Account Executive (SMB & Mid-Market)
External
Hauler-hero · USPrepare for this interview
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About 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.
Responsibilities
- 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
Requirements
- 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
Benefits
Additional Information
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.
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