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 genu