Account Executive (SMB & Mid-Market)

ABOUT HAULER HERO Hauler Hero is a vertical SaaS platform modernizing the waste hauling industry. Hauling generates $90B+ in annual revenue in the US and Canada, yet most operators still rely on legacy software and spreadsheets. We deliver a modern operating system for haulers covering dispatch, routing, CRM, billing, accounting, and payments. Today we serve 200+ hauling companies, with a product built specifically for the operational and financial realities of this industry. THE ROLE We are hiring an Account Executive to own full-cycle sales for new logo acquisition. This is not order-taking. You will run discovery, demo complex operational workflows, navigate multi-stakeholder buying groups, and close transformation-level deals. Most deals close remotely, with travel for key customer and industry relationships. WHAT YOU’LL DO • Own full sales cycles from first call through close • Run discovery across operational, financial, and executive stakeholders • Demo workflows across routing, billing, CRM, and payments • Build and manage pipeline in HubSpot • Partner with SDRs, Sales Engineering, and Marketing • Travel ~30–50% for customer meetings and events THE NUMBERS • Priority segments: SMB haulers (5–100 trucks) and Mid-Market • Average deal size: $15K–$250K ACV (SMB), $4K–$15K (VSB) • Most competitive wins occur at $25K+ ARR deal sizes • Sales cycles: ~30–60 days (SMB), 90–120 days (Mid-Market) • Annual quota: ~$750K ARR • Current team: 4 AEs, 2 SDRs, 1 Sales Engineer WHAT SUCCESS LOOKS LIKE FIRST 90 DAYS • Complete product, persona, and industry onboarding • Shadow top-performing reps and run first demos • Build qualified pipeline equal to ~3× quota coverage BY 6 MONTHS • Consistently hit monthly new ARR targets • Close your first mid-market ($50K+ ACV) deal • Maintain accurate pipeline in HubSpot BY 12 MONTHS • Consistently exceed annual quota • Contribute to refining our sales process and playbooks WHAT WE’RE LOOKING FOR • 3+ years of full-cycle SaaS sales experience • Experience selling complex operational or workflow software • Comfortable navigating multi-stakeholder deals • Strong discovery and demo skills • Willingness to travel as needed WHY JOIN • Competitive compensation including salary, equity, and health benefits • Category-defining product in an overlooked industry • Direct impact in an early-stage GTM organization • Remote-first team with flexible work location • Flexible PTO