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)
- 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
- 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
Who You Are:
- 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)
- 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
- 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
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.
Top Skills
What We Do
Hearth exists because 50 - 80% of small businesses in the trades (roofers, plumbers, etc.) fail within their first five years. Our mission is to change that forever and empower small businesses to build and grow successful companies.
We've built an all-in-one platform that helps SMBs grow sales, protect profits, and save time. With over 10,000 customers, Hearth is a vertical SaaS platform powered by a financial services layer that is currently powering billions in home improvement projects.
Backed by the same investors as SpaceX, Stripe, Palantir, AirBnb, Rippling, Affirm, Brex, and OpenAI (FoundersFund, 8VC, Human Capital), we aim to protect small business entrepreneurship in America, redefine what is possible in running a trades business in today's rapidly changing world, and bring forth a future where every small business owner in the trades can succeed.
Why Work With Us
Hearth leads with a human-centric approach, building a culture around our people. We are growing, profitable in our base case, and are working to disrupt a fragmented, underserved, and $600B market.
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