Location: Fresno, CA (Office-Based + Field Travel)
Territory: Central & Northern California
Employment Type: Full-Time
Industry: HVAC & Roofing / Home Services
Position Overview
We are seeking a Director of Sales & Revenue Operations to lead, coach, and actively sell within our HVAC and Roofing divisions. This is not a desk-only management role. The right candidate will Lead from the front, close deals, travel with sales reps in the field, and be directly involved in daily sales execution.
This role is based out of our Fresno Office, with regular field travel throughout Central and Northern California to support, train, and develop our sales team.
The Sales Manager will be responsible for sales leadership, training, accountability, strategy, and personal production, while working closely with ownership on growth initiatives, performance improvement, and scaling the team.
Key Responsibilities
Sales Leadership & Management
Lead and manage the HVAC and Roofing sales teams
- Set clear expectations, KPIs, and performance standards
- Run daily sales huddles, weekly meetings, and training sessions
Shadow sales reps in the field to coach, train, and improve close rates
Hold sales reps accountable to activity, follow-up, and closing metrics
Maintain consistent communication between the field and office
Active Sales Production
- Personally run appointments and close deals in HVAC and roofing
Lead by example with strong sales process, pricing discipline, and professionalism
Assist with complex deals, large projects, and high-value opportunities
Step in on stalled opportunities to help close or recover deals
Training & Development
Train sales reps on:
HVAC and roofing sales process
- In-home and commercial presentations
Estimating, pricing, and objection handling
Follow-up systems and CRM usage
Identify skill gaps and implement ongoing training solutions
Help identify and ramp new sales hires
Strategy, Growth & Optimization
Bring ideas and strategies to improve:
Lead conversion rates
- Closing percentages
Average ticket size
Sales efficiency and process
Work with ownership to scale the sales team responsibly
Identify when additional sales hires are needed
Provide feedback on marketing lead quality and field performance
Reporting & Collaboration
Track and report on:
Closing rates
- Revenue performance
Individual rep performance
Collaborate with operations, marketing, and ownership
Ensure CRM data is accurate, updated, and actionable
What This Role Is NOT
Not a passive management position
- Not an office-only role
Not a “just coach from the sidelines” job
This is a hands-on leadership role for someone who enjoys being in the field, selling, training, and building a high-performing sales team.
Qualifications & Experience
Required:
5+ years of sales experience in HVAC, roofing, or home services
- Proven experience closing deals personally
Prior experience leading or mentoring sales reps
Strong understanding of in-home and/or commercial sales
Comfortable traveling and working in the field
Strong communication, leadership, and accountability skills
Preferred:
Experience managing multi-rep sales teams
- HVAC and/or roofing product knowledge
CRM experience (Leap or similar preferred)
Background in performance-based sales environments
Compensation & Benefits
- Base salary + commissions
- High earning potential with leadership override and personal production
Performance bonuses tied to team results
Company support, training resources, and leadership backing
Significant opportunity for long-term growth as the company scales
Why Join Us
Leadership role with real authority and impact
- Direct access to ownership and decision-making
Growing HVAC and roofing divisions with strong market demand
Opportunity to help build and scale a sales organization from the inside
A company that values execution, accountability, and results
Flexible work from home options available.
