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 ($10K–$100K ACV) and mid-
market and municipal haulers ($100K+ ACV).
- 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.
Similar Jobs
.png)
Greentech • Hardware • Internet of Things • Machine Learning • Software • Business Intelligence • Agriculture
Lead and scale Halter's Great Plains sales organization (10–20+ reps), owning full customer lifecycle from new business to account management. Set regional strategy, targets, headcount, KPIs and pipeline hygiene; coach, hire and develop the team; ensure customer success through close cross-functional collaboration. Drive market expansion, build industry relationships, and represent Halter to ranching customers. Frequent travel across the region is required.
Information Technology
Lead and develop a US-based Partner Development Manager team to achieve revenue targets. Drive US sales strategy, build and enable channel partnerships, manage pipeline, forecasting and CRM accuracy, define KPIs, create regional and partner business plans, implement sales best practices, and collaborate cross-functionally. Regular business travel required.
Top Skills:
AICRMUcaas
Insurance
Lead Horace Mann's nationwide agency distribution channel, driving strategy, growth, recruiting, retention, and productivity across 1,000+ producers and 400+ agencies. Build high-performing leadership, modernize digital selling and distribution, partner cross-functionally to improve agent and customer experience, and drive profitability across Property & Casualty, Life, Retirement, and Supplemental lines.
What you need to know about the NYC Tech Scene
As the undisputed financial capital of the world, New York City is an epicenter of startup funding activity. The city has a thriving fintech scene and is a major player in verticals ranging from AI to biotech, cybersecurity and digital media. It also has universities like NYU, Columbia and Cornell Tech attracting students and researchers from across the globe, providing the ecosystem with a constant influx of world-class talent. And its East Coast location and three international airports make it a perfect spot for European companies establishing a foothold in the United States.
Key Facts About NYC Tech
- Number of Tech Workers: 549,200; 6% of overall workforce (2024 CompTIA survey)
- Major Tech Employers: Capgemini, Bloomberg, IBM, Spotify
- Key Industries: Artificial intelligence, Fintech
- Funding Landscape: $25.5 billion in venture capital funding in 2024 (Pitchbook)
- Notable Investors: Greycroft, Thrive Capital, Union Square Ventures, FirstMark Capital, Tiger Global Management, Tribeca Venture Partners, Insight Partners, Two Sigma Ventures
- Research Centers and Universities: Columbia University, New York University, Fordham University, CUNY, AI Now Institute, Flatiron Institute, C.N. Yang Institute for Theoretical Physics, NASA Space Radiation Laboratory
