Sales Director, Growth

GreenLite•New York, NY

1d•Hybrid

About The Position

The U.S. construction permitting process is a black box, with over 500,000 forms and 20,000 processes, yet 95% of cities use the same building code. Every permitting delay costs businesses revenue, stalls expansion, and disrupts construction schedules. Founded in 2022 by builders, entrepreneurs, and industry experts, GreenLite eliminates permitting uncertainty for developers nationwide. The company combines AI-powered technology with an in-house team of registered architects, engineers, and city planners to deliver the fastest, most predictable path to permit approval. Their expert-led compliance process ensures plans are code-ready before submission, reducing revisions, delays, and costs. GreenLite has raised $86M in venture funding from leading investors including Insight Partners, Energize Capital, Craft Ventures, LiveOak Ventures, Trust Ventures, and Chicago Ventures. National brands, including Walgreens, TD Bank, and Driven Brands, trust GreenLite to accelerate approvals, reduce risk, and unlock growth. GreenLite is hiring a senior sales leader to build and lead its Growth function, which is described as one of the most strategic and consequential roles in the company. The company has a proven product and a rapidly expanding enterprise customer base, and the CRO is seeking a true thought partner to help define the growth motion at scale. This role offers a rare opportunity to exercise real strategic influence while simultaneously building and running the team responsible for execution. The existing customer base includes recognizable enterprise brands like Walmart, McDonald's, Burlington, major REITs, and national franchise systems, presenting an enormous and largely untapped expansion opportunity. The focus of this role will be to build the system, team, and playbook to unlock this growth. This position reports directly to the CRO and is expected to be among the most strategically influential hires GreenLite makes in 2026.

Requirements

10+ years of enterprise SaaS or tech-enabled services sales experience, with 4+ years leading expansion, growth, or customer revenue teams.
Proven track record building a Growth or expansion function from the ground up — not simply inheriting one — ideally at a company undergoing hypergrowth or significant GTM transformation.
A genuine co-builder: energized by ambiguity, comfortable making decisions without a complete playbook, and capable of creating structure where little exists.
Deep command of structured sales methodology: MEDDPICC, Force Management, Command of the Message — you not only know these frameworks, you teach and enforce them.
Strong strategic thinker capable of operating at the CDO, CFO, and C-suite level within complex enterprise accounts; comfortable multi-threading across large, matrixed organizations.
Demonstrated experience managing and closing large, complex deals ($500K–$5M+ ACV) with extended sales cycles and multiple stakeholders.
Operator mindset: you build systems, not just relationships — forecasting discipline, pipeline hygiene, and leading indicator tracking are non-negotiable.
Experience designing account segmentation models and coverage strategies for a scaled Growth organization.
NYC-based; in-office presence expected.

Nice To Haves

Familiarity with consumption- or credit-based business models is a strong plus.
Background in construction tech, prop tech, real estate, franchise/QSR, or vertical SaaS preferred.

Responsibilities

Partner directly with the CRO to define and build the Growth sales motion — including account segmentation, coverage model, the distinction between organic and programmatic growth, rules of engagement, and the handoff process from New Business.
Translate strategy into a running, accountable team with clear processes, defined expectations, and measurable results.
Hire, onboard, and develop a team of Growth AEs across Strategic and Emerging account tiers.
Establish the operating rhythm for the Growth org: weekly pipeline reviews, account planning cadences, QBRs, CBRs, and executive alignment strategies.
Enable and coach to the rules of engagement between New Business and Growth — ensuring clean handoffs and zero overlap once defined.
Partner closely with Service Delivery and Customer Operations to monitor credit utilization, flag expansion signals, and ensure customers are realizing value before expansion conversations begin.
Collaborate with Partnerships on REIT, franchisor, and PE-influenced expansion opportunities.
Partner with RevOps to build the HubSpot infrastructure, reporting, and leading indicators specific to the Growth motion.
Contribute to compensation plan design and quota structure as the function matures and data accumulates.
Represent the Growth business in weekly forecast calls and leadership team discussions.

Benefits

Competitive Compensation - Generous base salary & access to our Employee Equity Program, so you can grow with us.
Performance-Based Annual Bonuses - Rewards for high-impact results and contributions that move the needle.
Premium Health Coverage - Comprehensive medical, dental, and vision insurance for full-time team members and their families.
401(k) Retirement Plan - Helping you invest in your future with smart saving options.
Parental Leave - Generous parental leave for all parents to support your growing family.
Wellness Support - Monthly Wellness Stipend and full access to Wellhub, Talkspace, & Teladoc for your physical and mental well-being.
Weekly Team Lunches - Enjoy catered lunches every week in our NYC office. Great food, better company.
Company-Wide Team All Hands - Held twice a year, fostering transparency, alignment, and inspiration.
Team-Building Events - Regular opportunities to connect, collaborate, and celebrate as a team.
Unlimited PTO - Flexible time off so you can recharge, travel, or take care of life as needed.
Hybrid Work Environment – Our team thrives on collaboration, so we’re in the office 4 days per week. In the summer, from Memorial Day to Labor Day, we switch to a 3-day in-office schedule to give everyone extra flexibility.