Sales Leader, New Business
About the role
The Sales Leader of New Business Sales is responsible for leading and elevating GreenLite’s logo acquisition engine. The role builds on existing foundational elements and seeks to enhance the team's performance, pipeline generation culture, and overall efficiency.
Responsibilities
- Lead a team of 6–10 Enterprise AEs focused on net-new logo acquisition across Greenlite's core verticals: retail, QSR, REITs, franchise systems, and financial services.
- Own the New Business forecast; run weekly pipeline reviews, individual deal coaching sessions, and stage-by-stage funnel analysis.
- Implement and reinforce a pipeline generation operating rhythm — working backward from quota to monthly, weekly, and daily activity targets for every rep on the team.
- Build a culture of AE self-sourcing: reduce over-reliance on BDR-generated pipeline and develop reps who can open and close their own business.
- Drive adoption of MEDDPICC across the team — not as a checkbox exercise, but as a genuine qualification and deal management discipline.
- Partner with RevOps on HubSpot hygiene, sales stage enforcement, and leading indicator tracking (discovery meetings, new business meetings, validated opportunities, conversion rates).
- Collaborate with Recruiting and Enablement on hiring, onboarding through Greenlite University, and accelerating rep ramp time.
- Reinforce pricing discipline and discount governance; model the behavior you expect from the team.
- Contribute to the ongoing definition of the New Business AE role — standards of excellence, promotion criteria, and career progression paths.
- Partner with the Growth leader on clean, well-structured account handoffs that set both teams up for success.
Requirements
7+ years of enterprise SaaS or tech-enabled services sales experience, with 2+ years managing a frontline enterprise sales team. Experience in a hypergrowth environment, deep fluency in structured sales methodology, strong pipeline generation instincts, diagnostic coaching ability, data-driven operator, experience with structured onboarding and enablement programs, comfortable in an environment where some things are still being defined, background in construction tech, prop tech, vertical SaaS, or franchise/QSR is a plus. NYC-based; in-office presence expected.
Qualifications
Competitive Compensation - Generous base salary & access to our Employee Equity Program, so you can grow with us. Performance-Based Annual Bonuses - Rewards for high-impact results and contributions that move the needle. Premium Health Coverage - Comprehensive medical, dental, and vision insurance for full-time team members and their families. 401(k) Retirement Plan - Helping you invest in your future with smart saving options. Parental Leave - Generous parental leave for all parents to support your growing family. Wellness Support - Monthly Wellness Stipend and full access to Wellhub, Talkspace, & Teladoc for your physical and mental well-being. Weekly Team Lunches - Enjoy catered lunches every week in our NYC office. Great food, better company. Company-Wide Team All Hands - Held twice a year, fostering transparency, alignment, and inspiration. Team-Building Events - Regular opportunities to connect, collaborate, and celebrate as a team. Unlimited PTO - Flexible time off so you can recharge, travel, or take care of life as needed. Hybrid Work Environment – Our team thrives on collaboration, so we’re in the office 4 days per week. In the summer, we switch to a 3-day in-office schedule to give everyone extra flexibility.
Benefits
GreenLite offers competitive compensation, performance-based annual bonuses, premium health coverage, a 401(k) retirement plan, parental leave, wellness support, weekly team lunches, company-wide team all hands, team-building events, unlimited PTO, and a hybrid work environment.
Schedule
GreenLite operates in a hybrid environment, with in-office presence expected.