Head of Sales

Role & Goal:

• Be the front line for our AEs and SDRs - You are the first line of support for the team: daily coaching, call and deal reviews, answering questions, and clearing roadblocks so reps can sell. Weekly team meetings and 1:1 sessions with each team member. 
• Executive Reporting - Forecast management to the executive team as part of your path to Sr. leadership. You will be doing a weekly forecast on new business bookings and upsell based on funnel performance and lead generation. 
• Own the team number - You are accountable for the team’s new-business ARR bookings and forecast accuracy. You will not carry a personal quota; you win when the team wins.
• Drive process adherence - Run the team’s weekly operating rhythm and hold everyone to our sales process, activity standards, and CRM (HubSpot) discipline.
• Help pull deals over the line - Partner with AEs on deal strategy, join key calls and negotiations, and help close our most important opportunities.
• Drive outbound lead generation - Make sure the team consistently self-sources pipeline, protect prospecting time, and measure and improve outbound results.
• Lead our inbound and outbound SDR motion - Own speed-to-lead, qualification, event follow-up, and outbound cadences so every good lead turns into a held meeting.
• Build SDR and AE tools and processes - Create the sequences, scripts, playbooks, workflows, and automations that make reps more productive, using AI wherever it helps.
• Run the team on data - Build and use CRM dashboards and reports to manage pipeline, activity, conversion, and forecast, and turn the numbers into action.
• Hire and onboard new team members - Recruit, interview, onboard, and ramp new AEs and SDRs, and help each rep build a career path at GlassHouse.
• Partner with Marketing on events - Marketing owns our event strategy; you bring the sales perspective, staff the booth, and make sure every event lead gets fast, disciplined follow-up.
• Partner with Marketing on partnerships - Marketing owns our partner program; you help shape it, support partner relationships, and work partner-sourced opportunities.
• Promote our company culture - Model our values, celebrate wins, and keep the team energized, accountable, and focused on helping customers win.
• Partner across GlassHouse - Work with Customer Success on clean handoffs and retention, and with Product to share what we hear in the market.
• Reporting and growth path - This role reports to our CEO, with a path to VP of Sales and a seat on the executive team.
• Remote Work with/ Hybrid Opportunity - We are a remote team with a hybrid office structure for Nashville area team members.
• Participate in weekly team meetings and trainings - These are generally at 9 am or 3 pm CT but may vary based on events and team availability. Lead and participate in these sessions to keep a culture of constant learning and development.
• Some (but limited) travel - Tradeshow and industry event attendance, plus occasional travel to support key deals, may be required. Attend and engage during 2 annual team meetings. These are generally 3 days.

About You:

• The “must haves”
• • Mission and Value alignment
  • You’ve led a sales team - You have directly managed 4+ quota-carrying reps (AEs and/or SDRs) and consistently delivered team targets.
  • You’re a front-line coach - You get results by making reps better, through call reviews, role-play, deal coaching, and honest feedback.
  • You know inbound and outbound SDR - You have built or run both inbound and outbound SDR motions and know what good looks like for each.
  • You’ve built SDR and AE tools and processes - You have created the sequences, playbooks, workflows, and automations a sales team runs on. Using AI to build them is a big plus.
  • You can lead by example - You are credible in front of business owners and executives, and comfortable stepping into a demo or negotiation to help close a deal.
  • You’re very data-centric - You are comfortable building CRM reports and dashboards (HubSpot preferred), managing a forecast, and making decisions from the numbers.
  • You’re AI and software savvy - You use AI tools in your daily work, pick up new software fast, and look for ways to automate and improve how the team works.
  • We are only hiring in Mountain, Central, or Eastern time zones to keep our team close to our home office hours in Nashville. 
• The “nice to haves”
• • Nashville, TN area proximity is nice but not required
  • Experience at a startup or scale-up growing from $5M to $20M in ARR
  • Partnership or channel program experience
  • Home services, franchise, or multi-location / PE-backed business experience
  • Vertical SaaS experience selling to SMBs and Mid-market
  • Familiar with home service software like CRMs, FSMs or other sales platforms
  • Outbound sales/marketing tools experience - ZoomInfo, Outreach, Salesloft, Apollo, Salesforce, Hubspot, etc...