Vice President, Sales (CRE

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 & accountability.
This leader will lead 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 Rev Ops, Marketing, SDR, Product, and Customer Success to drive conversion across the full funnel.

Green Street offers a clearly defined ICP, products that are the recognized leaders in their fields, and a culture built around structured coaching, continuous improvement, and measurable results.

• 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

• Own team pipeline health - ensure AEs execute structured, multi-touch outbound cadences to engage ICP accounts; partner with Rev Ops, 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

• 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 Rev Ops, 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

• 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…