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.
Austin, TX · Sales · Hybrid (4 days in office) · Full-time
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 be part of the founding team on our new Austin sales floor, helping build the culture, playbook and pace of the sales org from day one. You'll run discovery, demo complex operational workflows, navigate multi-stakeholder buying groups, and close transformation-level deals with hauler operators.
You'll work from our Austin office four days a week alongside the rest of the sales team. Most deals close remotely, with travel for key accounts, trainings, and trade shows. 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 as needed for key account meetings, trainings, and trade shows.
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.
- You're based in Austin or willing to relocate before your start date. This role is not open to remote candidates.
- A plus: vertical SaaS background (waste, fleet, field service, construction tech, logistics), a personal network in waste & recycling, or Seed → Series B startup experience.
Additional details:
- Location: Austin, TX — hybrid, 4 days a week in office. No remote exceptions.
- Compensation: 185,000–250,000 OTE + equity
- Benefits: Fully-covered options for health, dental, and vision insurance, with significant contributions for spouses & dependants. HSA, FSA, 401k, Commuter Benefits accounts available.
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.
Similar Jobs
Cloud • eCommerce • Information Technology • Professional Services • Software
Manage and grow an installed customer base through renewals, upsells, cross-sells, and expansion opportunities. Analyze customer usage and contract data to identify whitespace, maintain accurate CRM and forecast records, negotiate renewals, and partner with Customer Success, Support, Professional Services, SDRs, and Solution Consultants. Advise clients on EDI and B2B integration best practices while using AI tools for account analysis, prioritization, outreach, conversation intelligence, and forecasting.
Top Skills:
Ai ToolsB2B IntegrationCleo Integration CloudCRMEdi
Artificial Intelligence • Automotive • Computer Vision • Information Technology • Internet of Things • Logistics • Software
Lead strategic State DOT and state/local government accounts, growing existing relationships and developing new revenue opportunities. Manage complex enterprise sales cycles involving discovery, solution development, RFPs, procurement, negotiation, and close. Build executive relationships across transportation, GIS, engineering, IT, and procurement stakeholders; coordinate internal and partner teams; maintain account plans, pipeline forecasts, and CRM discipline. Travel primarily within the United States as business needs require.
Top Skills:
CRMEsriGisSaaS
Artificial Intelligence • Cloud • HR Tech • Information Technology • Productivity • Software • Automation
Leads enterprise CRM and Customer Workflow sales strategy for technology, media, and telecom accounts. Supports territory and account planning, digital transformation value development, solution roadmaps, sales-cycle management, and coaching of account executives and sales development representatives. Partners with customers, solution consultants, specialists, and external partners to identify opportunities and drive solution wins. Requires 30–50% travel.
Top Skills:
AICRMCustomer WorkflowService ManagementServicenow
What you need to know about the San Francisco Tech Scene
San Francisco and the surrounding Bay Area attracts more startup funding than any other region in the world. Home to Stanford University and UC Berkeley, leading VC firms and several of the world’s most valuable companies, the Bay Area is the place to go for anyone looking to make it big in the tech industry. That said, San Francisco has a lot to offer beyond technology thanks to a thriving art and music scene, excellent food and a short drive to several of the country’s most beautiful recreational areas.
Key Facts About San Francisco Tech
- Number of Tech Workers: 365,500; 13.9% of overall workforce (2024 CompTIA survey)
- Major Tech Employers: Google, Apple, Salesforce, Meta
- Key Industries: Artificial intelligence, cloud computing, fintech, consumer technology, software
- Funding Landscape: $50.5 billion in venture capital funding in 2024 (Pitchbook)
- Notable Investors: Sequoia Capital, Andreessen Horowitz, Bessemer Venture Partners, Greylock Partners, Khosla Ventures, Kleiner Perkins
- Research Centers and Universities: Stanford University; University of California, Berkeley; University of San Francisco; Santa Clara University; Ames Research Center; Center for AI Safety; California Institute for Regenerative Medicine
