🧭 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 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

3. Experience Profile

CategoryIdeal Background

Experience 6–10 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.

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 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 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)