POSITION OVERVIEWWe are building a dedicated SMB sales team in Roseville, CA to win the small private hauler market - operators running roughly 1 to 25 trucks - at a velocity the broader Private Hauler team is not structured for. We are seeking a hands-on Manager, SMB Hauler Sales to build and run that team from the ground up.
This is a player-coach role. You will hire, ramp, and coach a pod of Account Executives whose pipeline comes primarily from their own prospecting, supported by AI-driven SDR tooling that surfaces in-market accounts and by a stream of inbound leads. You will own the team's number, the activity standard behind it, and the operating rhythm that makes a high-volume, short-cycle motion repeatable. You should be comfortable on the phone yourself, in deals alongside your reps, and in a spreadsheet explaining why conversion moved.
RESPONSIBILITIES- Own the SMB Hauler new business number - monthly, quarterly, and annual - and the pipeline coverage required to hit it.
- Recruit, hire, onboard, and ramp a team of SMB Account Executives; own time-to-first-deal and the ramp plan behind it.
- Coach daily to a self-sourced-first standard: build the prospecting habits, call skills, and territory discipline that produce pipeline without waiting for marketing.
- Define and enforce the team's activity and pipeline generation standards, and hold reps to them with weekly one-on-ones and call reviews.
- Own how AI SDR tooling is used by the team: define target criteria and ICP filters, review the accounts and signals it surfaces, set routing and follow-up rules, and measure what converts versus what wastes rep time.
- Set and enforce inbound lead response standards, including speed-to-lead and disposition requirements.
- Design and maintain market assignments across the team, balancing territory potential and keeping reps out of each other's accounts.
- Run an accurate weekly forecast and pipeline inspection; keep Salesforce clean enough that the forecast can be trusted without rebuilding it.
- Monitor conversion at every stage - prospect to conversation, conversation to opportunity, opportunity to close - and act on where the funnel leaks.
- Build and refine a repeatable SMB sales process: qualification criteria, demo standards, pricing guardrails, and the shortest path to a signed agreement.
- Partner with Marketing on SMB messaging, campaigns, and lead quality; partner with RevOps on territory design, routing, reporting, and comp mechanics.
- Work with Implementation and Customer Success to ensure SMB customers onboard quickly and that what is sold is what gets delivered.
- Carry a small set of strategic deals personally and demonstrate the motion you are coaching.
- Stay current on the private hauler market - competitive offerings, pricing pressure, consolidation activity, and what is driving small operators to buy software now.
QUALIFICATIONS- 2+ years leading a quota-carrying sales team, or a demonstrated top-performing individual contributor ready for a first management role, in SMB or transactional SaaS.
- Personal track record of building pipeline through self-sourced outbound - you have carried a number and prospected your way to it.
- Experience managing a high-velocity motion: shorter cycles, higher deal counts, and a team selling primarily by phone and video.
- Demonstrated ability to coach prospecting and discovery skills, not just inspect pipeline.
- Comfort with AI-assisted prospecting tools, lead scoring, and intent data - or the curiosity and judgment to get there quickly and separate signal from noise.
- Strong command of CRM and sales analytics (Salesforce preferred); able to build and defend a forecast from the data.
- Experience selling to owner-operators and small business decision makers; credibility with a hauler owner who runs the business from the yard.
- Experience in waste, fleet, logistics, or field service software is a strong plus.
- Excellent communication and coaching skills, with the judgment to know when to step into a deal and when to let a rep work it.
- Based in or able to relocate to the Roseville, CA area; this role is onsite with the team.
- Ability to travel as needed for customer meetings, trade shows, and company events.
BENEFITS- Comprehensive benefits (medical with HSA option, vision, dental, and life insurance)
- Medical and Dependent FSA
The pay range for this role is:
120,000 - 150,000 USD per year (California Office)
