Head of Sales

TrashLab is the AI-native operating system for waste and recycling haulers across the US and Canada. We replace legacy point solutions with modern technology and AI agents that do real work in the truck, at the scale house, and on the phones. Our platform runs the full operational stack: CRM, billing, dispatch, routing, scale and recycling workflows, driver app and customer portal. Haulers use TrashLab to grow revenue and better serve their customers. Since launching in 2023, TrashLab has scaled rapidly: live in 40+ states across hundreds of haulers and revolutionizing a $100B+ category with cutting edge technology. We recently completed our Series A from top-tier investors, and we're hiring a smart, ambitious team that will define what modern hauler technology will look like for the next decade. We move fast and care deeply about the operators we serve. Learn more at trashlab.com . About the Role We're hiring a Head of Sales to build and scale TrashLab's revenue engine. This is a hands-on leadership role for someone who can close deals themselves and turn that motion into a repeatable, high-performing team. You will own new-logo revenue, hiring, sales process, tooling and cross-functional alignment with Marketing and Customer Success. This role reports directly to the CEO. You will: Personally run demos, own full sales cycles, and close meaningful ARR deals — leading from the front is mandatory. Own new-logo revenue across SMB haulers ($10K–$100K ACV) and mid- market and municipal haulers ($100K+ ACV). Recruit, hire, train, and manage a team of high-performing closers, setting the standard for discovery, demo, and negotiation. Build sales process, forecasting, pipeline management, and operating cadence. Partner with Marketing on ICP, messaging, and demand generation, and with our GTM Engineer on modern tooling, automation, and AI agents — every rep should operate fluently with these tools. Report directly to the CEO, with a path to broader GTM leadership. You are a great fit if: You've scaled SaaS sales from early stage and personally closed complex, multi-stakeholder deals. You've hired and developed high-performing sales teams with strong operational and forecasting discipline. You can talk routing, billing, and scale tickets credibly within your first 60– 90 days — from direct waste-industry experience or a fast ramp in an adjacent vertical (field service, fleet, construction tech, logistics). You have strong opinions on the modern sales stack and AI-leveraged workflows, and have shipped automations and agents in your own workflow. You're comfortable operating in ambiguity and building from zero. You are based in or open to relocating to Austin, Denver, Salt Lake City, or San Diego, with willingness to travel up to 50% of the time for conferences, closing VIP deals, and onsites. Compensation Competitive base salary plus variable compensation and equity. Benefits include unlimited PTO, health, vision, and dental insurance, and 401k.