The Role
Own full-cycle SaaS sales for new-logo acquisition, including discovery, workflow demonstrations, multi-stakeholder deal navigation, pipeline management, forecasting, and closing. Sell operational software to waste and recycling haulers across SMB, mid-market, and municipal segments. Collaborate with BDRs, GTM Engineering, and Marketing while using AI sales tools. Travel approximately 25–50% for customer meetings, trade shows, and industry events.
Summary Generated by Built In
Account Executive
Full-time · Flexible location
TrashLab is the AI-native operating system for waste and recycling haulers across the US and Canada. We replace legacy point solutions with modern technology and AI agents that do real work in the truck, at the scale house, and on the phones. Our platform runs the full operational stack: CRM, billing, dispatch, routing, scale and recycling workflows, driver app and customer portal. Haulers use TrashLab to grow revenue and better serve their customers.
Since launching in 2023, TrashLab has scaled rapidly: live in 40+ states across hundreds of haulers and revolutionizing a $100B+ category with cutting edge technology. And our ambition goes beyond software — over time, we aim to become the financial and operational network that powers the industry. We recently completed our Series A from top-tier investors, and we're hiring a smart, ambitious team that will define what modern hauler technology will look like for the next decade. We move fast and care deeply about the operators we serve. Learn more at trashlab.com.
About the Role
We're hiring Account Executives, joining together as a hiring cohort, to own full-cycle sales for new-logo acquisition. You'll run discovery, demo complex operational workflows, navigate multi-stakeholder buying groups, and close transformation-level deals with hauler operators.
Most deals close remotely, with travel for key customer relationships, trade shows, and industry events. This role reports to the Head of Sales.
You will:
- Own full sales cycles from first call through close for new-logo acquisition — this is not order-taking.
- Run discovery across operational, financial, and executive stakeholders, and demo complex workflows across routing, billing, CRM, AI agents, and payments.
- Sell into SMB haulers ($5K–$50K ACV) and mid-market and municipal haulers ($50-300K+ ACV) in multi-stakeholder, consensus-driven deals.
- Build and manage pipeline in HubSpot; partner with BDRs, GTM Engineering, and Marketing.
- Use the AI sales stack — call summaries, account briefs, proposal drafting, follow-up emails, pre-call research agents — to operate at a level reps at other companies can't touch.
- Travel ~25–50% for customer meetings, trade shows, and industry events.
You are a great fit if:
- You have 3+ years of full-cycle SaaS sales experience, ideally selling complex operational or workflow software.
- You're comfortable navigating multi-stakeholder deals with strong discovery and demo skills.
- You have strong AI-tool fluency — you've shipped meaningful AI and automation into your own sales workflow.
- You're process-disciplined: accurate forecasting, clean CRM, religious follow-up.
- A plus: vertical SaaS background (waste, fleet, field service, construction tech, logistics), a personal network in waste & recycling, or Seed → Series B startup experience.
Compensation
Competitive pay ($200K+ OTE) and benefits include unlimited PTO, health, vision, and dental insurance, and 401k.
Skills Required
- 3+ years of full-cycle SaaS sales experience
- Experience navigating multi-stakeholder sales deals
- Strong discovery and software demonstration skills
- Strong fluency with AI tools and automation in sales workflows
- Process discipline, including accurate forecasting, clean CRM management, and consistent follow-up
- Experience selling complex operational or workflow software
- Vertical SaaS experience in waste, fleet, field service, construction technology, or logistics
- Personal network in waste and recycling
- Seed to Series B startup experience
TrashLab Compensation & Benefits Highlights
The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about TrashLab and has not been reviewed or approved by TrashLab.
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Leave & Time Off Breadth — Time off is structured as “unlimited vacation” with a stated 15‑day minimum, creating a clear baseline above typical unlimited‑PTO norms. This explicit floor signals intent for people to actually take adequate time away.
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Healthcare Strength — Core medical, dental, and vision coverage are explicitly listed for a small, early‑stage company. Publishing these table‑stakes benefits indicates a solid baseline of health support.
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Flexible Benefits — The work model includes onsite or remote options with hiring across the U.S., Canada, and parts of LATAM. This geographic and location flexibility expands access for candidates outside the Bay Area.
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The Company
What We Do
TrashLab develops a dumpster management platform designed to improve the bottom line of waste haulers and sustainability through modern software solutions. Their cloud-based platform integrates dispatch, billing, driver tracking, orders, calls/texts, and payments, using AI to automate tasks and streamline operations.
