Manager, Contractor Sales

Описание вакансии

Sourgum is transforming the $100B+ waste and recycling industry through cutting-edge technology that makes waste removal simpler, smarter, and more cost-effective. Our innovative haulsourcing platform powers high-quality waste and recycling services for businesses at significantly lower costs—saving our customers an average of 20%. Leveraging proprietary datasets, an advanced operating system, and a carefully curated network of 5,000+ trusted vendors, we help companies of all shapes and sizes streamline their operations while advancing sustainability efforts.

We’re a fast-growing, venture-backed company (just closed our Series A!) on a mission to modernize an outdated industry — and we’re just getting started. Our investors include Spark Capital, Founder Collective, Suffolk Technologies, 186 Ventures, and River Park Ventures, the same funds that backed category-defining companies like Slack, Anthropic, Uber, Venmo, and Amazon Pharmacy.

If you’re driven by the opportunity to build something groundbreaking, we’d love to meet you.

The Team

The Sales team at Sourgum is responsible for driving new customer acquisition and revenue growth across SMB and mid-market accounts. We work closely with Marketing and Customer Success to deliver a seamless buyer journey—from first touch through onboarding.

Our Account Executives run a full-cycle sales motion: outbound prospecting, discovery, demos, negotiation, and close. As we scale, we’re building a high-performance, metrics-driven sales culture focused on ownership, continuous improvement, and customer impact.

The Role

We’re hiring a Sales Manager based in Salt Lake City to lead, coach, and scale our Account Executive team.

In this role, you’ll be directly responsible for AE performance, pipeline health, and quota attainment. You’ll act as both player-coach and people leader—owning team execution while building repeatable sales motions, strengthening forecasting discipline, and developing top-tier sales talent.

You’ll partner closely with Revenue Operations, Marketing, Customer Success, and executive leadership to translate revenue targets into daily execution and sustainable growth.

What you’ll be doing

• Lead, coach, and develop a team of full-cycle Account Executives supporting SMB and mid-market customers
• Own team quota attainment, pipeline coverage, forecast accuracy, and deal execution
• Run weekly 1:1s, pipeline reviews, forecast calls, and deal strategy sessions to drive performance
• Hire, onboard, and ramp new AEs while building a strong sales culture centered on accountability and growth
• Partner with RevOps to improve sales processes, CRM hygiene, reporting, and operating cadence
• Work closely with Marketing to optimize inbound/outbound conversion and pipeline generation
• Collaborate with Customer Success to ensure smooth handoffs and strong early customer outcomes
• Develop and refine sales playbooks across prospecting, discovery, demos, objection handling, and closing
• Use data to identify coaching opportunities, performance gaps, and process improvements
• Support compensation execution and performance management in partnership with People Ops and Finance
• Act as a voice of the field—bringing customer feedback and frontline insights back to leadership and Product

The qualifications you need

• 5+ years of sales experience, including 2+ years managing Account Executives
• Proven track record of leading teams to consistently hit or exceed quota
• Experience managing full-cycle sales motions (prospecting → close)
• Strong coaching skills with the ability to elevate both top performers and developing reps
• Comfort operating in a fast-paced, high-growth startup environment
• Data-driven mindset with experience using CRM and sales metrics to guide decisions
• Excellent communication and leadership presence
• Ability to partner cross-functionally and operate effectively in ambiguity

Nice to have:

• Experience scaling early or growth-stage sales teams
• Background managing inside or SMB AE teams
• Familiarity with structured sales methodologies and pipeline management frameworks
• Waste, Recycling or Construction industry knowledge

Benefits

• Company stock options as part of your compensation package, giving you the opportunity to share in our company's success and build long-term financial growth.
• A positive and collaborative work environment with a focus on innovation and sustainability.
• Flexible/Unlimited PTO
• Comprehensive benefits package including health insurance (medical, dental, vision, LTD, Life Insurance, etc.), retirement plans (401K).
• Access to hundreds of gyms, studios, and wellness apps—all through one easy membership provided by your Wellhub.
• Yearly Personal Development Budget
• Opportunities for professional development and career advancement within a growing company.