The Role
Manage a book of B2B hauler accounts to drive renewals and expansions. Run QBRs, track adoption, forecast renewals, build relationships, source references, and partner with Marketing while using AI-driven briefs and CRM hygiene to reduce admin.
Summary Generated by Built In
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 a Customer Account Manager to own a portfolio of haulers post-onboarding — renew them, expand them, and make them famous as references.
The role spans Customer Experience and Sales & Marketing: renewals on one side, expansion on the other.
You will:
- Own a book of named hauler accounts: run quarterly business reviews, track product adoption, identify expansion opportunities, and forecast renewals accurately.
- Drive expansion — upsell additional product modules, add-ons (extra users, additional routes, AI dispatcher tiers), and multi-site rollouts.
- Own renewals — both the forecast and the close. Catch risk early and bring in leadership when a deal needs air cover — what good looks like: 95%+ GRR and 115%+ NRR across your book.
- Build customer relationships that compound: deep knowledge of each hauler's operation, named champions on their team, and a reputation for getting things done.
- Source customer references, case studies, and testimonials — partner with Marketing to turn happy customers into pipeline.
- Use AI account briefs, automated health scoring, and CRM hygiene tools to spend more time with customers and less on admin.
You are a great fit if:
- You have 3+ years in B2B SaaS Account Management or CSM roles with renewal and expansion responsibility.
- You can hold a number — quota, net retention, gross retention — and forecast accurately and reliably.
- You can nurture a relationship over time without being transactional — both modes, switched at the right moment.
- You're AI-forward — you put AI briefs, health scoring, and automation to work so admin doesn't eat your customer time, or you're eager to learn.
- You're comfortable selling to mid-market operators — owner-operators, ops VPs, and CFOs at small-to-mid-market hauler companies.
- You're a highly organized async communicator — you live in the CRM, not despite it.
Compensation
The base pay range for this role is competitive and includes equity. Benefits include unlimited PTO, health, vision, and dental insurance, and 401k.
Skills Required
- 3+ years in B2B SaaS Account Management or Customer Success with renewal and expansion responsibility
- Proven ability to manage renewals, forecast accurately, and meet retention/NRR targets
- Track record driving expansion: upsells, add-ons, and multi-site rollouts
- Comfort selling to mid-market operators (owner-operators, Ops VPs, CFOs)
- Highly organized asynchronous communicator with strong CRM hygiene
- Familiarity with or eagerness to use AI-driven account briefs and automated health scoring
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.
