Head of Sales

Role Summary

The Head of Sales owns new-customer revenue for the client: building the team, the pipeline and the playbook that win home improvement and construction businesses. This is a hands-on, remote leadership role with frequent travel — you will sell alongside the team while scaling it. Travel: Frequent travel for customer and leadership meetings, plus trade shows and industry events.

Key Responsibilities

Strategy and revenue

• Own the annual and quarterly new-business revenue targets and the plan to hit them.
• Define target segments within home improvement and construction — e.g. remodelers, flooring, roofing, windows and doors, cabinets, HVAC, solar and specialty trades — and prioritize by fit and deal size.
• Set pricing, packaging and discount guidelines with leadership, including annual and multi-year deal structures.

Pipeline and selling

• Build a repeatable pipeline from outbound, inbound, partnerships, referrals and trade events.
• Personally lead strategic and enterprise deals, including multi-location contractors and retail install programs.
• Run demos and discovery that speak to real jobsite problems: scheduling crews, change orders, measurements, permits, material ordering and customer communication.
• Develop channel and referral partnerships with distributors, manufacturers, trade associations and franchise groups.

Team leadership

• Hire, coach and lead Account Executives, SDRs/BDRs and sales operations staff.
• Set clear quotas, territories, compensation plans and weekly operating rhythms.
• Run pipeline reviews, deal reviews and call coaching; raise win rates and shorten sales cycles.

Process, data and CRM

• Own the sales process and stages in the CRM, with every call, email and meeting logged.
• Deliver accurate weekly forecasts and monthly reporting to leadership.
• Track funnel metrics: leads, meetings, opportunities, win rate, cycle length, average contract value.

Cross-functional work

• Partner with Marketing on campaigns, field marketing, SEO-driven leads and event strategy.
• Hand off cleanly to Onboarding and Customer Success so new clients go live fast and stay.
• Feed customer and market insight back to Product to shape the roadmap.

Required Qualifications

• Industry background is non-negotiable: candidates must come from the home improvement or construction world.
• 8+ years in B2B sales, with 3+ years leading a sales team.
• 5+ years selling into, or working within, home improvement, residential remodeling, specialty trades or construction.
• Deep understanding of how contractors and installers operate: job lifecycle, crews and subcontractors, estimating, scheduling, materials and margins.
• A track record of meeting or beating quota, with numbers you can show.
• Experience building a team and sales process from early stage, not only inheriting one.
• Hands-on CRM discipline (Salesforce, HubSpot or similar) and comfort with forecasting and pipeline metrics.
• Strong presenter and negotiator, credible with owners, operations leaders and enterprise buyers.
• Able to lead a team remotely and travel frequently for customer and leadership meetings and industry events.

Preferred Qualifications

• Experience selling SaaS or field service / project management software to contractors.
• An existing network of contractors, installers, distributors, manufacturers or big-box retail install programs.
• Experience with channel, franchise or association partnerships.
• Hands-on operating experience in the trades (e.g. ran a crew, branch or install business).
• Familiarity with sales engagement and calling tools that log activity automatically to the CRM.
• Bachelor's degree in Business, Construction Management or a related field, or equivalent experience.

What Success Looks Like

First 90 days

• Learn the product, current customers and existing pipeline; meet top accounts in person.
• Assess the current team, process and CRM data; present a 12-month sales plan to leadership.
• Close at least one new deal personally and define the ideal customer profile by segment.
• Launch a weekly forecast and pipeline review cadence.

First 12 months

• Hit the agreed new-business revenue target.
• Hire and ramp the sales team to plan, with every rep at or near quota.
• Build a documented, repeatable sales playbook for each target segment.
• Establish at least two active channel or referral partnerships in the industry.
• Deliver forecasts within an agreed accuracy range, quarter over quarter.

What We Offer

Competitive base salary plus uncapped commission or performance bonus: [range]. A senior seat at the table with direct influence on strategy, pricing and product. The chance to build and lead a sales organization in a large, underserved industry.

Skills

• revenue
• pipeline
• sales
• partnerships
• saas
• leadership
• communication
• hubspot
• crm
• b2b sales