Sales Leader, New Business

Our Company

The U.S. construction permitting process is a black box. Over 500,000 forms and 20,000 processes, yet 95% of cities use the same building code. Every permitting delay costs businesses revenue, stalls expansion, and disrupts construction schedules.

Founded in 2022 by builders, entrepreneurs, and industry experts, Green Lite eliminates permitting uncertainty for developers nationwide. We combine AI‑powered technology with an in‑house team of registered architects, engineers, and city planners to deliver the fastest, most predictable path to permit approval. Our expert‑led compliance process ensures plans are code‑ready before submission, reducing revisions, delays, and costs.

Green Lite has raised $86M in venture funding from leading investors including Insight Partners, Energize Capital, Craft Ventures, Live Oak Ventures, Trust Ventures, and Chicago Ventures. National brands, including Walgreens, TD Bank, and Driven Brands, trust us to accelerate approvals, reduce risk, and unlock growth.

Greenlite is hiring a Sales Leader of New Business Sales to lead and elevate our logo acquisition engine. The foundation is in place — a talented team of Enterprise AEs, a strong BDR function, a growing inbound motion, and an emerging partnerships channel. What we need now is a leader who can sharpen the operating model, raise the performance bar, and build the kind of pipeline generation culture that compounds over time.

This is not a blank‑slate build. The New Business motion exists and is producing results. Your mandate is to take it from good to great: tighten the process, deepen the coaching, install the right operating rhythm, and develop AEs who can self‑source pipeline and run a disciplined, repeatable sales process.

You will also play a key role in defining what great looks like at Greenlite — contributing to hiring profiles, promotion criteria, enablement programs, and the standards of excellence we hold the team to. This role reports directly to the CRO.

• Lead a team of 6–10 Enterprise AEs focused exclusively 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 Rev Ops on Hub Spot 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.

• 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 — you know what it means to operate when the business is moving fast and the processes are still catching up, and you thrive in that context.
• Deep fluency in structured sales methodology: MEDDPICC, Force Management, Command of the Message — you have been trained in these frameworks and actively coach to them.
• Strong pipeline generation instincts — you have built outbound muscle on teams that were previously over‑reliant on inbound or BDR support, and you know how to make it stick.
• Diagnostic coaching ability: you can review a rep's funnel,…