Head of Sales

Job Description

Job Description

Head of Sales

About Us

Comfort Temp Heating & Air has been delivering trusted HVAC and plumbing solutions across Florida since 1985. Built on family values and guided by our core values — Do what you say. Do what it takes. Walk with purpose. Do the right thing. — we serve residential and commercial customers across multiple Florida markets. Our mission is simple: provide comfort, peace of mind, and dependable service our customers can count on.

As we continue to grow, we are looking for a sales leader who can bring stronger structure, accountability, and process discipline across the business. While Comfort Temp serves both residential and commercial customers, this role requires a leader who can operate credibly in consultative, relationship-driven sales environments and help build a more scalable sales function across current and future markets.

Position Summary

The Head of Sales is a high-accountability sales leadership role responsible for driving sales performance, process consistency, pipeline discipline, coaching, forecasting accuracy, and market growth across current and future Florida markets. Reporting to the VP of Service, this role helps translate company growth objectives into practical sales execution across the business.

This role requires a leader who can operate at both a strategic and tactical level. The ideal candidate brings strong commercial and service sales leadership credibility, understands consultative and relationship-based selling, and knows how to build structure, accountability, and repeatability across a growing sales organization.

This is a working leadership role. The Head of Sales is expected to lead from the front, coach and develop sales talent, improve forecast reliability, strengthen ServiceTitan and CRM discipline, and partner closely with operations so sold work is realistic, profitable, and executable.

What Success Looks Like

• Consistent revenue growth across current and future Florida markets
• Strong gross margin performance and pricing discipline
• Healthy pipeline coverage with improved forecast accuracy
• A repeatable sales process used consistently across the organization
• Stronger commercial sales discipline and consultative selling consistency
• Stronger accountability, coaching, and performance management across the sales team
• Clear structure for performance intervention and rep development
• Reduced ramp-up time for new sales hires
• Strong operational alignment between what is sold and what can be delivered
• Growth in repeat business, customer retention, and key account relationships

Key Responsibilities

Sales Leadership and Strategy

• Lead the company’s sales strategy across current and future Florida markets
• Partner with the VP of Service to align sales goals with company growth objectives and operational realities
• Build and execute market-based sales plans that support revenue, profitability, and long-term expansion
• Establish clear expectations for performance, activity, accountability, and execution across the sales function
• Drive a culture of urgency, ownership, professionalism, and follow-through
• Define, refine, and reinforce a repeatable sales process across the organization, including stage definitions, qualification expectations, deal inspection rhythm, and accountability standards
• Lead a consultative, relationship-based sales approach appropriate for commercial and service-driven sales environments

Revenue Growth and Market Expansion

• Identify and pursue opportunities to grow market share across HVAC and plumbing service lines
• Strengthen existing customer relationships while expanding new business opportunities
• Support major pursuits, key accounts, and strategic opportunities that can accelerate company growth
• Represent the company in the marketplace with professionalism and credibility
• Help expand Comfort Temp’s visibility and reputation across all served regions in Florida

Pipeline, Forecasting, and Performance Management

• Lead weekly pipeline and forecast reviews with a strong focus on deal quality, next steps, close probability, timing, and stage integrity
• Develop and maintain a sales scorecard with leading and lagging indicators
• Monitor sales performance by individual, market, and segment
• Use data to identify gaps, coaching needs, bottlenecks, and opportunities for improvement
• Hold the sales team accountable for activity standards, follow-up discipline, ServiceTitan usage, pipeline hygiene, and performance outcomes
• Inspect pipeline quality, stage integrity, and forecast reliability through a consistent operating cadence
• Coach to leading indicators and process adherence, not just lagging revenue outcomes
• Manage underperformance through structured coaching, documented expectations, and formal intervention when needed

Coaching, Team Development, and Accountability

• Recruit, hire, onboard, and develop sales talent as the business grows
• Coach through ride-alongs, sales call review, proposal review, deal strategy, and follow-up discipline
• Build a stronger, more consistent sales culture rooted in accountability and results
• Create clear development expectations and manage underperformance through structured coaching, documented accountability, and timely corrective action when needed
• Build leadership depth within the sales function and help create a bench of future sales leaders
• Reinforce consistent manager cadence around coaching, inspection, performance review, and expectation-setting

Sales Process and Operational Alignment

• Standardize sales expectations, customer communication, proposal approach, qualification standards, and turnover quality
• Partner closely with operations, service, installation, dispatch, and leadership to ensure sold work is realistic and executable
• Improve sales-to-operations handoff so scope, pricing, assumptions, timelines, and customer expectations are clear
• Protect margin by reinforcing scope discipline, approval structure, and process consistency
• Reduce preventable sales fallout caused by weak qualification, overselling, poor documentation, or unrealistic commitments
• Help ensure the sales function supports execution rather than creating operational drag

Systems and Reporting

• Enforce CRM and reporting discipline across the sales organization with strong working knowledge of ServiceTitan
• Ensure pipeline stages, activities, notes, and reporting are current, accurate, and reliable
• Provide leadership with clear reporting on sales performance, forecasts, revenue trends, margin trends, conversion rates, and market activity
• Use reporting to support planning, staffing, coaching, and strategic decision-making
• Drive adoption and accountability around system usage, data quality, and reporting consistency across the team

Key Performance Indicators

• Revenue growth
• Gross margin dollars and margin percentage
• Pipeline coverage and pipeline health
• Forecast accuracy
• Close rates and conversion trends
• Average sale value
• Recurring revenue and repeat customer growth
• Sales activity and follow-up discipline
• CRM / ServiceTitan compliance and reporting accuracy
• Ramp-up time for new sales hires
• Team productivity and accountability

Requirements

• 7+ years of progressive sales experience in HVAC, plumbing, mechanical contracting, facilities services, building services, or a closely related B2B service industry, with meaningful exposure to commercial and relationship-based sales environments
• 3+ years of sales leadership experience with responsibility for team performance, coaching, accountability, and results
• Proven success driving revenue growth, pipeline development, and margin discipline
• Demonstrated experience building, leading, or enforcing a defined sales process, including pipeline stage management, forecast inspection, KPI cadence, and rep accountability
• Demonstrated ability to coach underperformance, implement structured performance improvement plans, and lead with clear accountability standards
• Strong business acumen with experience in forecasting, KPI management, pricing discipline, and sales process execution
• Strong communication, negotiation, leadership, and executive presence
• Strong working knowledge of ServiceTitan or similar sales/CRM operating systems, with the ability to drive system discipline, reporting accuracy, and pipeline visibility across the team
• Valid driver’s license and ability to travel regularly across Florida markets

Preferred Qualifications

• Experience leading sales across multiple markets or branches
• Strong commercial consultative sales leadership experience in HVAC, plumbing, mechanical, facilities, or adjacent service industries
• Experience in both service-driven and relationship-based sales environments
• Experience building structure, stage discipline, KPI cadence, and management accountability in a growing organization
• Strong understanding of the operational realities tied to HVAC and plumbing sales

Physical Requirements

• Prolonged periods of sitting, driving, and working on a computer
• Ability to travel frequently between company markets
• Ability to attend field visits, meetings, and ride-alongs as needed
• Occasionally lift up to 15 pounds

Why This Role Matters

This role is critical to Comfort Temp’s continued growth. The Head of Sales will not simply manage a team — they will help build the structure, discipline, leadership, and market momentum needed to scale sales performance across the company. This person will play a key role in how Comfort Temp grows, how consistently it sells, how well it forecasts, and how effectively sales aligns with execution.

The right leader for this role will bring more than energy and sales instincts. They will bring commercial credibility, process clarity, coaching discipline, and the ability to create a stronger, more accountable sales organization across the business.

Comfort Temp HVAC and Plumbing, a division of Comfort Temp Company, provides trusted HVAC, plumbing, and mechanical services across Florida. Built on family values, integrity, and a commitment to doing the job right, our culture is rooted in accountability, growth, and customer-first service.

Company Description

Comfort Temp HVAC and Plumbing, a division of Comfort Temp Company, provides trusted HVAC, plumbing, and mechanical services across Florida. Built on family values, integrity, and a commitment to doing the job right, our culture is rooted in accountability, growth, and customer-first service.