VP of Sales Effectiveness

Thomas James Homes•Aliso Viejo, CA

17h

About The Position

TJH builds homes differently than anyone else in the market. Ours is a model built on certainty, craftsmanship, and a client experience that removes complexity from one of life’s biggest decisions. Our sales opportunity is real. What’s missing is the system. The VP of Sales Effectiveness will build that system from the ground up: the methodology, the discipline, the tools, and the training that enable our regional sales teams to sell with consistency and confidence across every product line. This is not a management role. It is a builder role. The right person has done this before, knows what good looks like, and is ready to get to work.

Requirements

Has a demonstrable track record of building sales systems, not just operating within them.
Understands the psychology and mechanics of long-cycle, high-consideration sales, where buying decisions span months or years and the relationship is the product.
Brings deep fluency in consultative selling methodology and can teach it with clarity and conviction.
Is Salesforce-native: knows how to drive adoption, structure pipelines, and extract insight from CRM data.
Operates without ego. Influence is earned through results, not org chart position.
Is a player-coach by nature: they design the playbook and run the practice.
Understands how demand generation works and engages with marketing as an informed partner rather than a passive recipient of leads.
Has homebuilding, new construction, or high-consideration residential experience. Familiarity with the emotional and financial complexity of a new-build purchase is essential.
8+ years of progressive sales or sales enablement experience, including demonstrated success building or transforming a sales effectiveness function.
Proven track record enabling teams to sell consultative, relationship-driven, high-consideration products with long and variable buying cycles.
Advanced Salesforce proficiency, including pipeline architecture, reporting, and driving organization-wide adoption.
Demonstrated success building and delivering sales training programs that produce measurable behavior change.
Comfortable operating across a multi-region, distributed sales organization without direct line authority.
Bachelor’s degree required.

Nice To Haves

Experience in new construction, custom homebuilding, or an adjacent high-consideration residential category strongly preferred.
Experience with conversation intelligence tools (Rilla, Gong, Siro, or comparable platforms) a plus.

Responsibilities

Design and implement a repeatable sales methodology tailored to TJH’s product portfolio, including Buy, Buy & Build, Build, and Find & Build.
Build structured pipeline management practices that account for TJH’s wide buying cycle variance, from weeks to multi-year relationships.
Establish funnel alignment rituals (pipeline reviews, takeoff/landing cadences, forecasting standards) that give leadership real visibility into where deals stand and why.
Create and maintain a nurture strategy framework that keeps long-cycle prospects engaged without losing momentum or relevance.
Define stage-exit criteria, handoff standards, and deal qualification frameworks that apply consistently across all five regions.
Develop and deliver sales training programs that build product knowledge, consultative selling skills, and objection handling across TJH’s full offering.
Create playbooks, talk tracks, and client conversation guides for each product type, with particular emphasis on the consultative complexity of Build and Buy & Build.
Lead ongoing coaching initiatives in partnership with divisional sales leadership to reinforce methodology and close skill gaps.
Evaluate and implement sales intelligence tools (e.g., Rilla, Siro) to surface insights that inform coaching and identify winning patterns.
Own Salesforce discipline across the sales organization: data hygiene, pipeline accuracy, activity tracking, and adoption.
Partner with Revenue Operations to ensure funnel health, conversion, and pipeline velocity data is accurate, accessible, and actionable.
Identify performance patterns by region, product line, and sales rep, and translate findings into targeted interventions.
Partner with regional sales VPs to embed the effectiveness framework without displacing their leadership authority.
Serve as the primary sales voice in marketing alignment—participating in campaign and messaging reviews, flagging field reality against brand assumptions, and ensuring what’s being sold matches what’s being marketed.
Own the sales-to-marketing feedback loop: translate pipeline data, buyer behavior, and rep-level insights into actionable intelligence that sharpens lead quality, targeting, and nurture strategy.
Serve as a strategic resource to the CSMO on sales process, tool evaluation, and team performance trends.