Manager, SMB Private Hauler Sales
About The Position
Routeware is building a dedicated SMB sales team in Roseville, California, to serve small private haulers operating roughly 1 to 25 trucks. The Manager, SMB Hauler Sales will build and run the team from the ground up in a hands-on player-coach role. The manager will hire, ramp, and coach Account Executives whose pipeline is primarily self-sourced, supported by AI-driven SDR tooling and inbound leads. The role owns the team's sales target, activity standards, and operating rhythm for a high-volume, short-cycle sales motion. The manager is expected to prospect and participate in deals alongside the team, while using sales data to understand and improve conversion. The position is onsite with the team in Roseville, CA, and requires travel as needed for customer meetings, trade shows, and company events.
Requirements
- At least 2 years leading a quota-carrying sales team, or demonstrated top individual-contributor performance and readiness for a first management role, in SMB or transactional SaaS.
- A personal track record of building pipeline through self-sourced outbound prospecting while carrying a sales quota.
- Experience managing a high-velocity sales motion with shorter cycles, higher deal counts, and sales conducted primarily by phone and video.
- Demonstrated ability to coach prospecting and discovery skills.
- Comfort with AI-assisted prospecting tools, lead scoring, and intent data, or the curiosity and judgment to learn quickly and distinguish signal from noise.
- Strong command of CRM and sales analytics; Salesforce experience is preferred, and the candidate must be able to build and defend a data-based forecast.
- Experience selling to owner-operators and small-business decision makers, with credibility among hauler owners.
- Excellent communication and coaching skills, and sound judgment about when to step into a deal and when to let a rep handle it.
- Based in or able to relocate to the Roseville, California area; the role is onsite with the team.
- Ability to travel as needed for customer meetings, trade shows, and company events.
Nice To Haves
- Experience in waste, fleet, logistics, or field service software.
Responsibilities
- Own the SMB Hauler new business number on a monthly, quarterly, and annual basis, along with the pipeline coverage needed to achieve it.
- Recruit, hire, onboard, and ramp SMB Account Executives; own time-to-first-deal and the ramp plan.
- Coach daily to a self-sourced-first standard, developing prospecting habits, call skills, and territory discipline.
- Define and enforce activity and pipeline-generation standards, using weekly one-on-ones and call reviews to hold reps accountable.
- Own the team's use of AI SDR tooling, including target criteria, ICP filters, account and signal review, routing and follow-up rules, and measurement of what converts.
- Set and enforce inbound lead response standards, including speed-to-lead and lead disposition requirements.
- Design and maintain market assignments, balancing territory potential and preventing overlap between reps.
- Run accurate weekly forecasts and pipeline inspections, maintaining Salesforce data quality so forecasts can be trusted.
- Monitor conversion at each sales stage and take action to address funnel leakage.
- Build and refine a repeatable SMB sales process, including qualification criteria, demo standards, pricing guardrails, and the path to a signed agreement.
- Partner with Marketing on SMB messaging, campaigns, and lead quality, and with RevOps on territory design, routing, reporting, and compensation mechanics.
- Work with Implementation and Customer Success to ensure SMB customers onboard quickly and receive what was sold.
- Personally carry a small set of strategic deals and demonstrate the sales motion being coached.
- Stay current on private hauler market offerings, pricing pressure, consolidation activity, and factors influencing small operators to buy software.
Benefits
- Comprehensive benefits, including medical insurance with an HSA option, vision insurance, dental insurance, and life insurance.
- Paid parental leave.
- Medical and Dependent FSA.
- 401(k) match.
- Unlimited PTO.
- Ten company holidays.
- One volunteer day.
- Summer Fridays.
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What This Job Offers
Job Type
Full-time
Career Level
Manager
Education Level
No Education Listed
