VP of Sales, SMB

Our client's platform integrates/syncs directly with leading property management software to automate tenant utility setup and generate new, no-cost revenue for property managers.

• This role owns the full SMB revenue engine: pipeline generation through close, for the segment that anchors the company's customer base.
• You’ll report directly to the CEO, serving as a key member of the leadership team and shaping go-to-market strategy for the SMB segment.
• This is a hybrid role based in Austin, TX, with the flexibility to split time between in-office collaboration and remote work.
• Regular travel is part of the role, including a 3–4 day trip to Guadalajara about once a month to spend time in person with our BDR team. There will also be occasional travel for industry conferences throughout the year.

THE TEAM YOU'LL LEAD

1 BDR Leader: A BDR Leader based in Guadalajara, Mexico, who owns outbound pipeline generation and runs a BDR organization of 50+ reps day to day.

7 Account Executives: A team of 7 full-cycle Account Executives selling into small-and-medium property management companies.

4 Onboarding Team Members: A team of four onboarding specialists based in Mexico who are responsible for onboarding new partners onto the platform. Added onboarding team

Total org: Between the BDR organization and the AE team, you’ll oversee 60+ people. This is one of the largest, highest-visibility teams in the company — we need a dynamic leader, like the one in seat today, who can inspire and drive a big team to excellence.

WHAT YOU'LL DO

• Own the SMB revenue number — set and hit targets for pipeline generation, win rate, and new revenue across the segment.
• Directly manage and develop the BDR Leader, ensuring a healthy, well-qualified pipeline is consistently handed off to the AE team.
• Inspire, coach, and set the tone for a 50+ person BDR organization, reinforcing culture, standards, and performance across a large, distributed team.
• Coach and lead the 7 Account Executives on deal strategy, forecasting accuracy, and consultative selling into property management companies.
• Continue to refine the SMB sales playbook — messaging, qualification criteria, pricing and packaging guidance, and sales process — tailored to the proptech buyer.
• Travel to Guadalajara, Mexico monthly to spend time on the ground with the BDR team — coaching frontline leaders, reinforcing culture, and staying close to the pipeline engine.
• Travel to industry conferences roughly every other month to represent the company and support broader revenue goals.
• Partner with Marketing on demand generation and campaign strategy to keep the SMB pipeline full.
• Partner with Product and Customer Success to ensure a smooth handoff from sale to onboarding, and feed market feedback back into the roadmap.
• Own weekly and monthly forecasting and pipeline reviews, reporting accurately to the CEO and company leadership.
• Recruit, hire, and onboard new BDRs and AEs as the team continues to scale.
• Represent the company in the proptech and multifamily space at industry events as needed.

WHAT YOU BRING

Experience: 7+ years in SaaS sales, with at least 3+ years in a sales leadership role managing both a BDR/SDR function and a team of account executives.

Proptech background: Direct experience in the proptech space — property management software, real estate technology, or multifamily/resident technology — is required.

Track record: A proven track record hitting or exceeding SMB or mid-market revenue targets while scaling a sales team in a high-growth SaaS environment.

People leadership: Demonstrated success hiring, coaching, and retaining both BDRs and AEs, with a history of developing reps into top performers.

Leadership presence: A dynamic, hands-on leader who energizes and elevates a large team (60+) — someone who leads by example and sets a standard of excellence others rise to meet.

Travel: Willing and able to travel monthly to Guadalajara, Mexico to be with the BDR team, plus additional travel to industry conferences roughly every other month.

Process & rigor: Strong command of a sales methodology, forecasting discipline, and CRM hygiene (Salesforce, HubSpot, or similar).

Cross-functional fluency: Comfortable partnering closely with Marketing, Product, and Customer Success to align go-to-market strategy.

Operating style: Thrives in a fast-paced, high-growth startup environment and enjoys building process where none exists yet.