Head of SMB

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

📋 Description

• Take ownership of the SMB segment's metrics, team, processes, and go-to-market strategy for both teams and agents.

• Recruit, train, mentor, and lead the sales team as the segment grows.

• Develop a structured and repeatable sales system that encompasses qualification, discovery, positioning, competitive analysis, demonstrations, objection management, and deal strategy.

• Conduct regular call reviews and provide coaching.

• Define funnel stages, conversion metrics, forecasting, and maintain a company scorecard.

• Transform marketing-generated demand into revenue and identify effective channels for revenue generation.

• Collaborate with account management and customer success teams on onboarding, activation, adoption, and customer retention.

• Set benchmarks for successful SMB customer onboarding and retention, while maintaining a retention target alongside growth metrics.

• Promote the expansion of agent and team adoption within existing brokerages.

• Actively engage in customer calls and manage the sales pipeline during the initial year.

• Work collaboratively across marketing, product, account management, and customer success departments.

⛳️ Requirements

• Over 7 years of experience in SaaS or technology sales, including leadership of a high-volume, short-cycle SMB sales approach.

• Developed a system-driven sales strategy from the ground up.

• Created sales processes independently rather than adopting existing ones.

• Established sales enablement resources, including playbooks, discovery frameworks, demo standards, competitive positioning, and coaching schedules.

• Proven experience in making a sales process less reliant on individuals through automation and system enhancements.

• Collaborated with product and marketing teams to automate tasks and streamline processes.

• Managed retention or net revenue metrics in addition to new business targets.

• Hired, trained, and mentored representatives for a high-volume SMB sales model.

• Experience working across teams that do not report directly to you.

• Recent hands-on sales experience, including managing calls and pipeline.

• Strong understanding of funnel economics: conversion rates, velocity, sales efficiency, forecasting discipline, retention, and expansion.

• Experience in PropTech or real estate technology is preferred but not essential.

• Ability to communicate clearly and directly in writing.

• Proficient in using modern AI tools on a daily basis.

• Comfortable navigating a CRM system.

• Experience with HubSpot is preferred.

• Background and reference checks are mandatory.

🏝️ Benefits

• Competitive compensation package.

• Fully remote work with a flexible work/life balance.

• A diverse, inclusive, and highly collaborative company culture.

• Engaging work with a product utilized by professionals on a daily basis.

• Flexible Paid Time Off.