Organic Growth Team - Sales Lead

About the Role

The Organic Growth Team (OGT) Sales Lead identifies and accelerates organic revenue growth opportunities across Zeus hubs. Using customer, sales, service, and product data, the role uncovers underpenetrated accounts, prioritizes opportunities, and drives targeted commercial initiatives. The Sales Lead is deployed to one or two hubs at a time, working as a hands-on commercial leader alongside hub leadership and sales teams to increase customer wallet share, improve Core Four attachment, generate RMR and service revenue, and accelerate cross-sell opportunities.

The OGT operates as a small, semi-autonomous team that deploys to priority Zeus hubs to accelerate identified organic growth opportunities. The OGT serves as the Sales Lead’s primary team for direction, standards, and accountability, even while embedded within hub sales leadership. The role operates with significant autonomy and influence, partnering with local teams rather than replacing them, and is accountable for delivering measurable incremental revenue while building repeatable sales motions and capabilities for sustained hub performance.

Responsibilities

• Identify Growth Opportunities:
  • Use customer, sales, service, and product data to identify performance gaps and opportunities for organic revenue growth.
  • Analyze customer wallet share, product penetration, sales activity, pipeline, and service relationships to identify high-value opportunities.
  • Quantify revenue opportunities and prioritize accounts, products, and initiatives based on potential impact and likelihood of conversion.
  • Identify underpenetrated customer segments, stalled opportunities, and underperforming sales channels where targeted intervention can unlock growth.
• Drive Sales Growth:
  • Partner with hub leadership and sales teams to execute targeted growth plans focused on customer wallet share, cross-sell, and Core Four attachment.
  • Develop and execute targeted account strategies, sales plays, campaigns, and outreach to convert identified opportunities.
  • Coach sales teams on identifying and converting fire, intrusion, video, access control, RMR, and service opportunities.
  • Improve pipeline quality, sales activity, conversion, and follow-through around opportunities.
  • Partner with the OGT Operations Lead to ensure sales opportunities can be effectively supported and delivered.
• Measure Results:
  • Establish clear growth objectives, account priorities, activity expectations, and performance metrics for each OGT engagement.
  • Track leading and lagging indicators, including pipeline creation, conversion, attachment rates, wallet share, and incremental revenue.
  • Use performance data to identify barriers, adjust sales strategies, and focus resources on the highest-value opportunities.
  • Measure impact through RMR growth, service revenue, RVM growth, cross-sell revenue, Core Four attachment, and revenue generated from targeted accounts.
• Scale Successful Practices:
  • Identify sales practices, tools, campaigns, and strategies that produce measurable growth.
  • Partner with hub leadership to embed sales motions into the local sales organization.
  • Develop practical playbooks, tools, and processes that can be replicated across hubs.
  • Share performance insights and lessons learned to continuously improve the growth model.

Requirements

• Bachelor’s degree in Business Development or related field.
• 7+ years of progressive sales, sales leadership, or commercial experience.
• Demonstrated track record of driving organic revenue growth.
• Experience in fire, security, EPC (engineering, procurement, and construction), commercial construction, technology-enabled services, or another recurring-revenue/service environment strongly preferred.
• Experience expanding existing customer relationships and increasing wallet share.
• Strong understanding of recurring revenue, service revenue, cross-selling, and customer retention economics.
• Strong analytical skills and ability to translate data into commercial action.
• Demonstrated ability to influence and coach teams without direct authority.
• Hands-on leadership style with strong execution orientation.
• Experience leading cross-functional initiatives and managing geographically dispersed teams.
• Demonstrated ability to identify root causes and implement practical solutions.
• Comfortable operating in a fast-paced, multi-location environment.
• Experience supporting acquisitions, integrations, or high-growth organizations preferred.
• Willingness to travel extensively (up to 50%) and work directly within assigned hubs.

Schedule

Standard work hours are Monday through Friday, with flexibility required to support business needs, including occasional evenings or weekends.