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We’re a fast-growing, venture-backed company (just closed our Series A!) on a mission to modernize an outdated industry — and we’re just getting started.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 Role
The Director of Business Operations will take full end-to-end ownership of Wayste’s SaaS business. Reporting to the CEO, this leader will define and execute the strategy for growth, lead the “go-to-market” engine (sales, implementation, customer success), and collaborate closely with product/engineering to ensure the platform continues to deliver market-leading value. This person will act as a cross-functional integrator: aligning sales & growth efforts, ensuring operational discipline, driving product roadmap adoption, and delivering the business goals passed down from the CEO.
In short: you are the business owner for Wayste’s platform offering – from funnel to installation to renewal, while ensuring the product is market-fit and scalable for growth.
What You'll Be Doing
Strategy & Leadership
- Partner with the CEO and executive team to set overall business goals (growth targets, ARR/MRR, churn, expansion, target segments, geographies) and translate these into operational KPIs.
- Develop, communicate and execute a detailed business plan for Wayste: market segmentation, pricing strategy, positioning (waste hauling vertical), GTM motion, segment expansion.
- Monitor market & competitive landscape in waste, hauling, SaaS ERP for logistics/field service, identify opportunities and risks.
- Own P&L: revenue, margins, cost of customer acquisition, onboarding cost, customer lifetime value, churn/renewal rates, product and services cost.
- Build & scale the functional teams (sales, customer success, onboarding/implementation, operations) and ensure cross-team alignment.
Sales / Implementation / Customer Success
- Lead and own the sales funnel: demand generation, pipeline development, closing new business.
- Oversee onboarding/implementation team – ensure smooth go-lives, rapid time-to-value for customers.
- Drive customer success – renewals, upsells, expansions.
- Define and own metrics: conversion rates, time to deploy, customer satisfaction/CSAT, NPS, churn, expansion revenue.
- Work with sales & marketing to articulate the Wayste value proposition: dispatching, driver app, billing/payments, asset tracking, route optimization, recurring services automation, etc.
Product & Engineering Collaboration
- Though this role is not pure product management, you must understand the product/engineering lifecycle and work closely with the product management team to:
- Prioritize roadmap items that drive adoption, retention, revenue (e.g., integrations, AI-order creation, franchise dashboards, route optimization).
- Help translate customer/market feedback into feature requests and help guide product improvements.
- Ensure alignment between customer needs and product release cadence; ensure that sales/CS/implementation teams are aware of upcoming features, and can drive value with them.
- Work with engineering/ops to ensure deployment scalability, reliability, and operational efficiency (especially as Wayste scales across more haulers, more trucks, more geographies).
Operations & Metrics
- Establish and refine scalable processes across sales, onboarding, support, billing, renewal, customer success.
- Use data/analytics to drive decisions: usage metrics, adoption, drop-off rates, operational KPIs for waste hauler customers (route efficiency, asset tracking, driver usage).
- Monitor and optimize customer journey: from lead → demo → contract → onboarding → go-live → value realization → renewal/expansion.
- Partner with finance to develop revenue forecasting, budgeting, and cost-management frameworks.
The Qualifications You Need
- 7+ years of experience in SaaS business leadership roles (Founder, GM, VP/Head of Sales, Product, or similar).
- Demonstrated experience running or helping run a P&L for a SaaS product (ideally mid-market or SMB).
- Strong track record in sales/go-to-market for SaaS: closing deals, building pipeline, driving renewal/expansion.
- Experience working with product and engineering teams: Developing ROI and helping shape product strategy.
- Excellent understanding of metrics: ARR/MRR growth, churn, customer lifetime value (LTV), customer acquisition cost (CAC), usage/adoption metrics.
- Strategic thinker + hands-on executor: able to set vision and roll up sleeves to get in the weeds.
- Industry affinity or interest: experience in or familiarity with field service, logistics, fleet management, operations, asset tracking or even better: waste hauling / industrial operations.
- Outstanding communication and leadership skills: ability to lead cross-functional teams, influence senior stakeholders, and build a culture of accountability and execution.
- Proven ability to scale operations and teams, and to drive process creation and refinement.
What You’ll Be Doing Day-to-Day
- Partner with the CEO in monthly/quarterly business reviews to report performance, adjust strategy, set next quarter’s priorities.
- Weekly sales pipeline review and forecasting; lead sales team stand-ups.
- Monitor onboarding/implementation KPIs; meet with CS team weekly to review health of customer base, usage/adoption stats, renewal risks.
- Attend product-roadmap planning sessions; review customer feedback and prioritization.
- Develop and execute marketing and sales campaigns aimed at key segments (haulers with roll-off and recurring service operations).
- Visit customer sites (haulers) occasionally to gather feedback, create testimonials/case-studies, deepen industry understanding.
- Hire and mentor functional leads (sales director, CS lead, product lead) as needed.
- Track and report metrics dashboard: MRR/ARR growth, churn rate, net new revenue, expansion revenue, CAC payback, time to value, customer health score, product usage metrics, etc.
- Optimize internal processes: from demo to close, from onboarding to value realization, from support to upsell.
- Drive culture: instill customer-obsession, data-driven decision-making, operational rigor, continuous improvement.
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.
- Comprehensive benefits package including health insurance (medical, dental, vision, LTD, Life Insurance, etc.), retirement plans (401K), and paid time off.
- 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.
