Director of Sales, Account Executives

About Buildout Buildout is the AI deal engine for CRE brokerages, automating every step from first contact to commission. While brokers focus on relationships and winning listings, Buildout handles the workflows behind the scenes, turning manual processes into intelligent, scalable systems. Trusted by over 50,000 brokers, Buildout powers more profitable deals from lead to close. Learn more at www.buildout.com . The Opportunity We’re looking for a performance-driven Director of Sales, Account Executives to lead our new logo sales team with an unrelenting focus on pipeline generation, funnel conversion, coaching development, and consistent quota attainment. Winning this market requires disciplined, accountable, and well-coached sales execution. This role is for someone who loves the craft of sales leadership: coaching reps in real moments, inspecting funnels with rigor, raising the bar on qualification and execution, and building a culture where accountability and development go hand in hand. You’ll lead a team responsible for turning pipeline into revenue, while helping shape a consistent, repeatable approach to new business. Reporting to the Vice President of Sales, you’ll play a key role in strengthening our go-to-market execution, developing talent, and helping Buildout win. How You’ll Contribute Strategy & Revenue Leadership Partner with the Vice President of Sales to execute our new logo acquisition strategy, and translate company growth goals into clear team expectations. Lead the Account Executive team with a clear focus on pipeline generation, funnel conversion, forecast accuracy, and quota attainment. Establish and reinforce clear funnel conversion benchmarks (MQL → SAL → SQL → Closed Won). Build a culture where pipeline is generated daily and managed proactively. Pipeline Generation & Funnel Accountability Own 3x+ pipeline coverage to support predictable attainment. Ensure every MQL is dispositioned, every SAL is qualified, and no opportunity stalls. Drive outbound rigor to ensure a minimum of 25% of pipeline is sales-generated. Run weekly funnel inspections to identify breakdowns in lead quality vs. rep execution. Maintain rigorous CRM hygiene — stages reflect reality, not optimism. Coaching & Team Development Conduct structured 1:1s focused on skill development, deal strategy, and performance improvement. Lead live deal reviews and role-play sessions to strengthen discovery, objection handling, and closing execution. Coach AEs on multi-threading, executive alignment, and competitive positioning. Develop individualized performance improvement plans tied to measurable conversion and revenue metrics. Identify team-wide skill gaps and build targeted training initiatives to close them. Help reps understand their personal conversion metrics and where they need to improve Hire, develop, and retain high-performing Account Executives Proactively manage territory and capacity to maximize opportunity coverage. Forecast Rigor & Deal Inspection Run structured weekly pipeline reviews centered on close plans, risk identification, and next-step clarity. Maintain high forecast accuracy and commit integrity. Replace “hope” with data-backed qualification standards. Coach reps through stuck deals and competitive displacement scenarios. Operational Excellence Partner with RevOps to design dashboards tracking funnel performance and conversion trends. Collaborate with Marketing to ensure strong MQL quality and fast feedback loops. Reinforce alignment between inbound pipeline, outbound generation, and revenue outcomes. Continuously refine messaging and positioning based on win/loss analysis. What Makes a Great Candidate You’ve led from the front. You bring 5+ years of experience as a quota-carrying B2B SaaS seller and 3+ years leading Account Executives in a new logo environment. You know what great looks like. You know how to build a number, not just report on one. You have a track record of improving funnel conversion, strengthening pipeline health, and driving consistent new logo growth through disciplined execution. You’re a coach first. You genuinely enjoy developing talent. You know how to use feedback, repetition, deal review, and clear expectations to help reps improve. You’re a funnel diagnostician . You quickly identify whether performance gaps stem from lead quality, skill execution, or qualification rigor. You’re operationally sharp. You have experience managing forecast rigor and pipeline health within Salesforce, and you use data and process discipline to drive predictable outcomes. You raise the bar. You create high standards and make average uncomfortable. You believe strong teams are built through consistency and candor. You like momentum. You thrive in an environment where pace matters and there’s real opportunity to shape outcomes. We know there are great candidates who won’t check all of these boxes, and we also know you might bring important skills that we haven’t considered. If that’s you, don’t hesitate to apply and tell us about yourself. Location: This is a fully remote role open across most of the US. Travel : This role includes occasional travel (approximately one week per quarter) for conferences, customer meetings, and industry events. Travel may vary based on business needs. Compensation: The anticipated OTE for this position is $200,000 - $250,000. Reporting To: Matt Carroll, VP of Sales Perks & Benefits This program includes: Impactful insurance and benefit options, including 2 medical plans to choose from, 100% coverage of employee dental and vision insurance premiums, HSA seed, company-paid STD, LTD, life insurance, and telemedicine, and a wellness benefit of $400/year. Policies that support a healthy work/life harmony, including Flexible PTO, 14 paid company holidays, paid parental leave, and give back days 401(k) with 4% company match and immediate vesting A fully remote work culture with a monthly remote work reimbursement ($600/year) to support our distributed team and an annual, in-person company kickoff Challenging problems to solve with a committed and supportive team who are invested in your growth and development A wonderfully quirky culture where you’re encouraged to bring your whole self to work Buildout is proud to be an Equal Opportunity Employer. We do not discriminate based upon race, religion, color, national origin, sex (including pregnancy, childbirth, or related medical conditions), sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, genetic information, marital status, order of protection status, citizenship status, or other applicable legally protected characteristics. We also consider qualified applicants with criminal histories, consistent with applicable federal, state and local law. If you need a reasonable accommodation for any part of the employment process, please contact us by email at [email protected] and let us know the nature of your request and your contact information and we will consider your request. Below, you will be asked to complete identity information for the Equal Employment Opportunity Commission (EEOC). It is required by law that we ask these questions using the format provided by the EEOC. However, we want you to know that at Buildout, we understand that gender is not binary and welcome people of all identities. For more information about our privacy practices please visit our Privacy Policy. By submitting your application, California residents consent to Buildout processing your personal information for the purpose of assessing your candidacy for this position in accordance of our Privacy Notice for Prospective California Employees.