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Account Executive (SMB Mid-Market)

Hauler Hero Inc.

Job Overview

Location

Remote

Job Type

Full-time

Full Job Description

📋 Description

• Hauler Hero is at the forefront of modernizing the waste hauling industry, a sector generating a substantial $90 billion in annual revenue across the US and Canada. Despite its significant market size, many operators still rely on outdated legacy software and manual processes like spreadsheets. We are revolutionizing this landscape by providing a comprehensive, modern operating system designed specifically for the unique operational and financial realities of waste haulers. Our platform seamlessly integrates dispatch, routing, CRM, billing, accounting, and payment functionalities, offering a unified solution that drives efficiency and growth.
• As an Account Executive (SMB & Mid-Market), you will be instrumental in driving new logo acquisition by owning the full sales cycle. This is a high-impact role that demands more than just order-taking; it requires a strategic approach to sales. You will be responsible for conducting in-depth discovery calls to understand complex operational workflows, delivering compelling demonstrations of our sophisticated platform capabilities, expertly navigating multi-stakeholder buying groups, and ultimately closing transformation-level deals that significantly benefit our clients.
• Your primary focus will be on acquiring new customers within our priority segments: Small to Medium-sized Businesses (SMB) with 5-100 trucks and Mid-Market companies. You will manage the entire sales process, from the initial outreach and qualification to the final closing of the deal. This involves building and nurturing a robust sales pipeline within HubSpot, ensuring accurate forecasting and consistent progress towards your targets.
• Collaboration will be key to your success. You will work closely with our Sales Development Representatives (SDRs) who will help generate qualified leads, Sales Engineering to provide deep technical expertise during the sales process, and the Marketing team to leverage campaigns and collateral that support your outreach efforts. This integrated approach ensures a seamless and effective sales motion.
• A significant aspect of this role involves understanding and articulating the value proposition of Hauler Hero's integrated software suite. You will demonstrate how our platform addresses the specific pain points of waste haulers, such as inefficient dispatching, complex routing challenges, manual billing processes, and fragmented customer management. Your ability to translate technical features into tangible business benefits, like cost savings, improved operational efficiency, and enhanced customer satisfaction, will be crucial.
• The average deal size for our SMB clients ranges from $15,000 to $250,000 in Annual Contract Value (ACV), with a sweet spot for competitive wins often occurring at $25,000 ARR. For Mid-Market deals, the ACV typically falls between $4,000 and $15,000. Sales cycles vary, with SMB deals generally closing within 30-60 days, while Mid-Market deals may take 90-120 days to complete. Your annual quota will be $750,000 in ARR, a target that reflects the significant opportunity within this market.
• Travel is an expected component of this role, estimated at 30-50% of your time. This travel will be dedicated to crucial customer meetings, building key relationships, and attending important industry events. While most deals are closed remotely, in-person interactions are vital for solidifying partnerships and understanding customer needs at a deeper level.
• In your first 90 days, you will immerse yourself in comprehensive onboarding covering our product, target personas, and the nuances of the waste hauling industry. You will shadow top-performing Account Executives to learn best practices and begin running your own demos. A key objective is to build a qualified pipeline equivalent to three times your quota coverage, setting a strong foundation for your success.
• Within your first six months, you will be expected to consistently hit your monthly new ARR targets and close your first mid-market deal with an ACV of $50,000 or more. Maintaining an accurate and up-to-date pipeline in HubSpot will be a continuous requirement.
• By the end of your first year, the expectation is that you will consistently exceed your annual quota. Furthermore, you will be encouraged to contribute to the refinement of our sales processes and playbooks, sharing your insights and helping to shape the future of our Go-To-Market strategy. This role offers a unique opportunity to make a direct impact within an early-stage, high-growth organization.
• We currently have a strong sales team structure in place, consisting of 4 Account Executives, 2 SDRs, and 1 Sales Engineer, providing a supportive and collaborative environment for you to thrive.

🎯 Requirements

• Minimum of 3 years of full-cycle SaaS sales experience, with a proven track record of exceeding quotas.
• Demonstrated experience selling complex operational or workflow-based software solutions.
• Proven ability to navigate multi-stakeholder deals and effectively engage with executive-level decision-makers.
• Strong skills in conducting thorough discovery calls and delivering compelling product demonstrations.
• Willingness and ability to travel up to 30-50% for customer meetings and industry events.

🏖️ Benefits

• Competitive compensation package including base salary, uncapped commission, and equity options.
• Comprehensive health benefits, including medical, dental, and vision insurance.
• Flexible Paid Time Off (PTO) policy, allowing you to take time off when you need it.
• Opportunity to work remotely with a flexible work location.
• Be part of a category-defining product in a historically overlooked but essential industry.
• Make a direct and significant impact on the growth and success of an early-stage Go-To-Market organization.

Skills & Technologies

Mid-level

Remote

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Hauler Hero Inc.

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About Hauler Hero Inc.

Hauler Hero is a technology company focused on streamlining the waste management and junk removal industry. They offer a comprehensive software platform designed to help haulers manage their businesses more efficiently. Key features include online booking, dispatching, customer management, invoicing, and route optimization. Their solution aims to reduce administrative overhead, improve operational efficiency, and enhance customer service for junk removal and hauling businesses of all sizes. By providing a centralized system, Hauler Hero empowers companies to scale their operations, track performance, and ultimately grow their revenue. The platform is cloud-based, offering accessibility and flexibility for modern businesses.

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