Head of Sales

The posting, as Glasshouse wrote it

At GlassHouse, our mission is to help home service businesses WIN. We are helping home service businesses modernize their customer acquisition with outbound tools that drive leads AND revenue. Our customers are driving significant revenue improvements with an all-in-one outbound sales tool that leverages AI sales agents and intelligent targeting.

We are looking for people to join our team who believe in our mission to drive outbound sales motions into industries that have traditionally been forced to rely solely on inbound channels and live or die on Google, Meta, or other lead sources.

Company Values

• Excellence in Everything - We hold a high bar for our work, our standards, and our outcomes.
• Team before Me - We put the mission and others before ourselves.
• Honesty is the ONLY Policy - We speak with transparency and bring strong perspectives, shared respectfully.

Working Style

• You want to be part of building the company you can grow with - You’ll have an opportunity to be part of building your ‘dream job’ by helping to create our path to success.
• We WANT to work hard - Our team members find work fulfilling and want to integrate our work as part of our lives.
• You are a lifelong learner - Come here and learn about the home service industry, teach your coworkers new skills, try new things, and help invent the future.
• We LOVE winning - Our success comes from helping our customers win. We celebrate our customers’ success and the wins of our team members.
• We are on a mission that you believe in - Helping transform the way home services find customers and grow their businesses is a BIG goal. Are you in?
• We push ourselves and each other to grow and improve - We want to be ‘pleased but never satisfied’ - there’s always room to grow and another mountain to climb.
• Commitment to your career - We are committed to the career growth and success of our teams. We want to help each of them reach their career goals, even those that might take them outside of our company (eventually).

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 (HubSpot) discipline.
• Help pull deals over the line - Partner with AEs on deal strategy, join key calls and negotiations, and help close our most impor

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ed) 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 is a big plus.
• You can lead by example - You are credible in front of business owners and executives, and comfortable stepping into a demo or negotiation to help close a deal.
• You’re very data-centric - You are comfortable building CRM reports and dashboards (HubSpot preferred), managing a forecast, and making decisions from the numbers.
• You’re AI and software savvy - You use AI tools in your daily work, pick up new software fast, and look for ways to automate and improve how the team works.
• We are only hiring in Mountain, Central, or Eastern time zones to keep our team close to our home office hours in Nashville.
• The “nice to haves”
• Nashville, TN area proximity is nice but not required
• Experience at a startup or scale-up growing from $5M to $20M in ARR
• Partnership or channel program experience
• Home services, franchise, or multi-location / PE-backed business experience
• Vertical SaaS experience selling to SMBs and Mid-market
• Familiar with home service software like CRMs, FSMs or other sales platforms
• Outbound sales/marketing tools experience - ZoomInfo, Outreach, Salesloft, Apollo, Salesforce, Hubspot, etc...