEY RESPONSIBILITIES Municipal Sales Strategy & Execution • Develop and execute a targeted sales strategy focused on municipal wastewater plants, public works departments, and utility authorities. • Manage long, multi-stakeholder municipal sales cycles—from initial outreach through proposals, public bidding, permitting, contracting, and award. • Create custom project solutions that align Denali’s capabilities with municipal regulatory, budgetary, and operational goals. • Lead the development of proposals, bids, and RFP responses in partnership with Legal, Ops, and Environmental Compliance. Municipal Client Engagement & Advisory Support • Build and maintain trusted relationships with city managers, public works directors, utility directors, engineers, procurement leads, and elected officials. • Serve as a knowledgeable resource on biosolids management, lagoon services, composting, digester operations, and sustainability best practices. • Deliver compelling presentations at public meetings, engineering sessions, and municipal planning discussions. • Help municipalities navigate evolving regulations Cross-Functional Collaboration • Work closely with Operations to ensure feasible, cost-effective solutions and service execution. • Coordinate with Legal on MSAs, bid specifications, indemnity language, service agreements, and compliance requirements. • Partner with Environmental Compliance to ensure regulatory alignment and accurate data for proposals. • Provide market intelligence to leadership around municipal trends, regulatory changes, and competitive activity. Market Expansion & Intelligence • Identify new municipal markets, upcoming project cycles, grant-funded opportunities, and long-term infrastructure needs. • Track competitive solutions in lagoon dredging, dewatering, hauling, composting, and land application. • Monitor state and federal funding streams (SRF, ARPA, infrastructure grants) to position Denali for future opportunities. • Maintain awareness of sustainability initiatives, recycling mandates, and regulatory shifts that impact biosolids programs. WHAT WE’RE LOOKING FOR • A tenacious, strategic seller able to influence complex municipal stakeholders. • Strong understanding of wastewater operations, biosolids management, composting, or environmental services. • Deep knowledge of municipal procurement processes (RFPs, bids, public notices, engineering review). • Excellent communication skills—able to articulate technical solutions to both operational and executive audiences. • Results-driven mindset with strong project management and organizational skills. • Experience using CRM systems (Salesforce preferred) for pipeline management. • Ability to thrive in a fast-paced, evolving environment while managing long sales cycles. QUALIFICATIONS • Proven success in long-cycle, multi-stakeholder sales—preferably in municipal, environmental, or engineering sectors. • Experience selling to public utilities, city governments, engineering firms, or environmental agencies. • Strong negotiation and contract skills, particularly involving municipal MSAs, RFPs, scopes of work, and compliance documents. • Ability to interpret regulatory requirements and translate them into actionable solutions for municipalities. • Proficiency in CRM systems (Salesforce) for forecasting, tracking, and reporting. • Bachelor’s degree required (Environmental Science, Business, Engineering, or related field preferred). • 7–10 years of relevant experience in municipal sales or environmental services strongly preferred. WORK ENVIRONMENT • Mix of office work and field activity, including municipal site visits, plant tours, engineering meetings, and public presentations. • Attendance at municipal conferences, trade shows, and state environmental association events may be required. PHYSICAL DEMANDS • Primarily sitting, typing, and computer use. • Occasional bending, lifting, or walking at treatment plants, lagoon sites, compost facilities, or land application fields. TRAVEL • Travel required, ranging from 25% to 50% depending on territory coverage and project activity. PREFERRED EDUCATION & EXPERIENCE • Bachelor’s degree in Environmental Science, Engineering, Business, or a related field; advanced degree or certifications a plus. • Strong background in wastewater, biosolids, composting, or environmental compliance. • Excellent written, verbal, and presentation skills. • Compensation and title will be commensurate with experience. Why You’ll Love Working at Denali- Benefits & Perks At Denali, the work we do begins and ends with you – our employees. That's why we strive to ELEVATE you to be your best, both at work and at home. Our benefits aren’t just about compensation; they’re part of a broader commitment to helping you thrive in all aspects of life. Here’s how we live out our values every day: E – Employee : At Denali, we believe in offering competitive compensation packages that include not only great benefits but also a strong focus on safety, flexibility , and rewards and recognition . You are the backbone of our success, and we make sure you’re valued every step of the way. L – Learning : We’re committed to your growth and development . Our Ascend Employee Development Program and access to over 6,000 professional courses via our Learning Management System empower you to climb higher in your career – all at no cost to you. E – Environment : Our employees deserve a clean Earth. We’re dedicated to doing our part in keeping waste out of landfills, so you can be proud of the work we do together to make a positive environmental impact . V – Valued : At Denali, we take pride in creating a culture of care . With resources that support your well-being, volunteerism opportunities, and a commitment to safe working conditions and inclusivity, you’ll always feel like you belong here. A – Advancement : We believe in succession planning and providing opportunities for advancement . We want you to grow, and we’ll be right there with you, supporting your career every step of the way. T – Together : We’re stronger when we work together. At Denali, you’ll have opportunities to give and receive support not just within the workplace, but within our broader community. Our team is united, and we celebrate the value of working and succeeding as one. E – Employees : You are the heart of Denali. We believe our employees deserve the very best. This is why we offer an array of benefits that support your overall well-being, from health coverage to work-life balance, because when you succeed, we all succeed.
