Director of Growth / Head of Sales

Director of Growth / Head of Sales (Player-Coach)

Own the Palazzo revenue engine from the ground up

personally drive new sales while designing the repeatable systems, messaging, and processes that will scale the team and enable predictable growth.
Outcomes (Success Metrics)

030 Days

Ramp & Mastery
Learn the product suite (Showcase, Spaces, Market) and core verticals.
Run 5+ live demos independently
Document competitive positioning and buyer objections
Build target account list segmented by use case
3090 Days

Pipeline & Playbook
Generate qualified pipeline and establish early sales motion.
$X in new qualified pipeline (target: 3 quarterly quota)
Document discovery ? proposal ? close workflow
Live CRM dashboard for leads, demos, and close rates
90180 Days

Repeatability
Deliver consistent bookings and begin team enablement.
Hit ?90% of quarterly quota
Close rate ?25% on qualified demos
Referenceable enterprise logos (23)
Sales collateral and scripts standardized
612 Months

Scale & Leadership
Transition from individual seller to small-team leader.
Hire and ramp 12 AEs or BDRs
Achieve 45 pipeline coverage ratio
Define forecast process and onboarding system
Competencies (What Great Looks Like)

Area Competency
Sales Execution

Expert at discovery, solution selling, and closing mid- to enterprise-tier deals.
Demonstrated $50K$250K deal experience
Handles complex, multi-stakeholder negotiations
Process Design

Creates simple, repeatable systems.
Defines CRM stages and reporting
Writes call scripts, templates, and pricing frameworks
Customer Understanding

Deep empathy for buyer pain points across retailers, brokers, and developers.
Adapts messaging for each segment
Feeds insights back to product and marketing
Marketing Collaboration

Partners effectively with marketing and PR to fill the funnel.
Tracks MQL?SQL conversion
Provides feedback on campaigns and events
Data-Driven Mindset

Manages by numbers, not anecdotes.
Maintains dashboard of pipeline health and conversion
Runs weekly forecast and deal review
Leadership & Communication

Acts like a founder

accountable, transparent, and inspiring.
Coaches peers by example
Communicates clearly upward and downward
Experience Profile

CategoryIdeal Background
Experience

610 years in B2B SaaS sales (enterprise or SMB motion).
Prior Roles

Senior AE, Sales Manager, or early-stage Head of Sales.
Industry Bonus

Proptech, retail tech, visualization, or AI SaaS.
Track Record

Proven ability to close new logos from cold outreach to contract.
Tools

Fluent in CRM (HubSpot/Salesforce), sales automation, analytics.
Behavioral Traits

Hands-on:

Will pick up the phone and sell.

Builder:

Enjoys designing the GTM system, not just following one.

Curious:

Seeks to understand buyer intent and product nuances.

Disciplined:

Obsessed with numbers and process hygiene.

Collaborative:

Works well with design, product, and marketing teams.

Example 90-Day Deliverables

Focus Area Deliverable
CRM Hygiene

Clean stages and automated reporting for lead?demo?close.
Pipeline Creation

At least 3 quota in qualified pipeline.
Sales Enablement

Decks, proposal templates, and objection-handling sheet.
Partnership Engagement

Re-engage 23 existing leads from Ashley, Serhant, or Arhaus.
Trajectory

If successful, this role naturally grows into:
VP of Growth

(team of 36 AEs + Marketing/RevOps alignment)