Head of Sales

Head of Sales

Location: Franklin, TN;
Remote (United States)

Department: 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 (Hub Spot) 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 Glass House.
• 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 Glass House - 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…