Vice President of Sales

The Vice President of Sales is responsible for leading, developing, and executing the firm's New Business Development (NBD) strategy across all core service lines, including commercial property management, multifamily property management, brokerage, construction/design, HVAC/mechanical, receivership services, and other strategic business units.

This is a hands-on, front-line leadership role requiring a highly experienced sales executive who leads by example. The VP of Sales will be responsible for driving revenue growth through both direct business development efforts and the leadership, coaching, and accountability of the NBD team. The successful candidate will maintain a personal portfolio of strategic, high-value pursuits while simultaneously overseeing team performance, pipeline development, sales processes, and market penetration initiatives.

The VP of Sales will work closely with Marketing, Operations, and Executive Leadership to identify ideal client targets, establish go-to-market strategies, and create a culture of disciplined, measurable sales execution.

Key Responsibilities

Sales Strategy & Revenue Growth

- Develop and execute a comprehensive NBD strategy aligned with company growth objectives.

- Establish annual, quarterly, and monthly sales goals by service line and market sector.

- Refine Ideal Client Profiles (ICP) for each business unit and develop targeted market penetration strategies.

- Identify market opportunities, industry trends, emerging sectors, and strategic accounts for the NBD sales teams to pursue.

- Create account-based sales strategies for high-value prospects and target organizations.

- Collaborate with executive leadership to establish revenue forecasts and growth targets.

Lead From the Front

- Personally manage a pipeline of strategic, enterprise-level opportunities and key relationships.

- Actively prospect, network, cultivate, and close large-scale opportunities.

- Participate in client presentations, proposal strategies, pitch meetings, and major pursuits.

- Identify opportunities to participate in key industry events to build brand visibility and promote our subject matter expertise.

- Demonstrate best-in-class sales practices through direct involvement in prospecting and business development activities.

- Serve as a role model for sales discipline, relationship development, and client engagement.

Sales Team Leadership & Development

- As needed, recruit, hire, onboard, and develop high-performing NBD professionals.

- Establish clear individual goals/EOS Rocks, activity expectations, and revenue targets.

- Conduct regular one-on-one coaching sessions and pipeline reviews.

- Provide ongoing sales training focused on prospecting, consultative selling, relationship management, and closing strategies.

- Build a culture of accountability, collaboration, and continuous improvement.

- Ensure team members are aligned around company priorities and strategic initiatives.

- Conduct quarterly check-ins with sales team members, as well as annual performance reviews.

Sales Process, CRM & Pipeline Management

- Own and continuously improve the company's sales process.

- Establish CRM standards, data quality requirements, and pipeline management protocols.

- Ensure all sales professionals maintain accurate and timely pipeline reporting.

- Drive and maintain consistency, utilization, and accountability within CRM system.

- Develop dashboards and reporting to provide visibility into:

Pipeline health

- Forecast accuracy

- Sales activity

- Conversion performance

- Revenue attainment

- Conduct weekly pipeline reviews and forecast meetings.

Marketing & Go-To-Market Alignment

- Partner closely with the Director of Marketing to develop integrated go-to-market strategies.

- Align sales and marketing efforts around strategic campaigns and target audiences.

- Help identify content, thought leadership, case studies, and industry insights needed to support sales efforts.

- Collaborate on:

Brand awareness initiatives

- Digital campaigns

- Account-based marketing efforts

- Lead generation programs

- Industry events and sponsorships

- Public relations opportunities

- Create feedback loops between sales and marketing to continuously improve lead quality and campaign effectiveness.

Performance Metrics & Sales Analytics

Develop and manage a balanced scorecard focused on both sales inputs (activity) and outputs (results).

Executive Reporting

- Provide regular sales performance updates to executive leadership.

- Present pipeline, forecasting, market intelligence, and revenue-growth recommendations.

- Develop annual sales plans and strategic growth initiatives.

- Identify opportunities for operational improvements and revenue acceleration.

Qualifications

Required Qualifications

- Bachelor's degree in Business, Marketing, Real Estate, or related field.

- 10+ years of progressive B2B sales leadership experience.

- Minimum 7 years leading and managing professional sales teams.

- Demonstrated success developing and executing growth strategies in complex service-based organizations.

- Proven ability to recruit, coach, and retain top-performing sales professionals.

- Expertise in CRM systems, pipeline management, forecasting, and sales analytics.

- Strong executive presence with exceptional communication and presentation skills.

- Experience collaborating with marketing teams to develop integrated go-to-market strategies.

- Highly organized with strong project management and accountability skills.

Preferred Qualifications

- Experience in commercial real estate, property management, professional services, or related industries.

- Knowledge of account-based selling methodologies.

- Experience selling multi-service solutions to private and institutional property owners, lenders and special servicers, and corporate occupiers.

- Understand how to cross-sell our various integrated services depending on the needs of the client.

Success Profile

The successful VP of Sales is a strategic builder, disciplined operator, and elite salesperson who thrives in a growth-oriented environment. They are equally comfortable developing strategy with the Leadership Team, coaching team members in the field, and leading client meetings that result in major new business opportunities. This individual embodies a "player-coach" mentality and serves as the driving force behind the organization's business development culture and revenue growth initiatives.

Primary Objective: Build a scalable, accountable, data-driven sales organization that consistently creates new business opportunities, grows market share, and drives profitable revenue across all company service lines.