The Role & Opportunity

We are seeking a commercially astute, execution-focused Head of Sales to bring structure, discipline, and consistency to a sales engine ready for scale. This is a hands-on leadership role suited to someone with deep experience translating go-to-market (GTM) strategies into real-world traction — across people, process, and performance.

You’ll be responsible for uniting two core sales channels — government-funded energy efficiency programs (abatement) and trade/merchant markets (traditional B2B) — under one cohesive commercial structure. Your remit: strengthen the foundations, lift performance, and position the team for scale as we expand our national footprint.

This is a senior appointment, ideal for someone who has worked in growth-stage, mid-sized businesses and understands how to build and embed commercial rhythm — not just manage a sales team but lead a system that drives results.

Please also note, this is a confidential search, and all applications will be treated with the strictest confidence.

Key Responsibilities

Sales Leadership & Operational Alignment

Translate our high-level GTM strategy into clear, tactical sales execution plans.

Build accountability into the day-to-day: structured account management, target setting, pipeline reviews, and activity-based coaching.

Align and unify two distinct sales teams — BDMs (traditional channel) and State Program Managers (abatement channel) — into a single, cohesive commercial unit.

Support team leaders to elevate their management skills, strengthen rep development, and lift overall performance.

CRM Ownership & Reporting Discipline

Lead the full sales reporting ecosystem via HubSpot — structure, compliance, and cadence.

Ensure real-time visibility of sales activity (calls, meetings, emails), conversion rates, and forecasting accuracy.

Build dashboards that are useful, not just visual — tools that help managers lead and executives make decisions.

Drive cultural adoption of data-based selling across the commercial team.

Sales Training & Performance Enablement

Design and deliver a performance-based training program: onboarding, pitch calibration, objection handling, peer reviews, and 1:1 coaching.

Define what “great” looks like in each step of our sales process — from lead qualification through to close — and embed this standard across the team.

Shift sales development from ad hoc to embedded, ongoing practice — turning training into a weekly habit, not an annual event.

Strategic Growth & Market Development

Identify and address underperforming regions, accounts, or reps — create clear turnaround strategies.

Lead merchant/installer acquisition and loyalty, using both relational and programmatic levers (including rewards and incentives).

Support product expansion efforts, ensuring launch readiness through sales toolkits, messaging frameworks, and cross-sell playbooks.

Must-Have Experience

Minimum 7–10 years in senior sales leadership roles, ideally within B2B or trade-based environments.

Proven ability to bring structure and commercial rhythm to growing sales teams.

You must have the ability to have tough conversations when they present themselves.

Strong command of CRM systems (HubSpot highly regarded) and a track record of driving reporting compliance and visibility.

History of leading sales training programs and embedding coaching as part of team culture.

Experience unifying distributed or siloed sales teams under a single, national strategy.

Bonus Points For

Exposure to trade-heavy industries such as HVAC, plumbing, solar, or hardware distribution.

Familiarity with government-backed programs or rebate-based sales channels.

Previous experience in a mid-sized business moving from ~$20M to $100M+ revenue — someone who has lived the challenges of scale.

What Success Looks Like

Sales managers operate with clarity and control — managing activity, pipeline, and performance independently.

A CRM that’s not just filled out — but used. Data-driven decision making becomes the norm, not the exception.

Clear, consistent sales messaging across both merchant and abatement channels, backed by confidence in pitch and process.

Observable lift in core sales metrics: conversion rates, rep productivity, installer engagement, and pipeline velocity.

Why This Role, Why Now

You’re not just inheriting a team — you’re helping shape the next phase of our commercial growth. The GTM strategy is in place. The market demand is strong. What we need now is a commercially minded operator — someone who’s been here before — to turn potential into performance.

If you're looking to step into a business with strong purpose, real momentum, and a need for structure at scale, this role is built for you.

What's On Offer

$180K - $230K Base Salary

Additional Superannuation.

Annual bonus.

Opportunity to shape and lead the national sales function during a critical scale-up phase.

High-impact, executive-level role with autonomy and influence across the business.

Direct access to the senior leadership team — your voice matters.

An opportunity to leave a lasting mark on a business with momentum and a clear mission.

HOW TO APPLY

Click APPLY or you can send your resume to [email protected]. Alternatively, you can call me on 02 9922 9611 for a completely confidential discussion.

NB: All candidates that meet our client’s shortlist will be contacted within 2 business days.