Expansion Team Lead

About Hearth

Hearth is the AI growth system for local home improvement small businesses. We build revenue-critical software for home improvement contractors — the roofers, HVAC techs, and builders who keep America running.

Our platform helps real business owners win more jobs, protect profit margins, and manage homeowner relationships professionally so they can build generational companies for their families and communities.

We are now building the next layer: a personal AI employee for every small business in the trades focused on autonomously generating sales for America’s home improvement pros. An assistant who answers every call 24/7, qualifies leads, books appointments, follows up on quotes and estimates, and helps small business owners go from missing half of their business to capturing all of it.

With 15,000+ paying customers, default profitability, and backing from some of the world’s best investors (Founder’s Fund, 8VC, Human Capital, etc.), Hearth is focused on bringing AI to the trades.

The Opportunity

Hearth is in the middle of an aggressive push to attach its AI product, Harper, to the existing customer base. Harper started as an AI Receptionist that answers calls, blocks spam, books estimates, and follows up via text. It's rapidly evolving into a full business operations platform: AI-composed messaging, social media content creation, automated lead follow-ups, and more.

As Expansion Team Lead, you'll own the team responsible for selling Harper to Hearth's existing 10,000+ contractor customers. You'll manage a team of 3-5 Expansion Reps, driving close rates, coaching reps on calls daily, and partnering with Marketing, Sales, and RevOps to build the pipeline that feeds the team.

This role sits at the center of Hearth's AI revenue growth motion. The Expansion team is the primary engine for converting existing financing customers into AI customers, and AI adoption is Hearth's top strategic priority.

• Direct revenue ownership: You and your team are the primary driver of AI attach rate across Hearth's existing base. Your performance directly moves the company's most important metric.
• Rapidly evolving product: Harper adds new capabilities every few weeks (social media creator, AI messaging, automated follow-ups). Each new feature gives your team a fresh reason to call and a stronger value proposition to sell.
• Real coaching leverage: You'll have call intelligence tools (Attention scorecards, AI-powered call analysis) and AI role-play software (Avarra) to identify exactly where reps are losing deals and coach them with precision.
• Cross-functional visibility: You'll work directly with executive leadership, Sales, Marketing, RevOps, and Product in weekly revenue syncs. This role is high-visibility and high-impact.
• Mission-driven selling: When a contractor activates Harper, they stop missing calls and start booking more jobs. The ROI is immediate and tangible for small business owners.

What You’ll Do:

Lead and Develop the Expansion Team

• Manage a team of 3-5 Expansion Reps, owning their ramp, daily performance, and professional development.
• Run daily coaching sessions using call recordings (Attention), scorecard data, and AI role-play tools (Avarra) to sharpen discovery, objection handling, and closing skills.
• Own and iterate on the team's script and demo flow. The product evolves constantly, so the pitch needs to evolve with it. Identify what's working on top-performer calls and package it for the team.
• Set clear performance expectations and hold reps accountable. Run weekly 1:1s, pipeline reviews, and performance conversations. Manage the PIP process when needed.
• Step in on escalated opportunities when needed: second-voice calls on stalled deals, manager callbacks, and recovery on leads that need a stronger push. Your job is to unblock deals, not carry a personal quota.
• Hire and onboard new Expansion Reps as the team scales.

Drive Close Rate and Pipeline Performance

• Own the team's close rate as the primary metric. Diagnose where deals are dying (discovery, demo, pricing, follow-up) and implement fixes weekly.
• Partner with Marketing (lifecycle campaigns, SMS sends, email nurtures) to ensure the tea