Director of Growth / Head of Sales

🧭Role: Director of Growth / Head of Sales (Player-Coach)

Mission

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.

1. Outcomes (Success Metrics)

0–30 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

30–90 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

90–180 Days – Repeatability

Deliver consistent bookings and begin team enablement.• Hit ≥90% of quarterly quota
• Close rate ≥25% on qualified demos
• Referenceable enterprise logos (2–3)
• Sales collateral and scripts standardized

6–12 Months – Scale & Leadership

Transition from individual seller to small-team leader.

• Hire and ramp 1–2 AEs or BDRs
• Achieve 4–5× pipeline coverage ratio
• Define forecast process and onboarding system

2. Competencies (What Great Looks Like)

Area Competency

Sales ExecutionExpert at discovery, solution selling, and closing mid- to enterprise-tier deals.

• Demonstrated $50K–$250K deal experience
• Handles complex, multi-stakeholder negotiations

Process DesignCreates simple, repeatable systems.

• Defines CRM stages and reporting
• Writes call scripts, templates, and pricing frameworks

Customer UnderstandingDeep empathy for buyer pain points across retailers, brokers, and developers.

• Adapts messaging for each segment
• Feeds insights back to product and marketing

Marketing CollaborationPartners effectively with marketing and PR to fill the funnel.

• Tracks MQL→SQL conversion
• Provides feedback on campaigns and events

Data-Driven MindsetManages by numbers, not anecdotes.

• Maintains dashboard of pipeline health and conversion
• Runs weekly forecast and deal review

Leadership & CommunicationActs like a founder — accountable, transparent, and inspiring.

• Coaches peers by example
• Communicates clearly upward and downward

3. Experience Profile

CategoryIdeal Background

Experience6–10 years in B2B SaaS sales (enterprise or SMB motion).

Prior RolesSenior AE, Sales Manager, or early-stage Head of Sales.

Industry BonusProptech, retail tech, visualization, or AI SaaS.

Track RecordProven ability to close new logos from cold outreach to contract.

ToolsFluent in CRM (HubSpot/Salesforce), sales automation, analytics.

4. 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.

5. Example 90-Day Deliverables

Focus Area Deliverable

CRM HygieneClean stages and automated reporting for lead→demo→close.

Pipeline CreationAt least 3× quota in qualified pipeline.

Sales EnablementDecks, proposal templates, and objection-handling sheet.

Partnership EngagementRe-engage 2–3 existing leads from Ashley, Serhant, or Arhaus.

6. Trajectory

If successful, this role naturally grows into:

• VP of Growth (team of 3–6 AEs + Marketing/RevOps alignment)