Vice President of Sales, AirGarage
$350-450k
OTE
Offers Equity + Commission
Parking management solution
Be an early applicant
Parking management solution
21-100 employees
Be an early applicant
$350-450k
OTE
Offers Equity + Commission
21-100 employees
Company mission
To rethink the 30% of downtown city real estate dedicated to parking.
Role
Who you are
- 4+ years in a quota carrying role in B2B sales and 4+ years of experience in leadership roles with at least 25 team members
- A 'talent magnet' - a strong track record of recruiting and developing sales teams. You should have at least two strong, proven Account Executives that you have worked with in the past that you plan to bring along with you as you join AirGarage to test our sales process with a known variable to understand where the challenges are
- Strong track record of hitting your personal quotas, coaching team members to hit their individual goals under your tutelage, and strong mentorship skills in developing talent throughout their careers
- Have experience managing teams working a mix of inbound & outbound leads. You should have experience leading teams where 70%+ of top-of-funnel is outbound and working to develop inbound lead flow in tandem with marketing to diversity top-of-funnel
- Strong aptitude in data and analysis; strong organizational skills with software systems, processes, and forecasting
- Experience developing sales methodology, training, CRM, and iterating on the sales process
- Passion for and experience coaching and developing sales talent
- Self-starter and comfortable with ambiguity — experience at high-growth startups scaling from the early tens of millions of revenue to many tens of millions
- Experience selling to a variety of customer types ranging from SMB to Mid-Market and Enterprise
- Experience selling into traditional industries that have been slow to adopt technology and where most customers have incumbent solutions i.e. a rip-and-replace sale
- Bonus: experience selling in the Real Estate industry
What the job involves
- We are seeking a Vice President of Sales to lead AirGarage's growth from 300 parking lots and garages to thousands of locations across the United States and Canada
- Currently, our co-founder & CEO leads the Sales team. We have progressed from the "wild west" days of unstructured sales to a “pre-industrial era” with some processes, systems, and repeatable motions in place
- Your role will be to further develop the sales team into a predictable, repeatable "industrial era" that will drive aggressive yet efficient growth
- Your mission will be to elevate the team by refining our sales motion, developing the talent, and gaining a deep understanding of our customers to drive wins
- As an early member of the AirGarage leadership team, you will have the opportunity to make a significant impact as you help build our go-to-market engine and drive both immediate and long-term growth
- Our sales team currently has 6 Sales Development Representatives setting meetings primarily via outbound (~70%) and 4 Account Executives with varying levels of experience, but the majority of them are in their first full time sales role
- We expect the team to grow as we work to achieve ambitious goals. You will be the architect of that growth - owning recruiting, coaching, and performance management of existing and new team members
- You will not be embarking on this mission alone: we have a strong SDR manager and Head of Sales Operations in place to support you
- You will, however, be the direct manager of the Account Executives at the start and until the team is performing at a level where it makes sense to add additional managers
- You will also be supported by the entire leadership team at AirGarage: our CEO has been deeply involved in sales since the very first customer we signed on, our VP of Operations ran the sales team at one point and is still very in touch with sales, and our Director of Engineering, Chief Technology Officer, and Chief Data Officer are all putting their full energy behind building the best product for sales to distribute
- One of your first priorities in this role will be identifying areas where we can level up the current team and how they are selling
- You should be prepared to bring along at least two excellent new AEs that you know run a strong process and have excellent sales fundamentals when you join that can help raise the bar and who will help you understand the unique challenges of our sale without the variable of having never worked together before
- Build a world-class team — coach our existing AEs and SDRs while actively recruiting and developing new talent to help us execute on a plan to scale revenue aggressively but efficiently
- Work with leadership to develop growth targets, then design and build the infrastructure needed to analyze and track performance, identify bottlenecks, and do whatever it takes to hit our ambitious goals
- Directly own the development of the Account Executive team through frequent and proactive coaching, 1:1s, and participating directly in customer conversations as often as is physically possible. Work closely with the SDR manager to do the same for the SDR team
- Build a sales engine that continuously improves by leveraging new strategies and data-driven testing to help us develop disciplined and repeatable sales processes
- Work with leadership to develop marketing in order to build inbound lead flow and develop a consistent pipeline of high value, qualified inbound leads. SQLs are currently ~70% driven by outbound and we believe it’s possible to increase inbound such that inbound can account for 50% of top of funnel in the future
- Work with other teams — Product / Engineering, Marketing, Operations / Customer Success — to ensure customers have a clean handoff from Sales to Customer Success and have a consistently positive experience with AirGarage throughout our relationship with them
- Own sales forecasting and be directly responsible for the sales team’s performance
- Establish operational excellence by reporting on sales activity and providing accurate sales forecast to the AirGarage leadership team in tandem with the Head of Sales Operations
Our take
The parking industry has long adhered to traditional practices, relying on attendants and disparate payment and management systems. However, AirGarage is changing the landscape by providing software and management services to parking lot and garage owners. With its all-encompassing approach spanning from signage installation to payment handling and even parking enforcement.
One of AirGarage's key innovations is its revenue-sharing model, offering property owners a favorable 70-30 split and full transparency on earnings. This approach addresses the longstanding issue of parking managers reaping their share of revenue, leading property owners with just a fraction of the income generated by their spaces. With over 200 locations across 30 states under its management, AirGarage has become a pivotal player in reshaping the parking industry.
In 2021 the company closed its Series A funding round. That capital injection has gone towards expanding its software and services, catering not only to personal vehicle parking but also accommodating food trucks and cloud kitchens in need of parking and storage solutions. The future looks promising for AirGarage as it continues to modernize and streamline an industry ripe for technological transformation.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
Few candidates hear
back within 2 weeks
Company
Company HQ
The Castro, San Francisco, CA
Leadership
Jonathon Barkl
(CEO)Before co-founding AirGarage, they earned a Bachelor of Science Degree in Physics and Economics from Arizona State University. During their time at University, they held a role of Research Scholar at NASA.
Scott Fitsimones
(CTO)Alongside co-founding AirGarage, they are also the Founder of CityDAO. Previously held Engineering Internships at Facebook and CERN.
Chelsea Border
(CDO)Prior to co-founding AirGarage, they earned a Bachelor's Degree in Business Data Analytics from Arizona State University.
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