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.
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 ($5K–$50K ACV) and mid-market and municipal haulers ($50-300K ACV) to drive >3x revenue growth year-over-year.
- 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.
TrashLab is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees. We do not discriminate on the basis of race, color, religion, national origin, sex, gender identity, sexual orientation, age, disability, veteran status, or any other protected characteristic under applicable law. Employment with TrashLab is at-will, and this job description is not a contract of employment. Responsibilities, qualifications, and benefits are subject to change at the company's discretion.
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