Sales Team Lead

The Sales Team Lead is responsible for driving the growth and retention of Pave America clients through direct sales efforts and by serving as a leader, mentor, and resource to the sales team. This role combines individual sales responsibilities with team leadership, supporting the planning, implementation, and execution of sales initiatives that contribute to the organization’s revenue and customer retention goals.

Working in partnership with the Divisional President and Pave America Vice President of Sales, the Sales Team Lead helps implement sales strategies, supports recruiting and onboarding efforts, and assists in the training and development of sales team members, project managers, and estimators. This position provides guidance, shares best practices, and helps foster a collaborative, high-performing sales culture while maintaining personal responsibility for business development and key customer relationships.

The Sales Team Lead maintains ownership of a personal sales territory and quota, actively pursuing new business opportunities and expanding relationships within the assigned market. The role also supports the development and execution of market growth strategies, customer engagement initiatives, and training programs for both clients and team members.

This position serves as a "player-coach" role—leading by example, providing day-to-day support and mentorship to the sales team, and influencing performance and results without formal personnel management responsibilities such as performance reviews, disciplinary action, or direct supervisory authority.

Compensation: $100,000 – $115,000 salary base + variable compensation, based on experience.

• Prospect for potential new key or strategic accounts and convert these into increased business.
• Cold call as appropriate to help develop markets with Sales Reps in geographic or target verticals to ensure a robust pipeline of opportunities.
• Meet potential clients by growing, maintaining, and leveraging your network.
• Identify potential key clients and the decision makers within the client organization.
• Research and build relationships with new key clients.
• Set up meetings between client decision makers and Sales Reps.
• Plan and execute approaches and pitches and share best practice with Sales Reps.
• Work with Sales Reps to develop proposals that speak to the client’s needs, concerns, and objectives.
• Participate in pricing the solution/service.
• Handle objections by clarifying, emphasizing agreements and working through differences to a positive conclusion.

• Attend industry functions, such as association events, trade shows and conferences, and provide feedback and information on market and creative trends.
• Present to and consult with senior level management on local business trends with a view to developing new services and markets.
• Identify opportunities for campaigns, services, and distribution channels that will lead to an increase in sales.
• Using knowledge of the market and competitors, identify and develop the company’s unique selling propositions and differentiators.

• Serve as a mentor and resource to Sales Representatives, Estimators, and Project Managers by sharing best practices and supporting professional development.
• Assist with recruiting, interviewing, onboarding, and training new sales team members.
• Provide ongoing coaching and field support to help team members strengthen customer relationships, improve sales effectiveness, and achieve performance objectives.
• Conduct ride-alongs and field observations to provide constructive feedback and identify development opportunities.
• Partner with company leadership to identify training needs and contribute to sales training programs and educational initiatives.
• Support the implementation of sales strategies, processes, and tools that improve team effectiveness and customer experience.
• Provide input to leadership regarding territory planning, compensation programs, and organizational development initiatives.
• Foster a collaborative, high-performing sales culture through leadership, communication, and leading by…