VP of Sales

About the role

You are being asked to step into a defining leadership role at a proptech scale-up that has already crossed $100 million in annual recurring revenue. This is not a caretaker position; it is a builder's job for someone who will own the entire inside sales organization end to end. You will be responsible for a team of roughly 120 people, including SDRs, AEs, front-line managers, senior managers, and directors, and you will own the number, the talent, and the operating system that drives performance. Your core mission is to take the sales engine from strong to exceptional, lifting productivity and efficiency across both inbound and outbound channels while deepening the leadership bench so the organization scales without breaking. You will partner closely with our GTM Ops team to build a centralized, AI-powered selling model that gives every rep an edge, and you must be AI-forward, seeing AI not as a novelty but as core to how we win in the market. If you are an operator and a builder who has rolled up sleeves in a startup and taken a company to real scale, this is a rare opportunity to shape the next stage of one of proptech's fastest-growing companies.

Key facts

What you'll do

Drive the inside sales revenue plan and own the number required to move the business from $100M to $300M ARR over the next three to five years.

Lift sales efficiency and ARR per rep across inbound and outbound channels while monitoring win rate and ramp time as critical supporting measures.

Strengthen the leadership bench across director, senior manager, and front-line manager layers to ensure every team has a capable leader and a clear line of succession.

Partner with GTM Ops to identify where AI lifts productivity, build the tooling and workflows centrally, and roll them out so reps execute against a system built for them.

Establish an accurate forecasting discipline, healthy pipeline coverage, and repeatable rep ramp playbooks that hold up as the organization scales to hundreds of reps.

Set the standard for operational rigor by owning metrics such as ARR per rep, win rate, ramp time, forecasting accuracy, and pipeline health.

Create urgency and motivate the floor by leading from the front, modeling behaviors, and holding everyone to a high standard of execution.

Develop managers into durable leaders who can scale with the business while maintaining clarity of ownership and accountability.

Identify and remove blockers that slow down the sales engine, clearing paths for reps to close more deals without friction.

Build a centralized selling model where strategy, tools, and processes are defined centrally and executed consistently by every rep.

Ensure the inside sales organization is equipped with the right playbooks, data, and AI support to perform at a level that matches our growth ambition.

Act as the strategic owner of the sales function, balancing day-to-day execution with long-term capability building.

Champion a data-driven culture where decisions are based on metrics, experimentation, and continuous improvement.

Serve as the primary internal advocate for the inside sales team, aligning with product, marketing, and GTM Ops to align priorities.

Lead through change, navigating ambiguity in a fast-growing company while keeping the team aligned and focused on the revenue goal.

Requirements

10+ years in sales leadership across multiple stages of company growth, with a clear arc from early-stage builder to scaling sales leader.

A track record that spans the full arc: the sleeves-rolled-up builder in an early-stage or startup environment, through to leading sales at a company operating at real scale.

Experience leading inside sales organizations of comparable size and complexity, managing front-line reps through multiple layers of management.

Demonstrated ability to grow a sales organization through a significant revenue inflection, ideally in high-growth SaaS or technology environments.

An operator and a builder who builds systems, processes, and teams from the ground up and is not afraid to get into the details.

Relentless about results, with a closer's mentality and a strong sense of ownership over the number and the performance of the team.

A motivator with genuine floor presence who earns respect and gets the best out of people across diverse personalities and roles.

AI-forward and future-oriented about how selling will evolve, comfortable identifying where AI creates value and partnering to build those capabilities.

An egoless, cross-functional partner who builds alongside GTM Ops rather than operating in a silo, and who listens, learns, and influences without authority.

Fluent in the metrics that drive an inside sales engine, including ARR per rep, win rate, ramp time, forecasting accuracy, and pipeline health.

A builder of leaders who develops managers, creates durable succession depth, and ensures continuity as the organization grows.

Comfortable operating in complexity and ambiguity at a fast-growing company, making decisions with incomplete information and adjusting quickly.

Drives from idea through execution, developing the strategy, establishing clear ownership, and keeping the team accountable for delivering against the plan.

Practical notes

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