POSITION OVERVIEWWe are seeking a hungry, self-directed Account Executive, SMB Hauler to win new business among small private waste and recycling haulers. Operators running roughly 1 to 25 trucks. You will be assigned a set of markets, and you will be responsible for finding the business in them.
The majority of your pipeline will come from your own prospecting: building target lists, picking up the phone, and starting conversations with owners who were not expecting your call. You will be supported by AI-driven SDR tooling that runs continuously against your markets and surfaces accounts showing buying signals, and qualified inbound leads are routed to you, but neither will fill your pipeline for you, and the reps who succeed here will not wait for them to. We expect roughly 60% of your closed business to originate from your own outbound effort.
This is a high-velocity seat: more deals, shorter cycles, and faster decisions than an enterprise sales role. You will run the full cycle yourself, from first dial to signature, mostly by phone and video from our Roseville office. If you want to be measured on what you built rather than what you were handed, this is that job.
RESPONSIBILITIES- Self-source much of your pipeline through outbound prospecting in your assigned markets. Cold calling, email, social, local networking, events, and in-person visits to hauler yards where it makes sense.
- Build and maintain your own territory plan: know the operators in your markets, their truck counts, their current systems, and when they are likely to be in the market.
- Work the accounts and signals surfaced by our AI SDR tooling, qualify them quickly, act on them while they are warm, and feed back to your manager what is converting and what is noise.
- Respond to inbound leads within the team's speed-to-lead standard and qualify them against ICP criteria.
- Run the full sales cycle: discovery, product demonstration, pricing, proposal, objection handling, and close.
- Sell to owners and operators directly. The decision maker at a 10-truck hauler is usually the person who started the company.
- Consistently meet or exceed monthly and quarterly quota, pipeline generation targets, and the team's activity standards.
- Maintain accurate, current records of all activity, opportunities, and next steps in Salesforce; your forecast should be trustworthy without anyone having to rebuild it.
- Manage a high volume of concurrent opportunities without letting deals go dark.
- Hand off cleanly to Implementation and Customer Success so new SMB customers get live quickly and get what they were sold.
- Share what is working regarding messaging, objections, competitive intelligence with your manager and the rest of the team.
- Represent Routeware at regional industry events, association meetings, and trade shows as needed.
QUALIFICATIONS- 2+ years in a quota-carrying sales role, ideally SMB or transactional SaaS with a short sales cycle.
- Demonstrated success self-sourcing pipeline. You can describe how you built a territory from nothing and what it produced.
- Genuine comfort with cold outreach and high call volume; you do not need a lead handed to you to start a conversation.
- Ability to run a full cycle independently, from prospecting through close.
- Credibility with small business owners and operators; plain-spoken, practical, and unafraid of a conversation in a truck yard.
- Strong organizational skills to manage many active deals at once without dropping follow-up.
- Proficiency with CRM and sales engagement tools (Salesforce preferred), and willingness to work daily inside AI-assisted prospecting tooling.
- Coachable and competitive; you want the feedback and you want the scoreboard.
- Experience selling to waste haulers, fleet-based operations, field service, or other small operator businesses is a strong plus.
- Based in or able to relocate to the Roseville, CA area; this role is onsite.
- Ability to travel occasionally within assigned markets and for company events and trade shows.
- Bachelor's degree or equivalent professional experience is preferred but not required.
BENEFITS- Comprehensive benefits (medical with HSA option, vision, dental, and life insurance)
- Medical and Dependent FSA
The pay range for this role is:
90,000 - 100,000 USD per year (California Office)
