Overview
Director of Sales – Restoration & Emergency Services (Player-Coach)
Type: Full-Time, Permanent, Direct Hire
Location: Petaluma, CA 94952
Reports to: CEO
Travel: Regional within NorCal, Nationally as needed
Compensation: OTE $450k - $550k
Note: Please read the entire job posting to understand the work model, expectations, requirements, location, compensation and qualifications for this role.
Responsibilities
- Revenue Ownership: Personally own $3-5M in annual revenue through 10–15 top-tier adjusters, EGAs, and brokers.
- Referrer Management: Build trust with industry professionals controlling large-loss referrals.
- Deal Closing: Close 1–2 jobs/month, averaging $400K per job.
- Team Building: Hire, onboard, and manage 4 AEs and 4 SDRs.
- Ramp & Coaching: Ramp new reps to quota within 90 days; conduct weekly 1:1s, forecast reviews, and real-time coaching.
- Culture & Performance: Maintain a culture of performance, feedback, and accountability.
- Systems & Playbooks: Create referral playbooks and outbound cadences for brokers, EGAs, and FMs.
- CRM & Attribution: Own and enforce CRM hygiene and referral attribution.
- Marketing & CE: Build CE strategies, broker events, and ABM campaigns.
- Forecasting & Alignment: Forecast revenue across multiple referral channels; partner with operations, marketing, and AR to align delivery with demand.
- Tracking: Monitor referral velocity, channel contribution, and margin consistency.
Qualifications
- Experienced in restoration, reconstruction, facilities, or property insurance, or a closely related field - REQUIRED.
- Proven player-coach with direct experience closing high-ticket B2B deals.
- Proven track record of building and maintaining a revenue engine at $10M-$50M+ and shaping national growth.
- Relentlessly organized, with the ability to teach process discipline to others.
- Unfraid of rejection and excellent under pressure.
- Obsessed with performance, accountability, and truth over comfort.
- Demonstrated ability to build a sales org from scratch, with full backing from executive leadership.
- Previously defined the referral playbook for a rapidly scaling company.
- Unwavering ability to work alongside elite operators and field professionals solving real problems daily.
Benefits
- Autonomy: Lead without micromanagement.
- Velocity: Work with a team that moves fast and means it.
- Growth: Our org is expanding rapidly, and so will you.
Additional Information
This role has real upside and real expectations. If you’re ready to build something meaningful, this is your shot. If you’re the one, apply now and get noticed.
Equal Opportunity
Critical Control is proud to be an Equal Opportunity Employer. Equal Opportunity Employer/Veterans/Disabled
For more information on Critical Control, please visit our website at or our social channels. On our career site, you will find the key steps you can expect to guide you along the way.
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