Account Executive (SMB & Mid-Market)

About this role

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

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