Head of Sales

About the company

Our client is an AI-native software company modernizing the waste and recycling industry. Its operating system replaces legacy point solutions across CRM, billing, dispatch, routing, scale-house workflows, driver applications, and customer portals. Since launching in 2023, the platform has expanded to hundreds of haulers across more than 40 states in a market worth more than $100 billion. The company has raised $11 million, recently completed its Series A, and is growing approximately threefold year over year. This is a ground-floor opportunity to build the revenue engine of a fast-growing vertical SaaS business with clear product-market fit.

About the opportunity

We are hiring a hands-on Head of Sales to report directly to the CEO, personally close strategic customers, and build a repeatable go-to-market organization from the ground up. This is a player-coach role for a sales leader who thrives in ambiguity, has scaled an early-stage SaaS motion, and wants a path toward broader VP or CRO-level ownership.

What you will do

• Personally run demos, own full sales cycles, and close new-logo revenue across SMB, mid-market, and municipal customers.
• Sell approximately $10,000 to $100,000 ACV deals to SMB operators and $100,000-plus ACV deals to larger and municipal customers.
• Build the sales process, forecasting discipline, pipeline management, operating cadence, and modern sales stack from zero.
• Recruit, hire, train, and manage a high-performing team of closers while continuing to lead from the front.
• Partner with Marketing on ideal customer profile, messaging, and demand generation.
• Work with a go-to-market engineer on automation, enrichment, sequencing, and AI sales agents.
• Shape company strategy as a direct report to the CEO.

What we are looking for

• 7 or more years of B2B SaaS sales experience, including leadership responsibility.
• A record of scaling sales at an early-stage company from Seed through Series B.
• Recent experience personally closing complex, multi-stakeholder SaaS deals of $50,000 or more in ACV.
• Experience hiring and managing a successful sales team of at least three representatives.
• Proven ability to build sales process and forecasting from scratch.
• Proficiency with CRM, sales engagement, enrichment, automation, and forecasting tools.
• Strong pipeline management, revenue forecasting, and cross-functional collaboration.
• A builder mindset, high accountability, and comfort operating without established playbooks.

Helpful experience

• Selling into waste, recycling, field service, fleet, construction technology, or logistics.
• Selling to SMB and mid-market customers simultaneously.
• Building or deploying AI-enabled sales automations or agents.
• Familiarity with routing, billing, dispatch, and operational workflows.
• A bachelor's degree or equivalent professional experience.

Location, travel, and compensation

• Full-time and remote within the United States.
• Preference for candidates based in or open to relocating to Austin, Denver, Salt Lake City, or San Diego.
• Up to 50 percent travel for conferences, strategic customer meetings, and company onsites.
• Base salary: $150,000 to $200,000.
• On-target earnings: $250,000 to $350,000.
• Meaningful early-stage equity, full benefits, unlimited paid time off, and a 401(k).
• Candidates must already be authorized to work in the United States without sponsorship.