Head of Sales

This is a fully remote position, open to applicants in United States.

📋 Description

• Deliver daily coaching, conduct call reviews, deal assessments, provide solutions, and eliminate obstacles for AEs and SDRs.

• Facilitate weekly team meetings and individual sessions.

• Oversee weekly forecasts for new business bookings and upselling based on funnel performance and lead generation.

• Be accountable for team new business ARR bookings and the accuracy of forecasts without carrying a personal quota.

• Implement the weekly operational rhythm and ensure adherence to the sales process, activity standards, and HubSpot CRM discipline.

• Collaborate with AEs on deal strategies, crucial calls, negotiations, and closing significant opportunities.

• Foster a consistent self-sourced pipeline and enhance outbound results.

• Direct inbound and outbound SDR initiatives, including response speed, qualification, event follow-up, and outbound cadences.

• Develop sequences, scripts, playbooks, workflows, and automations utilizing AI where beneficial.

• Construct and utilize CRM dashboards and reports for pipeline, activity, conversion, and forecasting.

• Recruit, interview, onboard, and train new AEs and SDRs.

• Collaborate with Marketing on events, booth staffing, event leads, partnerships, and partner-sourced opportunities.

• Champion company culture, exemplify company values, celebrate achievements, and uphold accountability.

• Work with Customer Success on handoffs and retention, as well as with Product on market feedback.

• Report to the CEO with a pathway to the VP of Sales and the executive team.

• Engage in weekly meetings and training, with limited travel, participation in tradeshows and industry events, occasional travel for key deals, and two annual three-day team meetings.

⛳️ Requirements

• Alignment with company mission and values.

• Direct management experience of 4 or more quota-carrying representatives (AEs and/or SDRs).

• Proven track record of consistently meeting team targets.

• Experience in coaching representatives through call reviews, role-playing, deal coaching, and providing feedback.

• Experienced in building or managing both inbound and outbound SDR operations.

• Skilled in creating sales sequences, playbooks, workflows, and automations.

• Establishes credibility with business owners and executives.

• Comfortable participating in demos or negotiations to facilitate deal closures.

• Proficient in building CRM reports and dashboards; HubSpot experience preferred.

• Experience in managing forecasts and making data-driven decisions.

• Utilizes AI tools in daily tasks and adapts to new software quickly.

• Hiring exclusively in Mountain, Central, or Eastern time zones.

• Proximity to the Nashville, TN area is beneficial but not mandatory.

• Experience in a startup or scale-up environment growing from $5M to $20M in ARR is a plus.

• Familiarity with partnership or channel programs is advantageous.

• Experience in home services, franchises, or multi-location/PE-backed businesses is desirable.

• Vertical SaaS experience selling to SMBs and Mid-market is a plus.

• Knowledge of home service software such as CRMs, FSMs, or other sales platforms is advantageous.

• Familiarity with outbound sales/marketing tools like ZoomInfo, Outreach, Salesloft, Apollo, Salesforce, or HubSpot is a plus.

🏝️ Benefits

• Flexible remote work environment with a hybrid office structure for team members in the Nashville area.

• Commitment to employee career growth and success, including support for achieving career objectives.

• Weekly team meetings and training sessions focused on professional development.

• Annual team gatherings.

• Potential pathway to the VP of Sales position and a role on the executive team.