Head of Sales

GlassHouse; Franklin (TN); Hybrid; USD 150,000 - 210,000; Full time

Job summary

GlassHouse is seeking a high-impact Sales Enablement Leader to coach and scale a growing SDR/AE team. You’ll own the team’s forecast, drive outbound and inbound motions, and partner with Marketing and Product to optimize processes.

Expect opportunities to influence strategy, build playbooks, and accelerate revenue in a remote-first company with a Nashville-market hybrid option. You’ll lead by example, manage a team of 4+ quota-carrying reps, and report directly to the CEO with a clear path

Qualifications

• Led a sales team with 4+ quota-carrying reps.
• Front-line coaching with call reviews and role-play.
• Experience building inbound and outbound SDR motions.
• Built SDR/AE tools, sequences, and playbooks (AI a plus).
• Data-centric with CRM reports and forecast management.
• Credible with business owners and execs; comfortable demos.

Responsibilities

• Coach and support AEs/SDRs with weekly coaching and reviews.
• Forecast new business bookings and upsell to execs.
• Own the team's new-business ARR and forecast accuracy.
• Run weekly operating rhythm and CRM discipline.
• Partner with Marketing on events and partnerships.
• Drive outbound lead generation and speed-to-lead.
• Hire and onboard new team members.
• Collaborate with Customer Success and Product.

Skills

Team leadership

Coaching & feedback

Inbound SDR

Outbound SDR

Sales tools

AI in sales

Data-driven

Executive presence

CRM dashboards

Tools

HubSpot

Salesforce

Salesloft

Job description

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 important opportunities.

Drive outbound lead generation - Make sure the team consistently self-sources pipeline, protect prospecting time, and measure and improve outbound results.

Lead our inbound and outbound SDR motion - Own speed-to-lead, qualification, event follow-up, and outbound cadences so every good lead turns into a held meeting.

Build SDR and AE tools and processes - Create the sequences, scripts, playbooks, workflows, and automations that make reps more productive, using AI wherever it helps.

Run the team on data - Build and use CRM dashboards and reports to manage pipeline, activity, conversion, and forecast, and turn the numbers into action.

Hire and onboard new team members - Recruit, interview, onboard, and ramp new AEs and SDRs, and help each rep build a career path at GlassHouse.

Partner with Marketing on events - Marketing owns our event strategy; you bring the sales perspective, staff the booth, and make sure every event lead gets fast, disciplined follow-up.

Partner with Marketing on partnerships - Marketing owns our partner program; you help shape it, support partner relationships, and work partner-sourced opportunities.

Promote our company culture - Model our values, celebrate wins, and keep the team energized, accountable, and focused on helping customers win.

Partner across GlassHouse - Work with Customer Success on clean handoffs and retention, and with Product to share what we hear in the market.

Reporting and growth path - This role reports to our CEO, with a path to VP of Sales and a seat on the executive team.

Remote Work with/ Hybrid Opportunity - We are a remote team with a hybrid office structure for Nashville area team members.

Participate in weekly team meetings and trainings - These are generally at 9 am or 3 pm CT but may vary based on events and team availability. Lead and participate in these sessions to keep a culture of constant learning and development.

Some (but limited) 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 - The yourself in front.
• 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...

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 dri