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Sourgum · 9 hours ago

Director of Business Operations

Jersey City, NJ

Full-time

Onsite

Director/Executive

7+ years exp

Sourgum is transforming the waste and recycling industry through innovative technology, and they are seeking a Director of Business Operations to lead their SaaS business. This role involves defining and executing growth strategies, leading sales and customer success efforts, and collaborating with product and engineering teams to ensure market-leading value delivery.

Environmental EngineeringSustainabilityWaste Management

Responsibilities

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

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

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)

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

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

Qualification

SaaS business leadershipP&L managementSales/go-to-market strategyMetrics analysisProduct strategy collaborationOperational process refinementCross-functional leadershipTeam scalingData-driven decision makingStrategic thinkingCommunication skillsCustomer success focus

Required

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

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.

Company

Sourgum

Sourgum is the first controlled marketplace for waste and recycling, delivering nationwide enterprise-grade service through a network of 5,000+ vetted local haulers.

Founded in 2019

Jersey City, New Jersey, USA

11-50 employees