Business Development Representative

Austin, TX · Sales · Hybrid (4 days in office) · Full-time

TrashLab is the AI-native operating system for waste and recycling haulers across the US and Canada. We replace legacy point solutions with modern technology and AI agents that do real work in the truck, at the scale house, and on the phones. Our platform runs the full operational stack: CRM, billing, dispatch, routing, scale and recycling workflows, driver app and customer portal. Haulers use TrashLab to grow revenue and better serve their customers.

Since launching in 2023, TrashLab has scaled rapidly: live in 40+ states across hundreds of haulers and revolutionizing a $100B+ category with cutting edge technology. And our ambition goes beyond software — over time, we aim to become the financial and operational network that powers the industry. We recently completed our Series A from top-tier investors, and we're hiring a smart, ambitious team that will define what modern hauler technology will look like for the next decade. We move fast and care deeply about the operators we serve. Learn more at trashlab.com.

What you'll own

• You'll be the front line of TrashLab's growth. Working from our Austin office and reporting to the Head of Sales, you'll open conversations with owners and operators of SMB and mid-market haulers, learn how their businesses run, and build the pipeline our Account Executives close.
• Own outbound pipeline generation. Run multi-channel outbound — calls, email, LinkedIn, and video — into independent and mid-market haulers across the US and Canada.
• Learn the hauler's world. Get fluent in how haulers actually operate, from routing and dispatch to billing and the scale house, so you can speak to the problems owners deal with every day.
• Earn the owner's time. Connect with owners, GMs, and ops leaders who are busy running trucks, not reading emails. Lead with insight and credibility, not scripts.
• Qualify with rigor. Uncover pain, timing, and decision process, and hand off well-prepared opportunities to Account Executives.
• Partner closely with Sales and Marketing. Work alongside AEs on account strategy and with Marketing on messaging, campaigns, and events, and share what you hear in the market.
• Help build the playbook. We're early, so you'll help shape our sequences, talk tracks, objection handling, and territory approach — and document what works.
• Work AI-first. Use AI research, automated sequencing, and CRM automation so your time goes to conversations, not admin.

What winning looks like

• You consistently hit or exceed your quota for sales-accepted pipeline sourced, and the opportunities you create convert because they're well qualified. Within your first year, you've built the track record and skills to step into an Account Executive role.
• You might be a great fit if you
• Have 1–2 years of experience as an SDR/BDR at a B2B company, with a track record of hitting or exceeding quota
• Are comfortable on the phone and energized by cold outreach, with the resilience to keep going after a "no"
• Are curious and coachable, and want to learn a complex industry and grow into a closing role
• Are AI-forward, organized, communicate clearly, and treat the CRM as your source of truth
• Want to work in person with a high-energy team in Austin (4 days a week in office)
• Bonus points if you have
• Experience in waste, recycling, logistics, field services, or another operations-heavy industry
• Experience selling to SMB owners or owner-operators in blue-collar industries
• Prospected for a vertical SaaS product
• Bilingual in English and Spanish

Why join now

• Get in early at a fast-growing Series A company and help build the sales engine from the ground up
• A clear path to Account Executive for strong performers
• A product customers depend on every day, with AI built into its core
• A team that moves fast and cares deeply about the operators we serve
• The chance to help define what modern hauler technology looks like for the next decade

Compensation & benefits

• $80,000 – $100,000 OTE
• Fully covered health, dental, and vision options, with significant contributions for spouses and dependents
• HSA, FSA, 401(k), and commuter benefits accounts

TrashLab is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees. We do not discriminate on the basis of race, color, religion, national origin, sex, gender identity, sexual orientation, age, disability, veteran status, or any other protected characteristic under applicable law. Employment with TrashLab is at-will, and this job description is not a contract of employment. Responsibilities, qualifications, and benefits are subject to change at the company's discretion.