Manager, SMB Private Hauler Sales

About Routeware, Inc.

Routeware is the industry leader in providing software and data analysis that enables public and private enterprises to improve the effectiveness of their waste and recycling programs. Our solutions help organizations save time and money, increase efficiency, improve safety and help make our world a greener place.

Based in Portland, Oregon, the company employs a distributed team across North America and the UK. Our brands, products, and services provide an all-in-one platform to municipal and private waste haulers and other fleet services. As part of an essential and growing industry, we seek solution-oriented team players who want to positively impact the environment. Our work environment is collaborative, dynamic, fast-paced, and fun with a strong appreciation for innovation and initiative.

Our Mission:

• Transform waste collection to drive a better future for generations to come.

Our Values:

• Adaptability - The waste industry and technology are ever-changing, and the Routeware team never stops adapting to be at the forefront of technology innovation, supporting our customers to stay ahead.
• Mission-driven - At Routeware, it matters to us that our work has a lasting positive impact on our customers' outcomes, our fellow team members' well-being, and the long-term sustainability of our environment.
• Human-first - While technology drives our products; the real, live, caring people at Routeware are the true drivers of meaningful outcomes for our customers.

POSITION OVERVIEW

We 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) 

• Paid parental leave 

• Medical and Dependent FSA 

• 401K match 

• Unlimited PTO 

• Ten company holidays 

• 1 Volunteer day 

• Summer Friday's 

Routeware is an Equal Opportunity Employer and prohibits all forms of discrimination or harassment. At Routeware, we are committed to the principle of equality, and all employment decisions are based on job requirements, business needs, and individual qualifications, without regard to race, color, religion or belief, national, social or ethnic origin, sex (including pregnancy), age, physical, mental or sensory disability, HIV Status, sexual orientation, gender identity and/or expression, marital, civil union or domestic partnership status, past or present military service, family medical history or genetic information, family or parental status, or any other status protected by the laws or regulations in the locations where we operate.