Director of Sales

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 to 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: 34; Monthly and quarterly new business targets (contracts signed and doors added) 34; Inbound lead response time and conversion rates 34; Outbound activity levels and pipeline generated from outbound efforts 34; Pipeline accuracy and new business forecasting 34; Quality and completeness of handoffs to Client Success 34; 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 34; Respond to all incoming leads promptly and within response-time standards set by the CRO 34; Qualify leads based on community type, size, location and fit with HOALiving services 34; Conduct discovery conversations with board members, developers and community stakeholders to understand their needs 34; Prepare and deliver tailored proposals and presentations within approved pricing guidelines 34; Present to boards of directors and attend board meetings to win management contracts 34; Negotiate and close management agreements Outbound Prospecting & Business Development 34; Execute a consistent outbound prospecting plan targeting self-managed associations, associations seeking a change in management, developers and builders 34; Research and build target lists by market, community type and size 34; Conduct multi-touch outreach through phone, email, LinkedIn, direct mail and in-person visits 34; Develop referral relationships with developers, builders, attorneys, CPAs, real estate professionals, insurance agents and vendors 34; Represent HOALiving at Community Associations Institute (CAI) chapter events, trade shows and local networking functions 34; Identify opportunities to add services for existing clients in partnership with Client Success Pipeline & CRM Management 34; Maintain accurate, up-to-date records of all leads, activities and opportunities in HubSpot 34; Manage the pipeline through defined stages with clear next steps and expected close dates 34; Provide weekly pipeline updates and monthly forecasts to the CRO 34; Track and report sales scorecard measurables each week Revenue Team Collaboration & EOS 34; Participate in the weekly revenue team L10 meeting led by the CRO and contribute to IDS (Identify, Discuss, Solve) 34; Own sales scorecard measurables and complete assigned quarterly Rocks 34; Partner with marketing on campaigns, lead quality, messaging and sales collateral 34; Share field feedback, competitor insights and market trends with the Revenue Team 34; Partner with the Director of Client Success to set accurate client expectations during the sales process and ensure smooth transitions of new communities 34; Follow the Rules of Engagement for onboarding timelines and coordinate with Operations and Accounting as needed EDUCATION & EXPERIENCE: 34; Bachelor's degree in Business Administration, Marketing or a related field, or equivalent experience 34; Understanding of the sales process and customer relationship development 34; Experience in community association management, property management or related service industries strongly preferred 34; Understanding of both inbound lead conversion and outbound prospecting 34; Experience presenting to boards, committees or other decision-making groups 34; Working knowledge of HubSpot or a similar CRM 34; CMCA designation preferred, or willingness to obtain 34; Valid driver's license and ability to travel within assigned markets KNOWLEDGE, SKILLS & ABILITIES: Knowledge: The position requires knowledge in the following areas: 34; Consultative, solution-based sales methods 34; Community association operations, governance and management services 34; Pipeline management, sales metrics and forecasting 34; HubSpot and modern sales prospecting tools Skills: Must possess the following skills: 34; Strong presentation and public speaking skills, including presenting to boards of directors 34; Excellent written and verbal communication 34; Negotiation and closing skills 34; Proposal writing and pricing within established guidelines 34; Time management and the ability to handle a high volume of activity and follow-up Personal Attributes: The following personal attributes must be demonstrated: 34; Self-starter who takes initiative without waiting for leads to come in 34; Competitive, results-driven and accountable for the numbers 34; Resilient and persistent in the face of rejection 34; Collaborative team player invested in the success of the revenue team 34; Coachable and open to feedback