Vice President, Sales (CRE)

About the Role

Green Street is hiring an experienced Sales Leader to build and lead a high-performance B2B sales team across our Commercial Real Estate (CRE) and Infrastructure research, data, and news products. Reporting to the Head of Global Sales, this leader will play a central role in our GTM transformation—evolving Green Street into a higher-velocity, outbound-first motion with an emphasis on creation, conversion, and a culture of winning and accountability. This leader will manage a team of quota-carrying Account Executives selling Green Street’s core subscription products into a clearly defined ICP and longtail markets.

This is a role for a leader who combines strategic thinking with hands-on execution. You will set the standard for outbound excellence, coach to durable behavior change, build a culture of urgency and accountability, and partner closely with RevOps, Marketing, SDR, Product, and Customer Success to drive conversion across the full funnel.

Responsibilities

• Team Leadership, Coaching, and Culture
  • Recruit, develop, and retain a high-performing team of AEs—set clear performance expectations, drive accountability against pipeline and revenue targets, invest in career development, and build bench strength for future growth.
  • Coach with a structured operating rhythm—run weekly 1:1s, deal reviews, call reviews, and skills sessions that drive measurable improvement in discovery, value proposition, negotiation, and closing.
  • Build a culture of urgency, ownership, and outbound excellence—model an entrepreneurial mindset and reinforce the behaviors that produce durable, repeatable results.
• Outbound Pipeline Creation and Conversion
  • Own team pipeline health—ensure AEs execute structured, multi-touch outbound cadences to engage ICP accounts; partner with RevOps, Marketing, and SDR leadership to maximize inbound conversion.
  • Drive a higher-velocity sales motion—raise activity standards, shorten sales cycles, and increase conversion from first meeting through closed-won.
  • Champion AI-powered, signal-based selling—lead team-wide adoption of AI-assisted prospecting, intent/signal data, and Gong; coach AEs to prioritize accounts by ICP fit and real-time buying signals, and to translate Green Street’s products into clear prospect outcomes.
  • Develop discovery and value proposition skills—coach AEs to uncover prospect business goals and pain points and to articulate how Green Street’s products improve outcomes and address gaps left by alternatives.
• Forecasting, Operational Excellence, and Cross-Functional Partnership
  • Establish and maintain forecast accuracy—provide real-time visibility into pipeline, deal progression, and revenue risk; hold the team to a high standard of CRM hygiene and pipeline management discipline.
  • Partner across the GTM organization—work closely with RevOps, Marketing, SDR, Product, Account Management, and Customer Success to align on ICP, share market insights, and deliver a seamless customer experience. Sales also owns upsells and cross-sells, so a strong partnership with Account Management is essential.
  • Deliver regular analysis of team performance, pipeline trends, win/loss patterns, and coaching priorities to inform go-to-market strategy.

Requirements

• 7+ years of B2B sales experience in subscription, SaaS, fintech, information services, or data/analytics—including at least 3 years in sales management with a clear track record of leading teams to and beyond quota.
• Understands recurring-revenue economics, multi-year contracting, renewal/expansion dynamics, and how to coach sellers to land-and-expand within named accounts.
• Experience in an outbound-led, high-velocity environment—comfortable coaching AEs in both self-sourced pipeline generation and inbound opportunity conversion, and confident raising the activity bar without losing quality.
• Modern sales tech fluency—deep working knowledge of Salesforce, Gong, PowerBI, sales engagement platforms, AI-assisted prospecting, and intent/signal data; proven ability to drive team-wide adoption.
• Strong coach and culture-builder with the commercial acumen to engage on financial concepts as they relate to client decision-making in institutional investment, asset management, and capital markets.
• Commercial Real Estate or Infrastructure familiarity is a plus but not required—demonstrated ability to learn and coach within specialized domains matters more.
• Bachelor’s degree preferred or equivalent professional experience and proven leadership performance.

Schedule

Hybrid work model—3 collaborative in-person days per week at our Newport Beach or New York office, with travel as required.

Pay

Pay Range: USD $150,000.00 - USD $200,000.00 per year. This position is also eligible for a performance bonus.

Benefits

This position is eligible for benefits (subject to eligibility requirements) including health, retirement, and other standard full-time employee benefits. Learn more about our benefits here.