Position Overview

Green Street is hiring an experienced Sales Leader to build and lead a high-performance B2B sales team across our Commercial Real Estate (CRE) and Infrastructure research, data, and news products. Reporting to the Head of Global Sales, this leader will play a central role in our GTM transformation - evolving Green Street into a higher-velocity, outbound-first motion with an emphasis on creation, conversion, and a culture of winning & accountability.

This leader will own two connected mandates: (1) leading a team of quota-carrying Account Executives selling Green Street's core subscription products into a clearly defined ICP and longtail markets, and (2) standing up and leading a Specialist sales motion - a dedicated overlay team that partners with core AEs to sell non-CRE products and emerging solutions. The Specialist motion is a strategically important part of the role; the candidate must be comfortable building it from the ground up while their primary focus remains core AE leadership.

This is a role for a leader who combines strategic thinking with hands-on execution. You will set the standard for outbound excellence, coach to durable behavior change, build a culture of urgency and accountability, and partner closely with RevOps, Marketing, SDR, Product, and Customer Success to drive conversion across the full funnel. Green Street offers a clearly defined ICP, products that are the recognized leaders in their fields, and a culture built around structured coaching, continuous improvement, and measurable results.

Job Responsibilities

Team Leadership, Coaching, and Culture

• Recruit, develop, and retain a high-performing team of AEs and Specialists - set clear performance expectations, drive accountability against pipeline and revenue targets, invest in career development, and build bench strength for future growth
• Coach with a structured operating rhythm - run weekly 1:1s, deal reviews, call reviews, and skills sessions that drive measurable improvement in discovery, value proposition, negotiation, and closing
• Build a culture of urgency, ownership, and outbound excellence - model an entrepreneurial mindset and reinforce the behaviors that produce durable, repeatable results

Outbound Pipeline Creation and Conversion

• Own team pipeline health - ensure AEs execute structured, multi-touch outbound cadences to engage ICP accounts; partner with RevOps, Marketing, and SDR leadership to maximize inbound conversion.
• Drive a higher-velocity sales motion - raise activity standards, shorten sales cycles, and increase conversion from first meeting through closed-won.
• Champion AI-powered, signal-based selling - lead team-wide adoption of AI-assisted prospecting, intent/signal data, and Gong; coach AEs to prioritize accounts by ICP fit and real-time buying signals, and to translate Green Street's products into clear prospect outcomes.
• Develop discovery and value proposition skills - coach AEs to uncover prospect business goals and pain points and to articulate how Green Street's products improve outcomes and address gaps left by alternatives.

Specialist Sales Motion

• Build and lead the Specialist team - manage a focused group of product specialists who partner with core AEs to sell non-CRE products and emerging solutions into existing and net-new accounts
• Define and scale the engagement model - establish deployment, credit, and compensation; design clean handoffs to core AEs and Customer Success; use early wins to codify the playbook and increase attach rates over time

Forecasting, Operational Excellence, and Cross-Functional Partnership

• Establish and maintain forecast accuracy - provide real-time visibility into pipeline, deal progression, and revenue risk; hold the team to a high standard of CRM hygiene and pipeline management discipline
• Partner across the GTM organization - work closely with RevOps, Marketing, SDR, Product, Account Management, and Customer Success to align on ICP, share market insights, and deliver a seamless customer experience. Sales also owns upsells and cross-sells, so a strong partnership with Account Management is essential
• Deliver regular analysis of team performance, pipeline trends, win/loss patterns, and coaching priorities to inform go-to-market strategy

Candidate Profile

• 7+ years of B2B sales experience in subscription, SaaS, fintech, information services, or data/analytics - including at least 3 years in sales management with a clear track record of leading teams to and beyond quota
• Understands recurring-revenue economics, multi-year contracting, renewal/expansion dynamics, and how to coach sellers to land-and-expand within named accounts
• Experience in an outbound-led, high-velocity environment - comfortable coaching AEs in both self-sourced pipeline generation and inbound opportunity conversion, and confident raising the activity bar without losing quality
• Specialist or overlay leadership experience is a meaningful plus - e.g., product specialist, solutions, or industry overlay teams
• Modern sales tech fluency - deep working knowledge of Salesforce, Gong, PowerBI, sales engagement platforms, AI-assisted prospecting, and intent/signal data; proven ability to drive team-wide adoption
• Strong coach and culture-builder with the commercial acumen to engage on financial concepts as they relate to client decision-making in institutional investment, asset management, and capital markets
• Commercial Real Estate or Infrastructure familiarity is a plus but not required - demonstrated ability to learn and coach within specialized domains matters more.
• Bachelor's degree preferred or equivalent professional experience and proven leadership performance
• Hybrid work model - 3 collaborative in-person days per week at our New York office, with travel as required

Compensation, Benefits and Work Authorization

In addition to the posted base salary range, this position is eligible for a performance bonus and benefits (subject to eligibility requirements) listed here Total compensation is based on several factors including, but not limited to, type of position, location, education level, work experience, and certifications. This information is applicable for all full-time positions.

Green Street will not sponsor or transfer employment work visas for this position. Applicants must be currently authorized to work in the United States without the need for visa sponsorship now or in the future.

Pay Range

USD $150,000.00 - USD $200,000.00 /Yr.

Incentive Performance Bonus

+ Incentive Performance Bonus