Sales Development Representative

ABOUT HAULER HERO Hauler Hero builds the operating system for residential and commercial waste haulers, including dispatch, routing, billing, payments, customer management, reporting, and the driver app that ties field operations together. We were founded by people with deep experience in vertical SaaS and the waste industry, and we believe haulers deserve technology built specifically for how they work. Our customers are private hauler owners, operators, and municipal waste leaders running essential services every day. Many are still managing their businesses through paper tickets, whiteboards, spreadsheets, disconnected systems, and legacy software. The result is missed revenue, messy routes, limited visibility, and too much time spent fighting fires instead of growing the business. Today, we serve 240+ haulers across the country and are scaling quickly. We are a well-funded, fast-moving vertical SaaS company bringing modern software to an essential industry where the customer need is clear and the opportunity is large. That is where this role comes in. ABOUT THE ROLE We are looking for a Sales Development Representative to help create new business opportunities and start the first meaningful conversations many prospective customers will have with Hauler Hero. This is an outbound-focused role. You will identify waste haulers across the country, reach out through calls, email, LinkedIn, and creative prospecting, learn how they run their business, uncover pain, and book qualified product demonstrations for our Account Executives. This is not just appointment setting. We care about the quality of the opportunity, the context you capture, and whether the meetings you book can turn into real pipeline. The right person is hungry, coachable, resilient, organized, and curious about how real operators run their businesses. You do not need to come from the waste industry, but you do need to care enough to learn it. The SDR role is also a launchpad. Top performers can grow into larger sales roles as the company scales. WHAT YOU’LL OWN OUTBOUND PROSPECTING You will generate new business opportunities through consistent, high-quality outbound activity, including cold calls, email, LinkedIn, and creative outreach. You will research accounts, identify the right companies and contacts, prioritize your territory, and build a steady outreach rhythm that creates real pipeline for the sales team. DISCOVERY AND QUALIFICATION You will run early discovery conversations with owners, operators, dispatchers, and other decision-makers to understand how their business works today. That means learning what tools they use, where their current process breaks down, how they manage routes, billing, dispatch, customer communication, and reporting, and whether Hauler Hero is likely to be a strong fit. You should be able to ask clear questions, listen carefully, and identify whether there is a real business problem worth solving. QUALIFIED MEETINGS You will book product demonstrations for Account Executives and set them up with the context they need to run a strong sales conversation. That includes clean notes, clear qualification, and a crisp handoff around the prospect’s pain, current system, urgency, and likely fit. We care about meetings that can become real opportunities, not just calendar volume. ACCOUNT OWNERSHIP You will own and manage your own book of accounts. That includes researching your territory, prioritizing accounts, managing follow-up, and building a thoughtful strategy for working through your list. You will need to balance high activity with good judgment about where to spend your time. CRM DISCIPLINE You will keep HubSpot clean and accurate. That means logging activity, tracking touches, maintaining clean account and contact data, and making sure the team can trust what is in the CRM. Clean pipeline data matters because it drives decisions across Sales, Marketing, Customer Success, and leadership. PRODUCT AND INDUSTRY FLUENCY You will develop a strong understanding of Hauler Hero’s product, the waste industry, and the daily problems our customers face. Our customers are hands-on operators. They do not want generic software talk. They want to know that you understand their world. You will learn how haulers manage routes, dispatch drivers, handle billing, serve customers, track containers, and deal with the operational messiness that comes with running a hauling business. PLAYBOOK FEEDBACK You will be on the front lines of our market every day. Your feedback on messaging, targeting, objections, competitors, and customer pain should make the team better. You will work closely with sales leadership, AEs, and marketing to improve sequences, sharpen talk tracks, and refine our outbound motion. WHAT THIS ROLE IS NOT This is not a passive inbound sales role. You will be expected to create pipeline through consistent outbound activity. This is not a role for someone who only wants to follow a script. We have tools, structure, and support, but we are still improving the motion. You will need to think, test, learn, and adjust. This is not just appointment setting. We care about qualified opportunities that progress. This is not a role where your feedback disappears into a void. We are early enough that strong SDRs can directly influence messaging, process, targeting, and the broader sales playbook. WHAT WE’RE LOOKING FOR We care more about drive, coachability, and raw talent than a perfect résumé. The strongest candidates will likely have: - 2–3 years of experience in a sales, SDR, BDR, or customer-facing role, ideally in SaaS or technology - Strong verbal and written communication skills - Comfort making cold calls and handling rejection - A competitive, self-motivated mindset - Strong personal organization and activity discipline - Curiosity about customers and how their businesses actually work - Ability to build quick rapport with hands-on business owners and operators - Coachability and willingness to apply feedback quickly - Comfort using a CRM, with HubSpot experience a plus - Interest in using AI, automation, and modern sales tools to work smarter - Good judgment around qualification, follow-up, and when an opportunity is real Exceptional entry-level candidates will also be considered if they can show the hunger, communication ability, and horsepower to succeed. BONUS POINTS - Experience selling into SMB or mid-market businesses - Experience in SaaS, vertical SaaS, or B2B technology - Prior outbound prospecting experience in a high-activity sales environment - Background or interest in waste, logistics, fleet, field services, trades, transportation, construction, or other operational industries - Experience with HubSpot, sales engagement tools, call coaching tools, or AI-assisted prospecting - Experience working with business owners, operators, dispatchers, or other non-technical buyers - Interest in growing into an Account Executive role WHAT SUCCESS LOOKS LIKE FIRST 30 DAYS — LEARN You will complete onboarding and SDR enablement, learn the Hauler Hero product, understand our market, and get familiar with our ideal customer profile. You will learn our tools, HubSpot workflows, outbound process, core value propositions, and common customer pain points. You will shadow Account Executives and successful SDRs, build your first target account list, begin outbound prospecting, and book your first meetings. FIRST 60 DAYS — RAMP You will hit a consistent daily activity cadence and start contributing qualified meetings to pipeline. You should be able to run confident discovery conversations, qualify prospects against our ICP, and understand the difference between a meeting booked and a real sales opportunity. You will continue building fluency in our competitive landscape, common objections, and the problems haulers are trying to solve. FIRST 90 DAYS — PERFORM You will reach full activity and meeting-booking expectations and begin hitting monthly qualified opportunity goals. You will own your book of accounts independently, manage follow-up without hand-holding, and create clean handoffs for Account Executives. You should also begin contributing useful feedback on messaging, sequences, objections, and targeting based on what you are hearing in the market. ONGOING You will consistently meet or exceed monthly qualified opportunity goals. You will maintain high-quality pipeline that converts, keep CRM data clean, and help improve the SDR motion as the team grows. Success will be measured not just by meetings booked, but by opportunities that progress, pipeline quality, and the trust your AE partners have in your handoffs. GROWTH PATH The SDR role is designed as a launchpad, not a destination. As you prove consistent quota attainment, pipeline quality, and strong operating discipline, you can grow into larger responsibilities. A typical path may include: - SDR, focused on smaller fleets - Enterprise SDR, focused on larger fleets - Hybrid Account Executive, transitioning into closing smaller deals - Account Executive, owning full-cycle sales for SMB and mid-market accounts Top performers may also grow into senior AE, sales management, sales engineering, RevOps, enablement, or other go-to-market roles as the company scales. Because we are early and growing quickly, strong performers can earn meaningful responsibility as the team scales. WHAT WE OFFER - A front-row seat at a well-funded, fast-growing company transforming an essential industry - Direct impact in an early-stage GTM organization where your work helps shape our sales motion, messaging, and pipeline - Competitive compensation, including salary, uncapped commission, equity, and medical, dental, and vision coverage - Remote-first flexibility with a distributed team - Flexible PTO - Modern sales tools, structured enablement, and direct access to sales leadership - Clear growth path into larger sales roles as the company scales