Account Executive (SMB & Mid-Market)

Job description

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