Account Executive

Summary

TrashLab is an AI-native operating system for waste and recycling haulers across the United States and Canada. The Account Executive will own full-cycle sales for new-logo acquisition, including discovery, complex workflow demonstrations, stakeholder management, pipeline development, and closing transformation-level deals, with approximately 25–50% travel.

Responsibilities

• 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 ~25–50% for customer meetings, trade shows, and industry events

Skills

• 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
• Travel ~25–50% for customer meetings, trade shows, and industry events
• A plus: vertical SaaS background (waste, fleet, field service, construction tech, logistics), a personal network in waste & recycling, or Seed → Series B startup experience

Qualifications

Must Haves

• 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
• Travel ~25–50% for customer meetings, trade shows, and industry events

Nice to Haves

• A plus: vertical SaaS background (waste, fleet, field service, construction tech, logistics), a personal network in waste & recycling, or Seed → Series B startup experience

Benefits

• Unlimited PTO
• Health, vision, and dental insurance
• 401k