Head of Sales

Job Summary

Required Qualifications

• •Hands-on leadership role for someone who can close deals themselves
• •Turn that motion into a repeatable, high-performing team
• •Own new-logo revenue
• •Hiring
• •Sales process
• •Tooling
• •Cross-functional alignment with Marketing and Customer Success
• •Report directly to the CEO
• •Personally run demos
• •Own full sales cycles
• •Close meaningful ARR deals
• •Leading from the front is mandatory
• •Own new-logo revenue across SMB haulers ($10K–$100K ACV) and mid-market and municipal haulers ($100K+ ACV)
• •Recruit, hire, train, and manage a team of high-performing closers
• •Setting the standard for discovery, demo, and negotiation
• •Build sales process
• •Forecasting
• •Pipeline management
• •Operating cadence
• •Partner with Marketing on ICP, messaging, and demand generation
• •Partner with GTM Engineer on modern tooling, automation, and AI agents
• •Every rep should operate fluently with these tools
• •You've scaled SaaS sales from early stage
• •Personally closed complex, multi-stakeholder deals
• •Hired and developed high-performing sales teams
• •Strong operational and forecasting discipline
• •Can talk routing, billing, and scale tickets credibly within your first 60–90 days
• •Direct waste-industry experience or a fast ramp in an adjacent vertical (field service, fleet, construction tech, logistics)
• •Strong opinions on the modern sales stack
• •AI-leveraged workflows
• •Shipped automations and agents in your own workflow
• •Comfortable operating in ambiguity
• •Building from zero
• •Based in or open to relocating to Austin, Denver, Salt Lake City, or San Diego
• •Willingness to travel up to 50% of the time for conferences, closing VIP deals, and onsites