Account Executive - SMB

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.

We 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.

• →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. 

• 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.