Director of Sales

At HOALiving, is looking for the best talent and invests in our team members to provide a fulfilling career integrated with a fulfilling personal life. We back that up with:

- Generous paid time off from day one

- 17 paid holidays a year — including your birthday eligible from day one

- Medical, Dental, Vision, and Life coverage

- 401(k) with employer match

- A team and leadership structure built to help you grow, not just get through the week

Alignment with the HOALiving Core Values is a requirement of all positions within the organization:

- Solutions Oriented

- Team Focused

- Accountability

- Respectful

What You'll Do

HOALiving is seeking a Director of Sales to own day-to-day sales execution and new business growth. This hands-on role is responsible for converting incoming leads into new management contracts and for running a consistent outbound sales program t o create new opportunities. The Director of Sales reports to the Chief Revenue Officer (CRO), who leads revenue strategy, and works closely with the entire Revenue Team (client success, marketing, etc).

SCOPE:

The Director of Sales owns the new business sales process from first contact through a signed management agreement and a clean handoff to the Transition Team. This includes responding to inbound inquiries, qualifying opportunities, presenting to boards of directors, preparing proposals and closing contracts. Equally important, the Director of Sales proactively generates pipeline through outbound prospecting, referral partners and industry networking. As this is a new position, the company reserves the right to review and modify the position to align with company vision and goals.

SALES ACCOUNTABILITY:

The Director of Sales is accountable for:

- Monthly and quarterly new business targets (contracts signed and doors added)

- Inbound lead response time and conversion rates

- Outbound activity levels and pipeline generated from outbound efforts

- Pipeline accuracy and new business forecasting

- Quality and completeness of handoffs to Client Success

- CRM Management throughout the sales cycle

This role owns sales results and activity, executing the revenue strategy set by the CRO.

KEY RESPONSIBILITIES:

Subject to modification through development and implementation of strategic planning and company growth.

Inbound Lead Management & Conversion

- Respond to all incoming leads promptly and within response-time standards set by the CRO

- Qualify leads based on community type, size, location and fit with HOALiving services

- Conduct discovery conversations with board members, developers and community stakeholders to understand their needs

- Prepare and deliver tailored proposals and presentations within approved pricing guidelines

- Present to boards of directors and attend board meetings to win management contracts

- Negotiate and close management agreements

Outbound Prospecting & Business Development

- Execute a consistent outbound prospecting plan targeting self-managed associations, associations seeking a change in management, developers and builders

- Research and build target lists by market, community type and size

- Conduct multi-touch outreach through phone, email, LinkedIn, direct mail and in-person visits

- Develop referral relationships with developers, builders, attorneys, CPAs, real estate professionals, insurance agents and vendors

- Represent HOALiving at Community Associations Institute (CAI) chapter events, trade shows and local networking functions

- Identify opportunities to add services for existing clients in partnership with Client Success

Pipeline & CRM Management

- Maintain accurate, up-to-date records of all leads, activities and opportunities in HubSpot

- Manage the pipeline through defined stages with clear next steps and expected close dates

- Provide weekly pipeline updates and monthly forecasts to the CRO

- Track and report sales scorecard measurables each week

Revenue Team Collaboration & EOS

- Participate in the weekly revenue team L10 meeting led by the CRO and contribute to IDS (Identify, Discuss, Solve)

- Own sales scorecard measurables and complete assigned quarterly Rocks

- Partner with marketing on campaigns, lead quality, messaging and sales collateral

- Share field feedback, competitor insights and market trends with the Revenue Team

- Partner with the Director of Client Success to set accurate client expectations during the sales process and ensure smooth transitions of new communities

- Follow the Rules of Engagement for onboarding timelines and coordinate with Operations and Accounting as needed

EDUCATION & EXPERIENCE:

- Bachelor's degree in Business Administration, Marketing or a related field, or equivalent experience

- Understanding of the sales process and customer relationship development

- Experience in community association management, property management or related service industries strongly preferred

- Understanding of both inbound lead conversion and outbound prospecting

- Experience presenting to boards, committees or other decision-making groups

- Working knowledge of HubSpot or a similar CRM

- CMCA designation preferred, or willingness to obtain

- Valid driver's license and ability to travel within assigned markets

KNOWLEDGE, SKILLS & ABILITIES:

Knowledge:

The position requires knowledge in the following areas:

- Consultative, solution-based sales methods

- Community association operations, governance and management services

- Pipeline management, sales metrics and forecasting

- HubSpot and modern sales prospecting tools

Skills:

Must possess the following skills:

- Strong presentation and public speaking skills, including presenting to boards of directors

- Excellent written and verbal communication

- Negotiation and closing skills

- Proposal writing and pricing within established guidelines

- Time management and the ability to handle a high volume of activity and follow-up

Personal Attributes:

The following personal attributes must be demonstrated:

- Self-starter who takes initiative without waiting for leads to come in

- Competitive, results-driven and accountable for the numbers

- Resilient and persistent in the face of rejection

- Collaborative team player invested in the success of the revenue team

- Coachable and open to feedback