The Role
Build and lead TrashLab's sales organization: personally close new-logo ARR across SMB, mid-market and municipal haulers; recruit, train, and manage closers; establish sales processes, forecasting, and tooling; partner with Marketing and GTM Engineering on ICP, messaging, and AI-driven automation; travel frequently for deals and events.
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. 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 Head of Sales to build and scale TrashLab's revenue engine. This is
a hands-on leadership role for someone who can close deals themselves and turn
that motion into a repeatable, high-performing team.
You will own new-logo revenue, hiring, sales process, tooling and cross-functional
alignment with Marketing and Customer Success. This role reports directly to the
CEO.
You will:
- Personally run demos, own full sales cycles, and 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, and operating
cadence.
- Partner with Marketing on ICP, messaging, and demand generation, and
with our GTM Engineer on modern tooling, automation, and AI agents —
every rep should operate fluently with these tools.
- Report directly to the CEO, with a path to broader GTM leadership.
You are a great fit if:
- You've scaled SaaS sales from early stage and personally closed complex,
multi-stakeholder deals.
- You've hired and developed high-performing sales teams with strong
operational and forecasting discipline.
- You can talk routing, billing, and scale tickets credibly within your first 60–
90 days — from direct waste-industry experience or a fast ramp in an
adjacent vertical (field service, fleet, construction tech, logistics).
- You have strong opinions on the modern sales stack and AI-leveraged
workflows, and have shipped automations and agents in your own
workflow.
- You're comfortable operating in ambiguity and building from zero.
- You are based in or open to relocating to Austin, Denver, Salt Lake City, or
San Diego, with willingness to travel up to 50% of the time for conferences,
closing VIP deals, and onsites.
Compensation
Competitive base salary plus variable compensation and equity. Benefits include
unlimited PTO, health, vision, and dental insurance, and 401k.
Skills Required
- Proven track record scaling SaaS sales at early-stage companies and personally closing complex, multi-stakeholder deals
- Experience hiring, developing, and managing high-performing sales teams with strong operational and forecasting discipline
- Ability to personally run demos, own full sales cycles, and close meaningful ARR deals
- Credible knowledge of routing, billing, and scale tickets or ability to fast-ramp from adjacent verticals (field service, fleet, construction tech, logistics)
- Experience with modern sales stack, automation, and AI-leveraged workflows; demonstrated use or shipping of automations/agents in workflow
- Comfort operating in ambiguity and building processes from zero
- Willingness to be based in or relocate to Austin, Denver, Salt Lake City, or San Diego
- Willingness to travel up to 50% for conferences, VIP deals, and onsite meetings
- Ability to partner cross-functionally with Marketing and GTM/Engineering to align ICP, messaging, demand generation and tooling
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.
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