Sales Manager

About Hearth

Hearth is on a mission to empower America's small business professionals to build growing, profitable companies. In a $600B/year fragmented market where 50-80% of home services companies fail within five years, we're building the essential operational financial infrastructure to power the next generation of small businesses.

Current Metrics:

• $26M Annual Recurring Revenue (ARR)
• 30%+ Year-over-Year Growth
• 12,000+ Contractors Served
• $4B+ Annual Transaction Volume

The Opportunity

Hearth’s revenue organization is at an inflection point. As a Sales Manager, you will own team performance, develop frontline sales talent, and drive revenue predictably at scale.

You will lead a high-volume SMB sales team responsible for converting inbound and outbound demand into new customers across both Hearth’s core platform and newer AI-powered offerings. This is a hands-on leadership role focused on execution, coaching, accountability, and continuous improvement.

You will partner closely with Sales Leadership, Enablement, RevOps, Marketing, and Product to scale what works and fix what doesn’t.

What Success Looks Like:

• Your team consistently hits or exceeds monthly revenue targets
• Sales efficiency improves (conversion rates, ARR per rep per day, pipeline coverage)
• Reps ramp faster and underperformance is addressed quickly and decisively
• Forecasts are accurate and defensible
• Standards are clear, enforced, and trusted by the team

What You’ll Do:

Revenue & Execution

• Own team quota attainment and sales efficiency metrics
• Lead a team of 8–12 Account Executives in a high-velocity SMB sales motion
• Inspect pipeline health, conversion rates, and forecast accuracy weekly
• Step into deals as needed for coaching, escalation, or closing support (player-coach as required, not quota-carrying)

Coaching & Talent Development

• Run consistent 1:1s, pipeline reviews, and call coaching
• Develop reps’ discovery, objection handling, deal control, and close skills
• Identify performance gaps early and act decisively (coaching plans, PIPs, exits)
• Build a culture of accountability, learning, and high standards

Operating Discipline

• Use Salesforce and dashboards to diagnose performance and drive action
• Partner with Enablement on onboarding, skill development, and certification
• Collaborate with RevOps on reporting, routing, and experimentation
• Provide clear feedback loops to Marketing and Product from the field, including feedback on AI product adoption and performance

What We’re Looking For:

• 4+ years managing high-volume inside sales teams in a SaaS environment
• Proven success leading teams to quota in transactional or SMB sales motions
• Strong coaching fundamentals across discovery, demos, objections, and closing
• Data-driven operator comfortable owning metrics and diagnosing performance
• Experience managing remote teams with structure and consistency
• Salesforce proficiency (pipeline, forecasting, reporting)

Strong Differentiators

• Experience selling to small or local businesses
• Fintech, payments, or lending exposure
• Experience selling or scaling AI-enabled products
• Startup or high-growth environment experience
• History of improving sales efficiency, not just top-line growth

Traits That Matter Here

• High accountability and low ego
• Clear communicator with strong executive presence
• Comfortable operating in ambiguity while enforcing standards
• Mission-aligned with helping small business owners win

Our Core Values

• Truth. We value honesty and data. We seek to understand what is reality, so we can effectively respond to it.
• Slope. Rate of change over time. We hire and reward based on a team member’s potential, capacity, and growth-mindset, rather than a fancy resume.
• Mutual Benefit. The best outcomes happen when everyone wins - customers, team members, and the company. We seek to understand each other’s aspirations and create alignment to get there.
• Competitive Greatness. We desire an opportunity and environment from which to pull the greatest versions of ourselves out into the world, rather than just a “job”.

Benefits:

• Mission-driven, values-based culture.
• Competitive pay.
• Unmatched opportunities to learn and develop; front-row seat at a fast-growing tech startup
• Generous PTO, plus paid company holidays.
• Stock options.
• Medical, dental, and vision options.
• 401(k)
• Free Employee Assistance Program
• Parental Leave Program
• Pet Insurance

Compensation:

• OTE: $140,000–$175,000 (Base + Variable)
• Uncapped variable compensation tied to team performance
• Equity via stock options

The expected compensation range for this position is displayed in compliance with all local/state regulations. The expected compensation range for this position is based on a number of factors, including but not limited to: individual education, qualifications, and prior work experience. The total annual compensation package will consist of a base salary and eligibility to participate in our sales commission structure.

Location

Remote

More About Us

Hearth embraces diversity. We are proud to be an equal opportunity workplace and do not discriminate on the basis of sex, race, color, age, sexual orientation, gender identity, religion, national origin, citizenship, marital status, veteran status, or disability status. We consider for employment qualified applicants with arrest and conviction records.