Manager of Sales

RapidWorks is the leader in software solutions for heavy equipment construction services industries, modernizing how construction and resource-planning companies operate. Our platform helps heavy equipment subcontractors streamline workflows, improve asset utilization, get paid faster, and boost profitability, transforming a $1.8 trillion industry still dominated by paper, whiteboards, and spreadsheets. Headquartered in the U.S. with customers across three continents, RapidWorks is PE-backed and growing fast: expanding our product portfolio, evolving our next-generation platform, and entering new markets. Waste Management is one of those new markets. This role owns it. OPPORTUNITY FOR IMPACT You’ll own an industry we’ve decided to win. You’ll build the team that goes after it, design the motion they run, and carry a number of your own while you do it. There are no layers between you and the outcome. This opportunity is for someone who wants to build something of their own. You get to decide what a great first call sounds like, who we hire, how they ramp, and what qualified means. You’ll define the sequences, set the activity standard, and choose the tools that make the team faster. As this segment scales, you’ll take on the next ones. Any industry where the buyer is an owner-operator and the deal moves in weeks runs on this same motion, so the playbook you write here travels. Waste is the first industry we’re staffing this way, and you’ll own the ones that follow. You’ll start with a team of 2 AEs and 2 BDRs, growing from there as the segment scales. You’ll sell to owner-operators in waste management, with deals decided in days rather than quarters. ROLE AND RESPONSIBILITIES Own the segment number. New logos in waste management, plus your own personal quota alongside the team's. Lead as a player/coach. Daily stand-ups, weekly deal reviews, live call coaching, and a standard you set by doing it rather than describing it. Everyone here prospects, AEs included, and you included. Build the outbound engine. Define the sequences, talk tracks, and target lists, and set the daily activity bar the team runs against. Own the tooling, and automate the work. Partner with RevOps to get the right stack in place, from dialer to data to sequencing, and push for automation anywhere it buys a rep more selling time. Run it by the numbers. Connect rates, demos held, demo-to-close, cycle length, ramp. Know them well enough to spot a struggling rep in the activity data before the deal review. Hire and promote. Recruit early-career BDRs for competitiveness and ambition, ramp them fast, and move them into closing roles. Partner with Marketing as a co-owner of pipeline. Agree what qualified means, close the loop on what actually converted, and hold a speed-to-lead standard measured in minutes. Protect the base. In a tight-knit industry where every operator knows every other operator, a badly-sold customer costs more than the booking was worth. Write the playbook that the next industry starts from. QUALIFICATIONS You've led a front-line sales team, first as a team lead and then as a manager, and carried a personal number recently enough that you'd back yourself on a live call tomorrow. You've worked in high-velocity, high-volume outbound. You know what a real dialing floor feels like, and ideally you've used a parallel dialer (Nooks, Orum, ConnectAndSell or similar). You're fluent in small, fast deals: sub-$25K, one decision-maker, two- or three-call closes. You keep a demo tight and ask for the business on the call. You manage by numbers, not vibes. You can recite your funnel math from memory, because you built the habit of looking. You're automation-centric. You reach for tooling to strip out manual work, and you have a point of view on what belongs in a modern sales stack. You've hired and developed early-career reps, and some of them have been promoted or followed you somewhere. You've run a strong motion someone else designed, and spent that time forming views about what you'd do differently. This is the job where you get to act on them. You're allergic to "that's how we've always done it." You've changed a process that was working adequately because you believed it could work better. Helpful, not required: experience selling into construction, field services, or quote-to-cash solutions. #J-18808-Ljbffr MassMutual Ventures