Lead, coach, and develop a team of outbound Account Executives selling to SMB and mid-market distribution companies across building materials, HVAC, electrical, and adjacent verticals
Own new logo quota attainment and win rate by segment; driving the team from pipeline generation through close with urgency and consistency
Deploy and refine a structured discovery framework that resonates with non-tech-native buyers, and build it into a replicable playbook with talk tracks, qualification criteria, and objection handling
Run weekly deal reviews and loss debriefs that generate actionable intelligence for the broader sales motion, not just forecast updates
Establish and enforce CRM hygiene standards in HubSpot — ensuring pipeline data is reliable enough to coach from and forecast with confidence
Recruit, onboard, and develop high-performing AEs, building a team and bench that scales sustainably toward $40M ARR
Partner with the SVP of Sales on territory design, headcount planning, and segment strategy as the business grows
Collaborate with Marketing and Partnerships on demand generation and inbound routing, holding yourself accountable to conversion, not just pipeline volume

Requirements

5+ years in B2B SaaS sales leadership, with at least 2 years managing an outbound AE team at the $5K–$50K ACV range (SMB/mid-market focus)
Demonstrated success elevating team performance improving win rates, quota attainment, or sales efficiency
Confidence managing the full talent lifecycle, from structured rep evaluations and coaching plans to performance conversations while maintaining a culture of trust and accountability
A specific discovery methodology you can name, teach, and coach to (such as MEDDIC, SPIN, or Command of the Message), with a track record of driving adoption across a sales team
HubSpot or Salesforce fluency, not as a user, but as someone who enforces data standards and uses pipeline data to coach individual deals
Experience selling to or leading teams that sell to non-tech-native buyers ideally in distribution, manufacturing, construction, field service, or adjacent industries
Preferred experience in distribution, HVAC, electrical, or building materials, you understand ERP dependency, branch autonomy, and owner-operator buying behavior
Preferred experience taking a team from sub-$10M to $20M+ in new logo ARR at a Series A or B company.

Benefits

Competitive Compensation: Reflecting your expertise and impact.
Equity Package: Your success is our success—share in the growth you’ll help create.
Comprehensive Benefits: Health, dental, vision, life, short & long-term disability, 401(k), and employee assistance program (EAP).
Flexible PTO: Recharge and refocus with the flexibility to manage your time with no preset limits
Continuous Growth: Yearly education stipend to support your professional development.

Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools

B2B SaaS sales leadershipquota attainmentsales efficiencydiscovery methodologyMEDDICSPINCommand of the Messagepipeline generationcoaching plansperformance evaluations

Soft Skills

leadershipcoachingteam developmentaccountabilitytrustcollaborationcommunicationurgencyconsistencyanalytical thinking