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Job description
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.
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Worksite address
austin, TX, 78716, US
Who can apply
Review the original listing for work authorization, qualifications and employer requirements.