Manager, Contractor Sales
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We’re a fast-growing, venture-backed company (just closed our Series A!) on a mission to modernize an outdated industry — and we’re just getting started.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.